It’s important to have the facts of a given situation or opportunity. But if you cannot communicate or persuade, you will struggle to find cooperation, collaboration or build consensus. All of those are important for you to master to achieve your goals and great results.
In every instance, make an effort to empathize with others. Empathy is simply the ability to understand and share the feelings of others. When you plan ahead and think about things from the other’s point of view, you can craft your communications to appeal to the deepest emotions and feelings and create action.
Look for common ground. Focus on what you have in common with others, and they will find you much more likable and someone they want to work with.
Remember that people use logic to justify purchases or actions, but they act on emotion. They buy how you make them feel. Know when to use logic and when to appeal to emotion. You can blend logic and emotion by having a strong command of solid evidence and delivering it with your own passion. Your own credibility comes from your character and reputation. Relying only on an emotional appeal may win a one-time sale, but logic, character and emotion are the recipe for lasting relationships.
Listen and respect the other’s point of view. If you’re trying to “win” an argument, you will likely lose. Show genuine interest and a desire to understand how and why others hold a certain belief, and your openness will result in their openness to your point of view. Bridge understanding gaps by saying, doing and being real, and highlighting areas of commonality.
Read your audience. Observe how they respond and express appreciation for their opinions.
To be successful, you need to solve problems. To solve problems, you need to understand, and that requires developing your listening and empathy skills. It will boost your power to persuade.
