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Use Positive Persuasion To Meet Your Organization’s Goals

Use Positive Persuasion To Meet Your Organization’s Goals
by Lisa Mulcahy

When trying to land a new client, close a sale, or win approval for a new project, selling your idea factually is, of course, your first priority. Yet, you also know it's crucial never to lose focus of the human element of connection — finding just the right way to convince the person in front of you that doing business with you will be beneficial, and will be a pleasure as well.

This is where mastering the skill of positive persuasion comes in.

If you can sell your idea through the correct emotional delivery, a clear communicative style, a conducive environment, and real client concern, you can seal any deal. Use the following science-proven strategies to sharpen your skills, and expand your company's portfolio:

Don't be too enthusiastic.

A study earlier this year from the Kellogg School of Business at Northwestern University found that using strong emotion to persuade your client to buy into your idea may backfire unintentionally.

The researchers discovered that if you're obviously excited about the product or premise you're presenting, people automatically tend to be skeptical that your excitement is authentic (even if it is). Subjects in the study were more receptive to a less emotional sales pitch.

Your best approach: smile and speak in a friendly tone as you describe what you're proposing, but watch your body language. Avoid big hand gestures, a loud "selling" voice, or any attempts at physical familiarity like patting your potential client on the back as you interact.

Read full article on MultiBriefs.