Skip to content

UXL Blog

“Creating Successful Leaders”

January 16, 2013 Tricks to Becoming A Great Persuader

Let’s face it: the world can be a competitive place. If you’re passionate about something and wish to pursue it, others are definitely doing the same. If you think you’re very good at something, there’s someone out there who’s better. Everyday, we must navigate through a world in which everyone is fighting for numero uno.

This is why persuasive skills are a must-have. To be successful in your endeavors, whatever they may be, you’ll need to convince others that you are worth their time.

The following are a few techniques to help you be more persuasive.

1. Frame Your Words Carefully

Consider these two sentences, and tell me which one is more effective.

“I’d like to be considered for the management position because I’m interested in furthering my career.”

“I’d like to be considered for the management position because I’m interested in new opportunities and challenges.”

The second one, right? These sentences both convey someone wishing to be considered for a promotion. Yet the second sentence focuses on personal growth and a desire to learn, while the first seems to say that the person, at the end of the day, is really only in it for themselves.

Politicians use framing all the time. Consider the terms “pro-life” and “pro-choice.” If you swap the “pro” with “anti” to make them “anti-life” and “anti-choice,” you see what each side is trying to emphasize.

These are subtle, yet intentional ways to make your proposal more enticing.

2. Mirror Body Language

When trying to persuade someone, mirroring their body language makes you seem empathetic. In fact, if you’re an empathetic person to begin with, you are probably doing this without realizing it, which is good! People instinctively try to form alliances whenever possible, and by copying their mannerisms (subtly, of course!), you’re signaling to them that you understand them and are on their side.

3. Fluid Speech

Too many “umm’s,” “err’s” or other fillers gives off the impression that you aren’t confident, and confidence is crucial for successful persuasion. Work on making your speech smooth, fluid, and controlled. Don’t rush through your proposal or argument. Instead, relax your shoulders, take a deep breath, and speak as you would to a good friend.

If you feel the need to utter an “err,” here’s a tip: Often, when in a position of pressure, such as an interview or a presentation, we are inclined to speak much more quickly than we usually would. If you feel an “um” coming on, it’s a cue that you need to slow down and take a breath. Change out the filler word with silence. This may sound crazy, but actually, a few seconds of silence between sentences gives off an impression of confidence and control of the situation. Watch politicians speak, focusing on how they take tough questions, and you’ll see what I mean.

4. Break The Touch Barrier; Use First Names

You’ll need to use common sense for this one, since some situations aren’t going to allow for you to do this. However, because we humans subconsciously desire to bond, physical touch can make it more likely that the person you’re persuading will accept you as an ally and feel inclined to agree to your proposal. This can be a light pat on the shoulder, a joking “punch” on the arm (not a real punch, obviously), or a reassuring and gentle arm squeeze. Again, you’ll need to use your intuition on this. I wouldn’t, for instance, do the joking punch thing at a job interview.

In the same vein, work on using someone’s first name mid-sentence  This does two things. First of all, it instinctively demands the person’s attention. Should, for any reason, the person begin to show signs of losing attention, inserting their name into your speech will snap them back into the present. Secondly, it triggers the same subconscious bond that physical touch does; it gives them the sense that you’re on the same team.

5. If you believe in your proposal, others will too

This is the most important trick. Too often I see people clearly uninterested in the thing they’re trying to sell/promote/propose. This is perhaps the single biggest turnoff when it comes to persuasion. How in the world do you expect others to get behind you when you’re not behind it yourself? Enthusiasm and passion are contagious; use this as a persuasive tool.

Tags: ,

January 9, 2013 Empathy: The “Glue” to Any Good Community

Last week I talked about the importance of community, tracing it all the way back to our first ancestors. This week I’d like to follow up on the topic and focus in particular on how empathy is the “glue” that binds all successful communities together.

Empathy itself is great, but it is empathetic action that makes all the difference. A team of psychologists and researchers recently came out with a book titled, “The Compassion Instinct.” Among many other interesting insights, they lay out some active steps to making a community truly grow:

1. Plug in! 

“People who give to others give healthier, happier lives to themselves.”

Service is key to any successful community. Join a cause you believe in, volunteer at a food shelter or be a mentor to young people. Don’t just send checks in the mail to a charity. You need to actually get out and get your hands dirty in order to cultivate strong bonds between other people. Community is based on this type of service, and you will feel more alive when you take part in other people’s lives in your neighborhood, your church and your workplace. And, speaking of workplaces…

2. Break the rule of leaving your personal problems out of the workplace.

“Many workers assume that they are supposed to check their personal problems at the door when they enter the office.” 

The book mentions how employer-employee relations have steadily declined since the 1980s due to increased globalization and competition between companies, which led to more lay-offs across the board. Thus, it’s common to be suspicious and distrustful of your boss nowadays, and you certainly don’t want to bring your own baggage into the office, lest you want to risk appearing unprofessional.

However, the research shows that companies do better when their employees feel connected, cared for and appreciated. Therefore, it is not only healthy for you to become close with your co-workers, it also will make a difference in productivity and innovation. The challenge is the risk you take by attempting to create community at work: for it to be successful, you must let your guard down. Which leads to the final point…

3. Trust in others!

“Trust is an intrinsic part of human nature…most simply defined as the expectation that other people’s future actions will safeguard our interests.”

It’s easy to see why trust has declined in the country for some time now. We are skeptical of politics, companies, advertisements, banks, and even our neighbors. And for good reason, I might add. How many Watergate-type scandals, corporate fraud news headlines and stories of mild-mannered folks becoming violent are we expected to endure and still put our faith in others?

Yet the solution to these problems, horrible and scary as they are, is not to shield ourselves even more. Quite the opposite, actually. We need to put faith in our peers enthusiastically, not reluctantly. We won’t think they’ll pull through, we’ll expect them to! Trust is the one ingredient above all others that enables us to thrive in our communities. And it starts at a person-to-person level.

Keltner, Dacher, Marsh, Jason and Jeremy Adam Smith, eds., The Compassion Instinct (New York: W.W. Norton and Company, 2010)

Tags:

January 2, 2013 Becoming A Better Community Builder

We are social creatures. Take a moment to consider where we would be without our ability to work together. Let’s go back, way back, to the very first humans. What did they have to contend with? Large, carnivorous beasts? Check. Extreme climates and unpredictable weather patterns? Check. Other human-like primates fighting for land? Oh yeah.

Now, consider the average human being. Between 5-6 feet tall, mostly hairless, not too strong. Any common wild animal could tear a person apart. Humans can’t fly, aren’t especially fast runners. No claws, no sharp teeth, no protective shielding for their soft skin. Compared to most other successful creatures on the planet, we humans are pretty weak.

So why, when we look anywhere on the globe today, are humans the clear top dogs?

Community.

We are more intelligent than other animals, yes, but it was our ability to use our bigger brains to cooperate that made all the difference.

Don’t worry, this hasn’t turned into an anthropology blog. I’m looking back in time in order to give clarity to the state of the typical modern life. Much of our stress, unhappiness and discontent can be traced back to an imbalance in community, a neglect of maintaining our life teams.

In many ways, we’ve fashioned little protective cocoons in all areas of living today. We drive in heated, wheeled boxes we call cars, we plug into portable musical devices at all waking hours, we’re more concerned  with our smartphones than we are with what’s going on in our immediate vicinity. Behaviors like these can work against our need for vibrant community.

So how do we return to what made us successful as a species in the first place?

1. Be Present. Think about your average day, and take note of the times you spend “plugged in” on phones, computers or music devices. Limit yourself to using these devices only when you need them. It’s also fine to give yourself a little free time for web surfing or phone games, but keep track of how often you plug in for fun, and always give your attention to what’s going on around you over what’s happening online. Make a point to engage in the moment, wherever you are. Being present allows you to see the opportunities for connection all around you. And when you’re present, others will feed off this, which creates an environment ripe for community-building.

2. Become a key part of a group. Strong communities are ones which utilize the strengths of every individual in order to achieve a common goal. Hopefully you know your strengths (and if you don’t, check out the Insights assessment on my site!), and can be able to see where your skills or abilities would help others.

3. Stay proactive about meeting people, spending time with people, and sharing your life with those around you. The hardest part about belonging to a strong community is the work and maintenance involved. Many people have marveled at how strong my relationship with my neighbors is. We have numerous neighborhood parties, cook-outs and traditions. Our doors are always open, and none of us hesitate to ask to borrow some brown sugar or a snow shovel. I always tell people who ask that this didn’t just happen. We all have to plan and really work to keep the traditions going. We also have to be present during tough times, ready to assist each other even when we ourselves are swamped with tasks. But it’s all worth it.

Tags: