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Effective communication
Persuasion techniques
Closing a sale
Persuasion isn’t always here’s the facts, you’re either an idiot or you’re not. It’s here are the facts and here is a sensitivity to your state of mind. And it’s the facts plus the sensitivity when convolved together create impact.
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Faced with a choice between changing one’s mind and proving there is no need to do so, almost everyone gets busy with the proof.
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Humans are tribal. We evolved in small groups where it was a bad idea to stand out.
When we’re faced with a choice between being correct or being accepted, more often than not we choose the latter.
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Changing our minds can result in a perception that we’re losing status. We need psychological safety in order to do it. We need to know that we’re not going to lose a friend. We need to know that promotions are not affected by disagreement.
One of the reasons it’s easi...
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When it comes to changing our minds two things that stand out are:
We’re most likely persuaded by people we like. When’s the last time you didn’t like or respect someone and...
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Persuading others, and even ourselves is about more than just putting facts out there and letting the chips fall as they may. You simply can’t have the impact you want with facts alone.
The first thing we do when people disagree with us is attempt to educate them by giv...
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The most difficult subjects can be explained to the most slow-witted man if he has not formed any idea of them already; but the simplest thing cannot be made clear to the most intelligent man if he is firmly persuaded that he knows already, without a shadow of doubt, w...
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While you have to understand the facts and arguments, you really need to understand what’s already in their head and how those ideas got there in the first place before you can change someone’s mind.
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Facts are the foundation and the least controversial part of an argument. So, it’s easier to start by establishing and agreeing on the facts.
State the expectation, the facts of what happened and let the other person explain why there’s a difference. Once facts are agreed ...
When you ask someone for their ‘advice,’ this puts the other person in a togetherness state of mind, which helps increase the other person’s desire to support whatever you’re asking them for advice on.
Asking for their opinion, on the other hand, puts the other person in an introspection s...
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