The Art of Change Skills for Life

Ideas. Insight. Inspiration.

Essential Communication Skills, Positive Persuasion: Transitional Openers (Part 5)

June 30, 2008 Persuasion 2

Beginning your persuasion proposition with momentum is an essential communication strategy when you are working to create positive change in your relationships, at your work and in your world. The theme of my recent posts has been exploring how transitions help you prepare your persuadee to be open to your positive persuasion proposition (build momentum).

We’ve covered: Transitions—where you complete listening and begin the shift to talking here. Thee types of Transitions: Asking for permission here; and two other approaches (‘Claim the bridge’ and ‘One step at a time’), here and thought provoking statements here.

Today we’ll look at another transitional opener:

Ask for a YES

Closely related to asking for permission is asking for agreement! If you’re certain that you’ll get a yes of agreement to a particular idea, you can say it as question as a way of transitioning into your presentation.

Here is a good example of this type of transition. This exchange took place with a friend of mine over the phone with his credit card company. The card company called about suspicious activity on his card. It turned out that the activity was two reoccurring transactions—and the third such incident in three months.

My friend said, “You want me to carry your card right?” And the fraud protection guy said, “Yes”.
“And you know that carrying your card requires me to have confidence that I can use it when I need it, right?”

“Yes, sir, of course…’ “And you understand that when you put a security hold on a credit card for no good reason, and a person is traveling and conducting business, it might cost them money and time and be bad for business, right?” “Yes of course.”

And there ended my friend’s transition. He opened with, “Well, I’m glad you understand, because I’d like to find a way of protecting my card from fraud while preventing unnecessary holds on it.”

The result: they found a middle ground solution that works to protect both his interests as a consumer and the company’s interests in preventing fraud.

“Have you ever wondered why we don’t get good ideas from our employees?” If you know the answer you’re going to get back is yes, asking for a yes is a great place to open a persuasive proposition.

We’ll continue this exploration of transitions in future posts. In the meantime, how has ‘asking for yes’ helped in your persuasive communication efforts?

Master the Art Of Change.

Be well,

Dr. Rick

Related posts:

1. Steps to Building Workplace Trust

2. How to Speak to Communication Needs: Blending with Need-Style (Part 3)

 

2 Responses

  1. J.D. Meier says:

    I agree. I think building on a yes works to build momentum because you’re starting with rapport. Rapport before influence seems to be a consistent rule of thumb.

  2. Dr. K says:

    sure does! Except on people who have polarity responses. Then the reverse is true. you have to give them something to say no to! Heh. Many of the pleasures of communication are found in the nuance….

    thanks for the comment J.D.!

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