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Tip 465: Analyze the persuasive tone as you listen. |
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When you're about to be "sold," your defenses go up. Why? It's not so much that people mind buying an idea as that they mind having someone think they've been deceived by someone's tone or manner. Listen critically for the following attitudes: |
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Good ole buddy. This persuader makes you feel that because you're a long-lost friend he or she is going to give you the real scoopthe inside story that the person wouldn't tell just anybody. |
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You and I are different from those other folks. This persuader pushes to find things in common with youwe have the same hometown, we both have toddlers, we both like to drink at Grady's Bar. And it follows that if there's a strong identification, you'll buy what the persuader is saying. Why? Because you two fall into a different category than "average folks" so you'd better stick together. |
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You're so wonderful. This persuader loves your office, your kids, your management philosophies. How could you not go along with someone who thinks you're wonderful, talented, and lovable? |
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Let me enlighten you. This persuader wants to educate you so that you can see the light and understand those complex things he or she has mastered. The person shows such "patience" with you. |
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If any of these tones and attitudes come through, listen past them to the real message and action to make sure you're not persuaded by the tone rather than the ideas themselves. |
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Tip 466: Use a checklist to avoid "Morning After" remorse. |
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If you frequently find yourself with buyer's remorsewhether buying a product or an ideahone your critical listening skills with a checklist. Before making a quick decision, ask yourself these questions: |
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How credible is this persuader? |
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What are his or her credentials? |
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What does this persuader have to gain or lose? |
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What is the major premise here? |
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Is there supporting evidence? |
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Is that evidence logical and conclusive? |
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What is fact and what is opinion? |
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