By Debra W. Gould, MS We’ve all heard about the power of persuasiveness. Persuasiveness isn’t about getting others to agree with you. Persuasiveness is the confidence to overcome objections in order to get others to help you in reaching a goal.
1. Encourage: Don't rush into answering an objection. Don't defend, but also don't ignore. In this phase, you do not need to agree but you need to acknowledge the other person's right to object. Be willing to let the other person express his or her reservations completely. Listen carefully and pay attention to body language. Encourage by showing empathy. Put yourself in his or her place. Some key phrases include:
3. Confirm your understanding: Don't offer solutions until you are sure you understand the real objection: If there’s a misconception, then clarify. If there’s skepticism, then prove with examples, statistics and references. If there’s a real drawback, then show the big picture; how advantages outweigh disadvantages. If there’s a real complaint, then show action with a plan to address the complaint or concern. 4. Check for agreement: Has the person's concern been resolved? If not, start the process again. • • • Debra W. Gould, MS is the president of Debra Gould & Associates, Inc. based in New Orleans and provides management consulting and training services to commercial and government clients. Debra is one of the founders of The Ebony Speakers and co-author of the book, Real Women, Real Issues - Positive Collaborations For Business Success. Debra can be reached at: (504) 244-6576, email: djgould@gouldassoc.com and website: www:gouldassoc.com
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By Debra W. Gould, MS Words have power. They can be used to create or destroy. Used without thinking, they can stir unwanted reactions. However, when words are spoken with purpose and precision they pave the way for your dreams to become real.
So, what are your dreams? What is most important to you? If you could create or experience anything, what would it be? Is it freedom? Happiness? Fulfilling work that produces prosperity? Do you crave intimacy, a powerful partnership, genuine love or all of the above? Do you want to resolve a persistent problem? Or perhaps stop settling for less? Consider: What do you really want? Are you inspired to be healthy and fit? Do you wish to evolve into a wiser and more loving parent? Are you motivated to build a legacy? Travel? Explore? Make a difference? Words matter because they materialize as matter. Words can transform challenges into opportunities. They can be used to gather information and clarify meaning, which open lines of communication allowing you to understand another’s point of view. And it’s not just the words you speak, it’s the intent fueling your words, and the way you frame the language you choose that will determine whether you elicit resistance or accord. What do you say after the words I Am? The words you choose influence how you see yourself, how others see you and what is possible for you. Do you say things that disempower or empower you? Do you say, “I’m stressed, I’m bored, I’m tired, I’m broke, I’m alone?” Or, “I am centered. I am inspired. I am focused. I am clear. I am ready. I am grateful.” When you use the words I Am, you invoke your power to create. These words are potent! Be aware of what you link them to. The thing you are claiming has a way of reaching back and claiming you. Debra W. Gould, MS is the president of Debra Gould & Associates, Inc. based in New Orleans and provides management consulting and training services to commercial and government clients. Debra is one of the founders of The Ebony Speakers and co-author of the book, Real Women, Real Issues - Positive Collaborations For Business Success. Debra can be reached at: (504) 244-6576, email: djgould@gouldassoc.com and website: www:gouldassoc.com |
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