Enhance Your Persuasion Technique Using The Curiosity Emotion
Did you know that you can enhance your persuasion techniques when you target the curiosity emotion?
In terms of persuasive emotions, curiosity is king.
Most sales and persuasion books will tell you pain and pleasure are key emotions but that is only partially right.
Curiosity is the first emotion that we learn; it is the basis on which all of our current knowledge and experience is built. Curiosity is the impetus to change.
Why People Are Not Persuaded
Understand that when using persuasion techniques, many times the reason people are not persuaded is that their curiosity emotion has not been triggered.Understand, there is no reason for people to change a current opinion of anything until they become curious about what other options might exist. Questions are one of the best tools for creating high levels of curiosity. Questions also allow you to lead people to the conclusions you desire.
Using persuasion techniques, if you want to deeply persuade people, you must first find out what they are curious about. What would make them even consider that their opinion could be wrong or not efficient?
More importantly, how will they know when they've made a good decision? By just knowing those two things, you'll put yourself ahead of all your competition.
How To Develop Curiosity
To improve your persuasion technique you need to trigger the emotion of curiosity.
One of the first questions I ask when I'm persuading is some version of the question "How will you define success or how will you know?"
Everyone has an outcome that they must have in any decision they will make. The majority of people who won't make decisions do so because they have no idea how they will know when they've achieved success.
The really interesting thing about this question is that it makes people intensely curious because they've rarely considered the answer.
One of the first questions I ask when I'm persuading is some version of the question "How will you define success or how will you know?"
Everyone has an outcome that they must have in any decision they will make. The majority of people who won't make decisions do so because they have no idea how they will know when they've achieved success.
The really interesting thing about this question is that it makes people intensely curious because they've rarely considered the answer.
It's The Gap That Makes Them Curious
There is a gap where they have to think and it requires that they become curious.
They have to ask themselves questions and find answers. For you, this is the perfect time to bring up new ideas because they are already in a curious state of mind. I can't stress enough how important it is for you to get anyone you ever persuade to define how he or she will know "when."
"How do you know" gets to the core of the criteria that people have for the product, service or even idea that they have.
When you can get people to describe exactly what they want, you are half way to "how will you know when."
The second part of the process is getting them to tell you how they will know their decision was the right one.
It is important that you understand how they will know they made the right decision so you can be sure the solution you are leading them to is one they will stay persuaded about.
They have to ask themselves questions and find answers. For you, this is the perfect time to bring up new ideas because they are already in a curious state of mind. I can't stress enough how important it is for you to get anyone you ever persuade to define how he or she will know "when."
"How do you know" gets to the core of the criteria that people have for the product, service or even idea that they have.
When you can get people to describe exactly what they want, you are half way to "how will you know when."
The second part of the process is getting them to tell you how they will know their decision was the right one.
It is important that you understand how they will know they made the right decision so you can be sure the solution you are leading them to is one they will stay persuaded about.
Create and Enhance Curiosity
For your persuasion to work, you need to create and enhance curiosity.
Making provocative statements that require questions begin moving the person you are persuading to be curious. Provocative statements can include very surprising facts or assumptions about the product, service, or concept you are discussing.
Often by making a startling statement you force people into thinking about your topic in a new way. If you help someone create a new way of thinking, curiosity and questions are inevitable.
Statements that require questions, again, put people in the position of needing to have more information and if you've positioned yourself well, you will be their primary source of information.
Making provocative statements that require questions begin moving the person you are persuading to be curious. Provocative statements can include very surprising facts or assumptions about the product, service, or concept you are discussing.
Often by making a startling statement you force people into thinking about your topic in a new way. If you help someone create a new way of thinking, curiosity and questions are inevitable.
Statements that require questions, again, put people in the position of needing to have more information and if you've positioned yourself well, you will be their primary source of information.
The first and simplest emotion which we discover in the human mind, is curiosity.
Edmund Burke
Persuasion Tips and Techniques
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- To maximize your persuasion, your persona must be developed to fully support your message.Persona gives your persuasiveness structure and support; it also holds the rest of the components that will give it beauty, desirability, warmth and safety.You must look the part, sound the part and act the par
- Effective Training in Persuasion Creates More Opportunities
- Persuasion is like an art. It takes training and experience to be successful and helps you create more opportunities in sales...
- Developing Your Persuasion Skills
- Persuasion becomes much easier when you are recognized as an expert or guru, because people are looking for someone credible in whom they can trust and believe.Once you develop your status as a guru or expert, it is easy to begin to develop a following and people who follow you are much easier to co
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Dave Lakhani is the President of Bold Approach, Inc., the nation's first Business Acceleration Strategy firm. A business acceleration strategy firm is...
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