Frank Abagnale is a former cheque con artist, forger and imposter who, for five years in the 1960s, passed bad cheques worth more than $2.5 million in 26 countries. The recent blockbuster film Catch Me If You Can is based on his life.
For two years, Abagnale travelled around the world free by masquerading as a Pan Am pilot. He was able to abuse the professional courtesy of other airlines to provide free transport for competing airline pilots if they had to move to another city at short notice. When he was nearly caught leaving a plane, he changed his masquerade to that of a Doctor. He worked as a medical supervisor for 11 months without detection. At other times he worked as a lawyer and a teacher.
After escaping from prison twice, the US Federal Government offered him his freedom in return for helping the government against fraud and scam artists without pay.
He currently runs Abagnale and Associates, a financial fraud consultancy company and is a multi-millionaire.
This is certainly not the right way but once you know exactly how to convince someone (the right way), you’ll be a better salesperson, entrepreneur, and professional.
1) Let the explain their point of view
We cannot be bulldozed into believing anything. In fact we’d become convinced about the opposite point of view.
However, research has proved that the opposite approach is far more effective. Saying things like:
- “I’d love to get your thoughts on this. Would you please share them with me?”
- “I know you’ll have some well-thought-out opinions also. Tell me.”
- “Tell me your thoughts on this.”
- “Let’s talk about it. Tell me what you think.”
2) Match their reasoning
Research proves that using the same type of reasoning as the person you’re trying to persuade is much more effective than using a different one.
Go with Logic for logic and Emotional for emotional.
How do you change the purchase managers decision in your favour as a supplier?
Don’t lead with a logical argument like, “Switching to our product will cut your manufacturing time by 10%.” It’s probably not going to resonate.
Instead say, “I completely understand. I assure you that we will provide that same level of support and trust. In fact, during your first year, we provide a second account manager at no extra cost to make sure your transition is as smooth as possible and you feel secure.”
Not sure how to differentiate between different arguments types? Pay attention to which words the other person is using.
Logical reasoning words
- Analyze
- Calculate
- Conclude
- Compel
- Determine
- Discover
- Find
- Gauge
- Hypothesize
- Predict
- Reveal
- Think
- Validate
- Verify
Emotional reasoning words
- Believe
- Feel
- Guess
- Imagine
- Intuit
- Suppose
- Suspect
3) Compliment their thought process
Next time a prospect says something you agree with, reply, “It sounds like you’ve put some thought into this.”
According to a recent study, people who were led to believe that they’ve evaluated both sides of a story, argument or topic were more certain about their decisions than otherwise.
In other words, if you make prospects think they’ve spent some time coming to a belief, they’re far likelier to hold on to it.
Saying things like
- ” great points.”
- “You’ve definitely given me a lot to mull over.”
- “I’m impressed by your reasoning.”
Will make them believe they’re going the right way.
4) Present the counter-argument
Counter arguments actually help in really cementing the persons though process. In fact you can bring up your own counter arguments if not already faced with one.
It may sound crazy. but two-sided arguments are more persuasive than one-sided ones.
The key is to refute the counter-argument after you’ve raised it — otherwise this approach doesn’t work.
For example, you could tell the prospect, “Our room does not give you the view of the mountains. I know you would have been interested in that.”
Laying your cards on the table immediately makes you more credible. But you don’t want to leave any potential issues unaddressed, so follow up with: “But a few modifications of the inside room can open up a great view of the mountains plus you’ll have additional space for storage of all kinds of nik naks. That way you’ll have double the benefits of view and storage something which would not have been possible in this room.”
You can even lead them into this though even if they have not voiced it. To illustrate, you might say, “You might be thinking about the view of the mountains. Many customers are, in the beginning. Is that something on your mind?”
Once they say yes (they’ll almost always say yes, because they don’t want to seem uninformed or careless), you’d respond, “It’s a very valid concern. but… “
And then you can present your point of view.
Because you’ve gained the prospect’s trust, this explanation will be more impactful than if you’d waited for them to bring up the issue.
Basically, set up counter arguments and then knock them down and you’ll seem far more convincing.
5) Be Clear and Direct
Speak as plainly you can. For example:
- “The fan sucks in all the oxygen and fuel mixture and re inserts it into the chamber so that more power per stroke is derived. However this gets activated only above 1500 rpm.”
- “The turbo charger gives power boost above 1500 rpm.”
Its clear the 2nd statement is far more easier to understand and follow.
When you’re unsure whether you’re being direct enough, pretend you’re speaking to a fifth-grader. This strategy will help you choose clear, comprehensible language and examples.
Use these scientifically proved persuasion techniques into moving your prospects hearts and minds in your favor.
