Why do you want to speak to persuade? If you don’t, people won’t be able to buy into your vision or adopt your way of thinking. Your idea or approach might get overlooked or dismissed. By being persuasive, you can connect easier, increase your influence and build your reputation. This blog is a summary of Aletta Rochat’s book, Speak, Connect and Succeed.
Always approach your persuasive speaking on the person’s world or needs that you are speaking to. Listen intently to understand their concerns and what they know I need to be aware of. Persuasion should not be seen as an event but a process.
The author refers to a technique by Craig Valentine called the Then, Now, and How. Then refers to how it was before your solution. What worked and didn’t work? How long did it take? What were the challenges? What were the pain points? Where did the frustration lie? Now refers to how things have changed after implementing my idea. What is working well? How long did it take to work? What is easier or better? What is possible now that was not possible before? How do you feel about this? How refers to the action you took. What action did you take that made the change a reality? How will they benefit? How can your audience take advantage of this? What is the exact next step you want them to take?
Persuasion also involves listening. Even if you disagree with their point of view, listen to the other person, and acknowledge them or their opinion. It will make them feel heard. Instead of saying “Yes … but,” instead use “Yes … and” to keep the engagement going.
The more well-considered and well-thought-out your argument, the higher your chance of being persuasive. State at all times what specific action you want the person to take? Keep talking about the bigger picture. Can you refer to universal experiences, hopes, or dreams? What fundamental shared beliefs come into play?
Another technique is to raise any objections the listener might have proactively. Your challenge is to make persuasive points as often as appropriate, don’t become a nag, though.
To summarize, persuasive speaking is much about listening as it is about speaking. Persuasive speaking is a process. Use the Then, Now, and How technique to become more persuasive. The more well-considered our argument, the better our chances of being persuasive. Also, state what specific action you want the person to take. Keep talking about the bigger picture and what shared beliefs come into play. Keep talking about the bigger picture.