You want this

Book after book has been written about the art of persuasion. “Be passionate,” they say. “Know your audience,” they exhort. “Ask questions to find out what people want,” we’re taught. “Give ample evidence for your position,” they preach.

But the reality is, we’re shortcutters in life. More and more people ignore fine details in their decision-making and go with what feels right. Sure, they’ll listen to the details, but they don’t play as much into the final decision as we all think. And honestly, who has time for details. This is a get-it-about-right world we live in. Everything is beta.

You know what? We’re secretly far more influenced by factors cited in this article than we want to admit. We are heavily influenced by people, who by shear self-belief and persona, cause us to feel “I want this, too.”

My guidance to you as a persuader: Yes, you should strive to understand the other person’s wants and needs. And you should ask questions to get a clear picture of these things. You should show interest in the other person as an individual.

But then, frankly, your bold, confident, no-frills “you want this,” expert recommendations and guidance will win deals for you. Your lack will lose them.

[tags]persuasion, confidence[/tags]