How do you feel about persuasion?

How do you feel about persuasion? When selling, is trying to persuade someone ethical, immoral, what?

Originally Posted by Agent Smith How do you feel about persuasion? When selling, is trying to persuade someone ethical, immoral, what?

I looked up the dictionary definition of "persuade":

To induce to undertake a course of action or embrace a point of view by means of argument, reasoning, or entreaty

My feeling: if you are listening to someone's needs during the sales conversation, and what you are offering truly satisfies those needs, the prospect will persuade themselves (assuming you can adequately and accurately describe the product or service.)

Persuasion as a tactic isn't ethical, unethical, moral or immoral -- it's just not effective, in my book.

Originally Posted by terriz I looked up the dictionary definition of "persuade": To induce to undertake a course of action or embrace a point of view by means of argument, reasoning, or entreaty

I prefer this definition:

"Cause somebody to adopt a certain position, belief, or course of action."

Originally Posted by terriz Persuasion as a tactic isn't ethical, unethical, moral or immoral --

I feel the same way.

Originally Posted by terriz I looked up the dictionary definition of "persuade": Persuasion as a tactic isn't ethical, unethical, moral or immoral -- it's just not effective, in my book.

I agree with the first part of your statement, but not necessarily the lattter. If you have a strongly held belief whether it's political, religious, or you like the dandruff shampoo that you use. It's only natural to try to persuade others to your point of view. We do this because we think it will enhance someone elses life. Even under hypnosis you can't make someone do anything that would be against their will. With that said though, persuasion does work. If your offering or belief is valid, and your argument is sound. Then they will convince themselves. You just need to be an effective communicator.

Originally Posted by klozerking I agree with the first part of your statement, but not necessarily the lattter. If you have a strongly held belief whether it's political, religious, or you like the dandruff shampoo that you use. It's only natural to try to persuade others to your point of view. We do this because we think it will enhance someone elses life. Even under hypnosis you can't make someone do anything that would be against their will. With that said though, persuasion does work. If your offering or belief is valid, and your argument is sound. Then they will convince themselves. You just need to be an effective communicator.

That rings true with me. I would also point out that salespeople use agents of influence every day to persuade. For instance;

• "Social Proof" in an assurance.
• "Scarcity" in an offering (exclusive access, deadlines, etc.)
• "Authority" when letting the client know you are an expert in your field.

Originally Posted by Agent Smith That rings true with me. I would also point out that salespeople use agents of influence every day to persuade. For instance; "Social Proof" in an assurance. "Scarcity" in an offering (exclusive access, deadlines, etc.) "Authority" when letting the client know you are an expert in your field.

I agree. Salespeople "persuade" through agents of influence every day whether they know it, intend it, or not.

Originally Posted by Agent Smith How do you feel about persuasion? When selling, is trying to persuade someone ethical, immoral, what?

If it's raining , I might be persuaded to carry an umbrella. If it's raining and I'm in Seattle, I might be persuaded by my daughter to not carry an umbrella so as not to look like a tourist.

We are stimulated persuasively constantly. In selling, persuasion is not a moral or ethical issue. It's a choice in methodology. Some, like myself, believe there are more effective methodologies. That does not preclude a respect for persuasive techniques. Nor does it imply that persuasion can be eliminated in selling. It's unrealistic to think that, in my opinion. However, you can found a selling system on a nonpersuasive philosophy.

What would be an example of unethical persuasion and what render persuasion ineffective?

Originally Posted by Gary Boye We are stimulated persuasively constantly. In selling, persuasion is not a moral or ethical issue. It's a choice in methodology. Some, like myself, believe there are more effective methodologies. That does not preclude a respect for persuasive techniques. Nor does it imply that persuasion can be eliminated in selling. It's unrealistic to think that, in my opinion. However, you can found a selling system on a nonpersuasive philosophy.

There is something in the word "persuade" that triggered a thought and a reaction in me, that may be different for others. To me, to persuade is to try to get someone else to see things MY way. By that definition, it feels counter to selling -- which should be about the customer, not me.

Gary's use of the word persuasion (his daughter persuading him to not use an umbrella) is a little different -- his daughter has convinced him of something that is for his betterment (not looking like a tourist ).

So I guess it depends on what one means by "persuasion", and what persuasive tactics are taken. For instance, "scarcity", employed on a web site that perpetually says "this offer expires at midnight tonight", is unethical. (I also hate those sales letters that start, "Sunday, 4:07pm" -- you know darn well that it wasn't written today, and it will still say the same day/time next week!) Other more legitimate uses of scarcity would seem ethical.

In summary, it depends

Quote by Eric Hoffer:
"The real persuaders are our appetites, our fears and above all our vanity. The skillful propagandist stirs and coaches these internal persuaders."