Years ago, while reading a very good book by Milo O. Frank entitled, How To Get Your Point Across In 30 Seconds or Less, I was reminded that – in the context of persuasion – there are three essentials for every form of spoken or written communication:
“Know what you want, know who can give it to you, and know how to get it.”
In other words, know exactly what it is you want from the transaction. Focus your efforts on an outcome you’ll be happy with.
Know who can give it to you. Do you need to find a tactful way of moving from the person you’re now transacting with to the person who really has the power to say “Yes?” Nearly anyone on any level can say “No.” You need to know who it is who can help you obtain what you want.
You accomplish the how part by using the skills and methods we often discuss in this blog, and those you learn from other sources as well.
Keeping focused on the above three provides you with a definite edge. You might even want to write those three down and post them somewhere that will help you internalize them.
What do you think? Do you agree? Anything I might have missed?