How to be Persuasive, Increase Buy-in and Get People On Side
Having worked with non-native speakers for over a decade, one of the biggest challenges clients always have is how to be more persuasive when speaking in English.
Persuade, don’t tell.
Persuasion is an important skill. In life in general, yes; in business, even more so. In a largely free and democratic society, people generally do not like being told what to do. Instead, we must persuade using logic, emotion, solid arguments. We must make our case. Where telling falls short, persuasion is king.
Why persuade?
Persuasion is not limited to the negotiation table. We are always persuading in some capacity – selling our ideas and concepts, our strategies and plans, our products and services. Management and leadership are all about the ability to inspire action through empowerment, by ensuring each person feels like an important cog in the wheel. If we want change, we need persuasion.
How?
But how do we persuade others? How can we increase our levels of influence in any given conversation? How can we present our ideas in such a way that it increases buy-in and brings people on our side? One model to consider using is POT: Permission – Opinion – Thoughts.
Permission – ask if it’s ok to share your perspective
Opinion – share your viewpoint
Thoughts – ask for their views (and listen carefully)
Empowered, not defensive. The POT Model
Let’s look at that in more detail. In order to peak people’s interest in your viewpoint, consider how it’s being presented. Would you be more likely to open the gift that is nicely wrapped up in a bow with care and consideration? Or the brown box that was hastily sealed with little thought? The concepts that get the greatest buy-in, are those that give equal attention to their presentation, as the idea itself. The ideas that get the greatest buy-in, are those that make the recipient feel valued.
Permission
Before sharing your perspective, ask the listener if they would like to hear it first. Get a “yes” before going any further. Empower them here. Don’t worry if you get a ‘no’, a ‘no’ is as valuable here as a ‘yes’ – if they say no, you have the opportunity to gather more information, and before sharing your own. Knowledge is power.
Opinion
Assuming you got a ‘yes’, share your thoughts on the matter; openly, clearly, respectfully.
Thoughts
When you’ve finished sharing your point of view, immediately invite a reaction.
POT in action…
Permission: Mary, I’ve been thinking about your proposal and have some suggestions. Would you like me to share them with you? (Mary feels valued and empowered, as she is the person who can say yes or no in this situation. Let’s assume she says yes.)
Opinion: I’m confident that we could implement the strategy sooner than suggested. We have the people. We have the resources. I know it was originally planned for Autumn, but I believe we could roll it out this Summer.
Thoughts: What do you think? I’m interested to hear your thoughts on this.
The outcome
Mary might completely agree. Great. Your well-presented opinion has been taken on board. Or she may come back with some valid points as to why the new policy can’t be rolled out earlier than scheduled. Either way, transparency has taken place, information and logic have won, and no ego’s have been bruised in the process.
If we want to be persuasive, let’s practice empathy and put ourselves in the other person’s shows. Nobody wants to be mowed down with dissent or disagreement – that only serves to increase defensiveness. If we want to be persuasive, we need to disarm and empower. Practicing empathy through the power of POT is a good place to start.
Which conversation will you test it with today?