How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 88
6.3.3 Satisfaction
In this step, you describe to the listener how your position will meet the
need you addressed in the previous step. Will your solution solve their
problem? Will it prevent them from having to deal with additional
problems? In other words, what benefits will the listener receive if they
are persuaded by your argum ent. Or what negative consequences will
they avoid?
6.3.4 Visualization
Visualization means that you can create a picture for the listener of what
the situation will look like once they have been persuaded to accept your
position or agree to your decision. Help them do this by describing what
the world will be like ‘after’ they agree with you. For example, use
language like:
Imagine what it will be like when you no longer have to…
Can you see how this would reduce your work load (solve your
problem, increase your profits, etc.)
Picture yourself leaving work on time once we make this change
(or some other way their life will improve once they agree with
you)
6.3.5 Action
Once you sense that you are approaching agreement, you need to cement
it by suggesting the next step or action that will put your solution in
motion. Don’t wait – act as soon as you can so that the other person is not
left stewing and thinking things over more (and perhaps changing their
mind).
6.4 The Integrity Principle
When you are persuading or influencing another, you are assuming a
position of leadership. However, you won’t be perceived as a leader
unless you exhibit the trait of integrity. Integrity can be defined simply as
being true to your word, being authentic in your actions and speech, and
demonstrating the kind of behaviour that you expect others to have. In
other words, don’t ask others to trust or believe in you or your solution if
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