Persuasion windows – tapping into the key moments of persuasion
Persuasion and influencing are increasingly important skills in management, especially in a world where we deal with multiple stakeholders, all with their own priorities.
Because of this, it can be useful to know the key moments when our colleagues are most susceptible to persuasion.
We wanted to share with our readers some little-known research undertaken by Dr BJ Fogg at Stanford Labs into these key moments. He calls these ‘persuasion windows’ and has identified the 6 key moments when we are most open to persuasion.
Persuasion Windows explained
Research conducted by BJ Fogg and his colleagues at the Standford Persuasion Labs has discovered that the chances you can get a colleague, manager or partner to agree to something increase significantly if your request is timed in one of the six key moments.
Have a look at the image below:
The findings from Dr Fogg’s research are that people are more open to persuasion…
1. When the person is in a good mood.
People are usually more open to persuasion or influencing when they are in a good mood. (Probably no surprise there!)
2. When the person’s world no longer makes sense.
This is interesting. When a person’s world has been turned upside down or it no longer makes sense, people are very susceptible to influence and persuasion. Question: how can you use this approach in a sales situation?
3. When the person can take action immediately.
Another key moment is when the person can take action instantly. So it’s worth ensuring that you have this immediate next step when making your pitch or proposal. Ask your prospect to take action now.
4. When the person feels indebted because of a favour.
When the person feels a sense of debt of gratitude is another key moment. This tactic (we’ve noticed) is used a lot in Asian societies. You can use this positively by helping out.
5. Immediately after the person has made a mistake.
Are mistakes bad? Not when you want to persuade someone. This is exactly when another persuasion window opens!
6. Immediately after the person has denied a request.
Top salespeople know that rejection is just part of the sales process. In fact, you may need to be rejected 3 or 4 times before making the sale. Perhaps no surprise for them, then, that after a request has been denied, a persuasion window actually opens.
What you can do now
If you would like to find out more about using persuasion windows to good effect, have a look at Communication Factor, our training programme that gives you the tools to communicate more effectively at work – and win stakeholders over!
Or follow the link below for more details:
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