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Influence, Persuasion and Manipulation

Let's talk seriously about influence, persuasion, and manipulation, as well as their nuances.

At first glance they may seem similar, but they are not. There is a lot of debate, prejudice and confusion surrounding these concepts.

If you are a leader, business executive or professional, it is essential to master ethical influence and persuasion techniques. These skills will make a huge difference in your professional career and, in life itself!

It is a pleasure to reflect and learn about this topic together. I am returning to it because these three words have positive meanings.

From my perspective, selling, leading and influencing is about serving others.

It’s about understanding your customer, team, and community – their wants, needs, pain points, and motivations. The goal is to develop long-term relationships, built on trust and integrity. It’s a bond where we all benefit and grow.

Let me give you some insights from marketing:

INFLUENCE

It refers to the power to impact consumer decisions, attitudes and behaviors by creating an authentic and positive connection between the brand and its target audience.

Influence is built through credibility, authenticity and authority in the industry.

PERSUASION

In the sales context, it involves the ability to present compelling and authentic arguments to motivate customers to take a specific action, offering comprehensive information.

In a negotiation, it is about achieving mutual benefits between buyer and seller. In both cases, the aim is to establish a relationship of trust and loyalty. What is beneficial to both parties is destined to be repeated.

It is important to note that persuasion requires a thorough understanding of the current problems affecting your client and developing persuasive messages that highlight how a product or service can solve those problems. This is an experience that I share in the Master in Sales, a training that I teach in several countries. You can find more information about my agenda on this page: www.drroch.mx.

HANDLING

In the context of sales, it refers to dishonest or deceptive practices intended to unduly influence a customer's purchasing decision.

It involves the use of persuasive tactics that distort the truth and hide important information in order to close a sale.

Manipulation is considered unethical and damages long-term relationships between the brand and the customer. In this scenario, only one party benefits.

This topic is relevant in the realm of business and human interactions. For example, in his book “The 48 Laws of Power,” the author explores strategies and tactics that people have used throughout history to gain and maintain power.

What do you think about these important topics? I would love to read your thoughts. Follow me on social media to continue the discussion.

Thank you for your attention.
Dr. Roch