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Controlling the Persuasion Process
The five steps presented so far represent the heart of the persuasion process. You establish someone’s needs, propose a means of filling those needs, tell how the plan works, explain its benefits, and ask for the order. This is straightforward and might seem to be enough to go on. Unfortunately, it is not.
Ongoing experience with thousands of people in our seminar-workshops shows that as people build their proposals, they need a method to guide and control the thinking process behind the proposal, as well as some way to analyze the logic of the various steps in relation to the others. Needlessly complicating? No! Actually, the controls end up by simplifying the process. You would be astonished at how many ...
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