5 Master Communication Tips to Become an Effective B2B Persuader
As a seasoned B2B leader, you've probably had your fair share of tough conversations.
But what if I told you that becoming a master persuader isn't about pushing harder—it's about pulling smarter? Inspired by Robert Greene's "The Laws of Human Nature," I've used some persuasion techniques that might just revolutionize how you influence others.
Trust me, I'm no Jedi master (yet), but these strategies have helped me communicate better and align on what we're trying to achieve.
1. Transform yourself into a deep listener
Remember that time you were so focused on your pitch that you missed the prospect's subtle hints?
Yeah, me too. Ouch. Here's the thing: we're all guilty of being more interested in our own thoughts than others'. But here's a judo move for you—make the other person the star of the show.
Instead of peppering them with questions like it's a job interview, try this:
Watch for nonverbal cues (their eyes lighting up? Bingo!) about certain topics.
Guide the conversation towards topics they're passionate about.
Occasionally mirror what they've said, but filtered through your own experience.
The goal?
You want to make them feel like a million bucks after talking to you. They'll be more open to your ideas, and you might just learn something new.
Win-win!
2. Infect people with the proper mood
No, I'm not suggesting you start a conga line in your next team meeting (although... no, nevermind).
But consider this: moods are contagious. If you're relaxed and anticipating a good time, guess what? They will be too.
Try this at your next meeting:
Adopt an attitude of complete acceptance (no judging!).
Use appropriate humor to create rapport.
A gentle touch on the arm can work wonders (just don't make it weird, okay?).
Remember, your expectations about people are communicated nonverbally.
So if you're thinking, "This guy's gonna be a tough nut to crack," he probably will be.
Instead, try imagining them in the best light possible. Who knows? You might just bring out the best in them.
3. Confirm their self-opinion
We all have a bit of an ego, right? (If you don't, please teach me your ways!)
The key when working with other people is to work with it, not against it.
Here's how:
Autonomy: Frame your request as something they already desire. Make it feel like their idea, not yours.
Intelligence: Agree with their point of view, then gently guide them towards yours. It's like inception, but ethical!
Goodness: Frame what you're asking as part of a larger cause. They're not just buying your product; they're saving the world!
Pro tip: If you need a favor, don't remind them of what you've done for them. Instead, remind them of what they've done for you.
It'll make them feel good about themselves and more likely to help again.
4. Allay their insecurities
We all have insecurities.
The trick is to identify them and then... wait for it...praise those very qualities! It's like finding the chink in the armor, but instead of exploiting it, you're reinforcing it.
Some guidelines:
Praise effort, not talent ("I'm impressed by how hard you've worked on this").
Mix in some small, constructive criticisms to keep it real.
Be sincere.
Remember, this isn't about manipulation.
It's about creating a positive environment where people feel valued and understood. When people feel secure, they're more open to new ideas—like yours!
5. Use people's resistance and stubbornness
Ever tried to push a rock uphill?
Exhausting, right? Instead of fighting people’s resistance, use it to your advantage.
It's all about mental judo:
Use their emotions: Don't counter their strong feelings; channel them productively.
Use their language: Mirror their words back to them. It's almost hypnotic.
Use their rigidity: Sometimes, the best way to change someone's mind is to agree with them so hard they rebel against their own idea!
Remember, the goal isn't to win an argument; it's to achieve a positive outcome for everyone involved.
Mastering these persuasion techniques takes practice (trust me, I'm still working on it). But with time, you'll find yourself navigating tough conversations with the finesse of a Jedi master.
May the persuasive force be with you!
P.S. Want to discuss how these strategies could work in your specific business context? Let's grab a coffee (or a strong drink, depending on how your last negotiation went). I promise I won't use any Jedi mind tricks... unless you want me to!
