Psychologists believe that it is not enough to get others to agree with one’s point of view. It is also necessary to master subtle communication skills. After research, psychologists have proposed many methods to increase persuasiveness, among which there are six basic.
1. Take advantage of “home advantage”
A big tree in your neighbor’s house is intertwined and densely rooted, with luxuriant branches and leaves, which obscures the sunlight in the vegetable field in your back garden. Do you want to discuss this with him, should you go to his house or invite him to your house?
Psychologist Ralph Taylor and others once divided a group of college students into upper, middle, and lower grades according to their ability to dominate (that is, the ability to influence others), and then take the first grade to form a group, let them discuss the university’s ten budgets Which of the reduction plans is the best? Half of the groups are in the dormitory with high control ability, and half are in the dormitory with low control ability. Taylor found that the results of the discussion always followed the opinions of the dormitory owner, even if the owner is a low-power student.
It can be seen that a person is more persuasive in his own or familiar environment than in the environment of others. In his daily life, he should make full use of the home advantage. If he cannot discuss things in his own home or office, he should also try his best. It is carried out in a neutral environment so that the other party has no home advantage.
2. Modification of the instrument
Do you want your superiors to sign the application form. Do you care about the trouble and carefully modify the appearance, or do you believe that others will listen to it and not look at it?
We usually think that we are much more affected by the words of others than by the appearance of others, but this is not always the case. We will unconsciously judge people by clothes. Some people have proved through experiments that people who dress differently and seek help from passersby. Those who are well-behaved and attractive are more likely to succeed than those who are not shy.
3. Make yourself equal to the other person
You are trying to encourage a group of young people to clean up a certain place, but they prefer to go elsewhere. How do you arouse their interest?
Many researchers have found that if you try to change someone’s personal preferences, the more you identify yourself with him, the more convincing you are. For example, a good salesman always matches his tone, volume, and rhythm with customers. Even the body posture and breathing are unconsciously consistent with customers. This is because humans have a tendency to believe in “one’s own people.” As the psychologist Haas said: “A brewery owner can tell you why one beer is better than another, but your friends, whether they are knowledgeable or less knowledgeable, may treat you. Which beer you choose has a greater impact.”
4. Reflect how the other person feels
You are going to visit a newly moved couple next door and ask them to collect donations for a project in the community. Which method is best?
The mediocre persuader is straightforward to make demands, and the result is disputes and deadlock; while the good persuader first establishes an atmosphere of trust and sympathy. If the host is worried about something, you say: “I understand your feelings, and if it were me, I will do the same.” This shows respect for the feelings of others. In future conversations, the other party will also pay attention to it.
Of course, good persuaders are not always smooth sailing. He will also encounter opposition from others. At this time, experienced persuaders will often restate the other’s opinions, admit that it has advantages, and then point out that their opinions are better and more comprehensive. Research has proved that it is more convincing to present the opinions of both parties before drawing conclusions than to just state your own opinions.
5. Present strong evidence
You are going to participate in a certain decision-making meeting and strive for a larger sum of money for a cause that is not valued by everyone. What kind of evidence is the most convincing?
If you provide the audience with reliable information rather than personal opinions, you will increase your persuasive power. But remember that the audience is affected by the evidence and the source of the evidence to the same extent. In an experiment, two groups of subjects were asked to hear an argument about whether they can sell anti-resistance amine tablets without a prescription, and then they were told that the evidence that they could be sold came from the New England Journal of Physiology and Medicine (this is fictitious). ), the other group was told that the evidence came from a popular pictorial. It turns out that more people in the first group than in the second group agree that resistance amine tablets can be sold without a prescription. Therefore, quoting authority can eliminate the audience’s preconceptions.
6. Use specific plots and examples
If you advertise and promote a certain drug, should it be a good introduction to the ingredients, functions, and usage of the drug? Or should it be a good example of how a patient recovers quickly after using it?
Good persuaders know this point clearly: individual concrete examples and experiences are more convincing than generalized arguments and general principles. Therefore, if you want to sell more medicines, you should use the latter method as appropriate. In daily life, if you want to persuade others, you should use circumstantial evidence, use specific examples, and not just preach.
In short, the ability to persuade others and win approval is not a mysterious talent. By learning some social communication skills (of course, we must first have a correct view), we can enhance the persuasive power of our own speech. In order to firmly believe this, you might as well give it a try.