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9 Habits of Persuasive Business

Leaders
By Jacqueline Whitmore February 10, 2015

Opinions expressed by Entrepreneur contributors are their own.

The art of persuasion is a powerful tool for entrepreneurs.

It can help you land new clients, hire the best employees and
form new business relationships. Persuasive people are
likeable and influential because they put the needs of others
above themselves. When you genuinely try to understand
another person’s background and motivation, you’ll be able to
more effectively persuade him or her.

Use these nine practices to become a more influential and

persuasive business leader:

Related: 7 Power Tools of Persuasion

1. Be curious.

The best persuaders are innately curious about the world

around them and the people with whom they interact. Learn
what others need on a physical as well as emotional level and
why. Always ask good questions and then listen.

Begin open-ended discussions that start with “Tell me….”

Demonstrate a genuine interest in others and get to know their
desires, dreams and goals. Once you understand a person’s
position, you’ll be better equipped to persuade him.

2. Listen effectively.

When talking with somone, always give that person your full
attention. Look her in the eye and use her name throughout
the conversation. Let her to finish before you respond. When
you're attentive, you send a message that you value
that person and her opinion. Over time, a growing reputation of
trustworthiness will enable a leader to influence decisions.

3. Be honest.

Your credibility and power of persuasion are heavily dependent

on your ability to be honest in all situations. Dishonesty can
mislead others and it's usually destructive. One intentional lie
or misrepresentation is often enough to permanently damage
a professional reputation. Though the truth may occasionally
hurt, most people respect and appreciate honest feedback.

Related: Good Leaders Persuade. They Don't Manipulate.

4. Be confident.

Whether you’re speaking to a client, customer or colleague,

show how much you believe in your business and ideas.
Remain calm to avoid an appearance of anxiety or self-doubt.
Always be straightforward and clear when you speak. If
necessary, feign self-assurance. Clearly state your position
and validate it with factual information.

5. Tell a story.

There's nothing quite as compelling or fascinating as a story

well told. Even children love a good story. Stories have the
power to persuade others and influence them. People may pay
attention differently when hearing a narrative as opposed to
just facts and figures.

If you want to demonstrate why an idea or strategy is

important, then tell a well-crafted story. Your stories must
create connections between what the person is thinking, what
he already believes and what you want him to believe and do.

Next layer on your proof. Give an example using yourself or

someone you know that adds credibility to your point.

6. Address concerns.

All too often when a businessperson sets out to persuade,

she wants to change another person's beliefs entirely.

But the persuader's ultimate goal should be to have the other

person accept (or at least understand) her belief and deal with
any concerns.

In a conversation, hone in on what matters most to the other

person. Share opposing viewpoints and address potential
areas of frustration or confusion. If someone’s hesitant to
agree with you, ask questions to find out why. Don’t just tell
him why you think you're right. Back up your ideas or
statements with credible evidence.

7. Make your voice more effective.

The moment someone hears you, he begins to make decisions

as a result of the way you communicate. Don’t stumble over
your words. Slow down your rate of speech. Adjust your
volume so that you speak loudly and clearly. Vary the speed
and pitch of your voice.

Use brief pauses to emphasize points of significance. Avoid

filler interjectives such as like, uh and you know. Plan what you
intend to say before you do so and then deliver it with
conviction and confidence.

8. Show empathy.

To be a powerful persuader, understand a person’s pain and

problems.Try to put yourself in the other person's shoes.
Doing this will help you better understand the other person's
situation, feelings and motives. If you’ve had a similar
experience, share it. Showing empathy fosters connections
and builds trust.

9. Find familiar ground.

It's much easier to persuade someone with whom you have

already bonded and have a relationship with than a person you
have just met. Get to know the individual you hope to
persuade. The more information you know about him, the
better. Do your homework.

Learn what this person likes and dislikes. Familiarize yourself

with his product, industry and anything else that might give
you a bit of an edge. Review this information before you meet.
Whenever you find a commonality with someone and share it,
you become more memorable and stand out above all others.

Related: 7 Psychological Strategies for Mastering Sales

Negotiations

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