How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 444

guidelines to help provide some structure and guidance as you venture
through the psychological tactics of persuasion.

Step 1: Identify People’s Problem
Your first step in the persuasive process is to identify a problem that the
person you are attempting to persuade is experiencing. Without first
identifying a problem you will simply have nothing to leverage, and
therefore the persuasive process will flicker out before it even begins.
The best way to identify a problem is simply through a means of asking
effective questions. Keep in mind that at times people may not be aware
of their problems on a conscious level. In such instances your first goal
will be to bring this problem into their conscious mind, and work on
expanding the consequences of the problem from there.
As a final thought, make sure that the problem you have identified is more
than just a minor inconvenience, or at least make it appear to be more than
this. Otherwise your Victim will have very little motivation to change,
and will therefore close themselves off to your persuasive methods.

Step 2: Trigger Imagination of Life without
Problem
Having established an emotional problem, your goal now is to stimulate
your Victim’s imagination. Present them with an ideal picture, or a
beautiful canvas of how their life will become when they never
experience this problem again. The key here is to keep asking questions.
Don’t tell them how things will be, instead ask them questions that will
help them reveal the answers for themselves.

Step 3: Provide Knowledge through Logic &
Emotion
At this stage your goal is to present your Victim with a logical and
emotional solution to the problem, which involves introducing them to the
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