Often when persuading we fall into the habit of telling our client or colleague absolutely ALL the benefits of our products, services or our great idea. It’s a natural result of being passionate about our offering and being pumped and wanting to help people.
The problem with overloading your stakeholder with all the information you’ve got is that your audience has their own motivation for buying (or not). They will only buy if you address their needs. They don’t need to know everything, just the part that helps them to buy. So be careful to first listen carefully. Be careful not to bury your client in detail.
Because, the more you overload them, the more they are likely to switch off.
How might you change your approach the next time you want to persuade someone?
© Michelle Bowden 2020. Michelle Bowden is an authority on presentation & persuasion in business. Michelle is a CSP (the highest designation for speakers in the world), co-creator of the PRSI (a world-first psychometric indicator that tests your persuasiveness at work), best-selling internationally published author (Wiley), and a regular commentator in print, radio and online media. www.michellebowden.com.au