Inc. Magazine's 30 books every business person should read (not just buy and put on their shelf) includes two that show you the importance of persuasion and how to accomplish it.
Persuasion is the ability to get people to want to take action. Persuasion shows people a path and the rewards for taking that path, so they act out of their own true desire.
Dale Carnegie's classic book, How to Win Friends and Influence People is cited by Inc. magazine as one of the 30. "Friends" is about leadership. As Carnegie writes, "There is only one way under high heaven to get anybody to do anything and that is by making the other person want to do it."
Made to Stick by Chip Heath and Dan Heath identifies qualities of memorable and effective ideas. When people remember, they are likely to take action.
Business speakers can increase the follow on action of their audiences when they deliberately decide to incorporate proven persuasion techniques into their speeches. Instead of bullets, facts and strict logic, tap into the human beings in your audiences. Stimulate their senses, use contrast and social proofs and tell authentic stories.
How do you persuade and influence your audiences? Share your ideas through our comment link.
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