It’s no secret that the way in which you present your ideas greatly affect their acceptance or rejection. The art of persuasion, of selling your message will have its ups and downs, but a growing number of research is allowing the ups to appear much more often.
Now, it is true that sometimes, presenting the facts is enough. Facts can be quite convincing, especially if the product you’re selling is meeting obvious demands. But what if the product is not well-known? The way you present your message can make the difference between being turned down and making a sale. This is applicable regardless of who you’re trying to persuade. It could be a decision-maker, a customer or even your own employees.
How to deal with decision-makers
Dealing with decision-makers is no piece of cake.
In Five Paths to Persuasion: How to Sell your Message, Robert Miller and Gary Williams, two customer research experts, set out on a two-year mission to study around 1,700 executives and their decision-making processes. Their goal? To find out if patterns emerge describing number of decision-making types.
Turns out patterns do emerge. What’s so interesting about that study is that they found out that those decision makers tended to make important decisions in one of 5 ways, and they are:
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Charismatic: They are the enthusiastic imaginers
the innovative risk seekers, the proactive and decisive, the responsible and accountable, the bottom-liners and interactive. In short, they are those who get easily excited about new ideas but rely on others to investigate the details. Example: Richard Branson
Thinkers: They are the methodical and process- two of the ways in which software managed oriented, the information-driven, the quantitative and precise, the relentlessly thorough, the guarded and cautious, the balanced and intellectually fluid. In short, they are those who have to go germany cell number through everything themselves to evaluate the pros and cons of every option. Example: Bill Gates
Skeptics: They are the iconoclasts, the brazenly outspoken, the fearlessly confident, the assertive and demanding, the determined and driven, and the visionary. In short, they are those who are highly suspicious of every piece of information and would rarely wander outside their own worldviews. Example: Steve Case
