“I define persuasion as ethically winning the heart and mind of your target,” explains author Mark Rodgers. And, in his new book, Persuasion Equation, he teaches you the subtle science of getting your way.
Persuasion has two primary roles:
- to get someone to willingly do something
- to get someone to willingly not do something
Rodgers explains that persuasive people are:
- Assertive
- Empathetic
- Communicative
- Tenacious
- Resilient
And, he teaches you to focus on the influencing power of risk. How to articulate risk according to probability and seriousness, both for your position and the opposition's, and ensure that yours is “safer.”
As you read the book, you'll learn, for example, how to persuade another person to:
- Approve a higher head count
- Enter into a business relationship
- Support your initiative
Additionally, Rodgers explains that the secret to persuasion success is having killer credibility. To have credibility you must:
- Do what you say you're going to do.
- Convey information that is accurate and unbiased.
- Not exaggerate or hyperbole.
- Admit when you're wrong and accept blame.
- Share the credit when successful.
- Ensure your word is your bond.
You'll also discover that storytelling and humor, when used properly, can be two of the most highly effective persuasion tools.
Finally, you'll see that to be truly persuasive you must:
- Be prepared to exploit success when people agree.
- Know when to stop “selling” and being “sowing.”
- Use language to propel discussions and actions.
- Exude confidence and enthusiasm, both of which are infectious.
- Choreograph, orchestrate, and set the stage to hear perpetual yes.
