How to Coach Yourself and Others Influencing, Inter Personal and Leadership Skills | Page 4

3. Linguistic Tools for Influencing
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Reframe
Use of name
Mind reading
Lost performative
Cause and effect relationships
Presuppositions
Universal beliefs
Tag questions
Embedded commands

4. Powerful Persuasion Techniques
1. Appeal to identity
2. Use hierarchy of values
3. Invoke emotions
4. Motivate
5. Show the consequences
6. Ask questions
7. Reframe possible objectives
8. Use quotes
9. Employ metaphors
10. Compliment and flatter
11. Show no gray area
12. Belong to a special group
13. Have them make a commitment
14. Change their life
15. Overcome inertia
16. Add presupposition
17. Use rhetorical questions and make claims
5. Framework Theories for Applying Persuasion and Influence Techniques
1. Rank’s intensify and downplay model
2. Monroe’s motivated sequence of persuasion steps
3. The integrity principle
6. Influence and Persuasion in Sales
1. Establish a basis for persuasion
1. demonstrate understanding
2. generate a friendly, responsive environment
3. provide evidence
4. demonstrate your expertise
2. Persuasion during negotiation
1. uncover the root of objection
2. redirect prospect to focusing on product benefits
3. Possible reasons of failure to close the deal
1. failure to create desire
2. failure to be perceived as an expert
4. adopt correct attitude
5. know your ultimate conditions