Brian Tracy breaks persuasion into two core motivations: desire for gain and fear of loss. The most effective approach combines both, showing people how helping you gets them what they want. Start by asking questions to understand what they actually need.
Hello, I'm Brian Tracy, and today I want to talk to you about becoming a master of persuasion. Your ability to negotiate, communicate, influence, and persuade others to do things is absolutely indispensable to everything you accomplish in life. Persuasion power can help you get more of the things you want faster than anything else you do. It can mean the difference between success and failure. It can guarantee your progress and enable you to use all of your other skills and abilities. At the very highest level, your persuasion power will earn you the support of others. Now you have two choices. Either you can persuade others to help you, or you can be persuaded by others to help them. It's one or the other. Most people are not aware that every human interaction involves a complex process of persuasion and influence and being unaware. They are usually the ones being persuaded to help others, rather than the ones who are doing the persuading. The key to persuasion is motivation. Every human action is motivated by something. Remember, the first part of motivation is motive or a reason. Your job is to find out what motivates other people, the reasons, and then to provide that motivation. People have two major motivations, the desire for gain and the fear of loss. The desire for gain motivates people to want to do more of the things that they value in life. They want more money, more success, more health, more influence, more respect, more love, and more happiness. Human wants are limited only by individual imagination. No matter how much a person has, he or she still wants more and more. When you can show a person how he or she can get more of the things he or she wants by helping you to achieve your goals, you can motivate them to act on your behalf. President Eisenhower said that persuasion is the art of getting people to do what you want them to do and to like it. You need always to be thinking about how you can get people to want to do the things that you need them to do to attain your own personal objectives. People are also motivated to act by the fear of loss. This fear, in all its various forms, is often stronger than the desire for gain. People fear financial loss, loss of health, anger or disapproval of others, loss of the love of someone, and the loss of anything that they've worked hard to accomplish. They fear change, risk, and uncertainty because these threaten them with potential losses. Next, use dual motivation. Whenever you can show a person that by doing what you want them to do, they can avoid a loss of some kind, you can influence them to take a particular action. The very best appeals are those where you offer an opportunity to gain and an opportunity to avoid loss. At the same time. Here are two things you can do immediately to put these ideas into action. First, before trying to convince someone of something, take a little time to think and ask questions to find out what it is that he or she really wants. Then motivate him or her to act by showing him that you can help him to get it. Remember, people are motivated for their reasons, not yours, and you have to find out what their reasons are before you try to persuade them of anything. Now I'd love to hear from you. So my question today is how can you persuade others to help you? Leave a comment below and I'll be sure to follow up with you. Thanks for watching. And remember, if you want to change your future, take action and take action now. If you enjoyed this video and feel it was valuable in teaching you about becoming a master of persuasion, subscribe to my channel like this video and share this video with your friends. Don't forget to click the button on screen for a free gift. Thanks again for watching.
