You have the best ideas for your clients — now if you could only persuade them to follow your advice! Consider these three tips to be more successful in the art of persuading others:
1. People tend to give back, or reciprocate, what has been given to them. You might think of reciprocity in terms of exchanging money or services, but it involves a lot more than that. For example, when you’re involved in a conversation, if you provide others with attention, information and respect, you’ll likely receive the same from them.
2. People want what they can’t have. That’s why ads with “limited time only” or “limited quantities available” are so effective. When you’re trying to persuade someone to do something, it’s important to describe the unique or otherwise unattainable advantages of your recommendations. People tend to take action when they know what they stand to lose, rather than what they could possibly gain.
3. Be an expert. If you want people to follow your lead, prove you know what you’re talking about. People typically follow the lead of those they perceive as credible and knowledgeable experts. Unfortunately, many experts mistakenly assume others will naturally recognize their expertise. Before you ever start negotiating, provide the person you want to influence with information about your accomplishments, credentials, background and expertise.
From “Closing the deal: 5 keys to successful workplace negotiations” by Robert Cialdini, who has researched and written about successful negotiations. Read more in Round the Table.
For more about persuading others, watch “Charisma: The science of influence and silencing your inner critic” from the 2017 Top of the Table Annual Meeting. (For MDRT members only)
Very useful to all lic agents.thanks.