Getting to Yes: 7 Ways to Persuade

Do you need to #persuade people? Here are some tips:

1. Think first about WIIFM? (what's in it for me?) Why should people do what you are asking? Will it make them happier, save time, money, energy, supplies, increase efficiency, be more convenient, help save lives, reduce paperwork,

 or some other reasons?

2. Use scarcity or urgency. Do this by November 5, when the price increases.

We only have 25 left in stock.

3. Tell the person what you have in common with them. (We both are from the same small town, or we both graduated from X University.

4. Researcher John Bargh of Yale University found that subjects given a hot beverage, such as coffee or tea, rated the researcher as "warmer" or having a more positive personality that subjects given a cold drink, such as cold water or cold soda. Offer the other person a warm drink!Researchers Chen-Bo Zhong and Geoffrey J Leonardelli found that offering such warmth helps people feel included in a group, or warmer toward the person offering the beverage. This is another way to connect.

5. Use everyday vocabulary during the sales pitch; use of unfamiliar words or jargon alarms those who do not understand it, or who may give the words another meaning.

6. Use a slightly slower rate of speech, to give listeners time to understand what you are saying. Don't be a "fast-talking salesperson".

7. If you are in person with your prospect, stand directly across from them. Do not cross your legs or feet, fold your arms across your chest, or look at your computer while they are thinking about your proposal. If you need to do something with your hands, hold a piece of paper or a pen.

8.