When someone talks about persuasion techniques, you may start thinking about some powerful hypnosis-type tricks that can make people agree to any of our requests. Don’t think about persuasion this way. The reality is simpler and more powerful than that.
Persuasion is not manipulation. Persuasion is not about getting people to do things that they don’t want to do. On the contrary, it’s about allowing people to overcome obstacles that are holding them back from taking actions—the actions that they should be taking.
Persuasion should be used for a mutual benefit. We should always look for win-win situations. And we can always find win-win situations. We need to understand that we can grow and prosper along with other people.
If you import all of the techniques of this book just to fool someone into a “yes,” you will only achieve a short-term success that can turn into a disaster. Sooner or later, people will find out about your deceitful plan. They will be disappointed in you, and they will lose every trace of trust they had in you. You will not be able to persuade these people ever again. Even worse, they may destroy your reputation. Maybe you can’t see this now, but the adverse long-term consequences outweigh any short-term wins.
The persuasion tools in this book are backed up by psychology studies. They aim to help you convey your message more effectively. They aim to trigger and motivate. They aim to boost your efforts and to add value to other people’s efforts.
Be aware that these tools are like dynamite. They can be used for either good or ill. I’m sure you will use them for good, because that’s for your benefit and for everyone else’s benefit.