Are you gearing up for an important conversation, running through scenarios in your head, but still feeling unprepared and stressed out?
Here’s the secret:
Effective preparation for persuasive conversations goes way beyond rehearsing your lines—it must include common ground.
The Forgotten Step: Finding Common Ground
In almost every persuasive conversation, whether it’s pitching an idea, negotiating a deal, or seeking buy-in, the key lies in identifying shared values and priorities.
Imagine a Venn diagram: on one side are your values, desires, and priorities; on the other side are those of the person you need to persuade.
The sweet spot—the overlap—is where your conversation or pitch should focus.
Example: The New Vice President’s Proposal
Take Jack, a new Vice President eager to pitch a bold proposal to his executive team. His predecessors’ attempts at the same pitch had failed to take off, and his peers warned him it was a lost cause.
Despite this, Jack believed in the idea’s potential to drive significant growth and was keenly aware of his predecessor’s mistake: failing to align the proposal with the company’s strategic goals and the interests of key stakeholders.
Instead of diving straight into the details of his plan, Jack took the time to gather intel on what mattered most to each decision-maker.
He learned that the CFO prioritizes financial stability and is risk-averse, the COO values operational efficiency and low cost per unit, and the CEO is focused on leaving a legacy through long-term growth.
Armed with this intel, Jack customized his presentation to resonate with each person’s objectives—emphasizing potential cost savings for the CFO, streamlined processes for the COO, and opportunities for market expansion to support the CEO’s legacy aspirations.
This incredibly tailored approach significantly increased his chances of persuading the executive team to buy into his proposal. He didn’t get a yes right away, what he got is a captive audience willing to continue the conversations.
How to Implement It:
1. Research and Understand: Before your conversation, presentation or pitch, gather insights about the priorities, challenges, and values of the person or group you’re persuading.
Use sources like previous interactions, industry trends, or you can ask them directly to gain valuable insights.
2. Focus on Common Ground: During your presentation, frame your message around the areas where your goals overlap with theirs. Highlight how your proposal or idea addresses their concerns and contributes to their objectives.
3. Craft Your Message: Use clear, concise language that resonates with your audience. Avoid jargon and complexity—simplicity is persuasive.
Remember, successful persuasion goes beyond just presenting your case; you must show how your proposal benefits those involved using what they value (not what you value.)
Ready to try it out?
Start identifying common ground in your next persuasive pitch and watch how it transforms your outcomes.
You’ve got this!
With love,
Mari Carmen
