Page 115 - DENG401_Advance Communication Skills

Advanced Communication Skills

Notes others does not mean deceiving them into doing something they don’t want to do. Instead, you
often persuade others to convince them about the importance of their tasks, motivate them to
perform, and request assistance and action Whether it’s locking up muggers for life or introducing
a new data processing system you will need to convince the audience that the alternatives lead
to consequences which that audience will clearly be able to see are worse for everyone including
themselves; try and let the audience work it out for themselves otherwise the audience could
become skeptical. Persuasive speaking can be achieved by all, as always, the success lies in the
preparation.

Notes You can also increase a listener’s receptiveness by using an enthusiastic, though
soft, tone.
Essential elements of Speaking Persuasively
1. Choose your timing: Persuasion is an emotional form of communication that others must
be ready to receive. People who are upset, overwhelmed, or frustrated are not as open to
persuasion. When speaking to a colleague or employer, make requests when you are both
receptive and other pressing matters are not competing for attention.
2. Start with an offer: Salespeople frequently offer prospects refreshments, small gifts, or
free samples early in the sales process. Offering something is a powerful way to start your
communication. It sets a positive tone for the discussion and encourages the other person
to reciprocate by offering you something in return. Simple offers can also include
compliments and information.
3. Emphasize the benefits: Effective persuasion emphasizes benefits to your listener. The
desire for personal gain is a powerful motivator. Demonstrating how your idea, product,
or service will directly benefit the other person is more persuasive than explaining features.
However, be careful not to exaggerate the benefits. People are sensitive to overly generous
offers and often discount claims that sound too good to be true.
4. Plan for questions and contradictions: If you are trying to persuade others to adopt a new
point of view, consider that they might be resistant to change. Acknowledge that they see
the matter differently than you do. Expect them to ask questions and raise objections to the
arguments that you make. Try to anticipate these concerns so that you can respond to them
confidently. You can often diffuse a problem by addressing it first.

5. Mirror the other person: Mirroring involves mimicking the body language and gestures
of the person that you are trying to persuade. When you act similarly to the other person,
you demonstrate your empathy and sensitivity to them. Mirror their posture, hand gestures,
and head movements. However, be subtle and wait several seconds before you mirror a
behavior.
6. Do not lie or exaggerate: Honesty is not only a moral obligation, but a utilitarian one as
well. Your ability to be persuasive is closely related to the reputation that you have with
those you work with. People will eventually uncover your dishonesty. When they do, you
will have lost all credibility with them.

Notes Mirroring is sometimes called the chameleon effect.

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