Credibility is in the eye of the beholder and it is a quality that is constantly changing. In fact, your credibility can shift from high to low in the same presentation with the same audience. Credibility can also alter with respect to time, presentation or somebody else's opinion.
Three stages of credibility present themselves during any persuasive encounter: - Initial (Pre) - This stage of persuasion happens before you even open your mouth. How you are introduced, your reputation, the books you have written, your degrees, etc.-all of these things create initial credibility.
- During - This stage of the persuasive process includes everything you say during your speech. This type of credibility is similar to a thermometer-it will rise and fall throughout your presentation.
- End (Post) - This stage of persuasion is your credibility at the end of your speech. Did you win your audience over or not? Are they even more convinced than they were before you began?
To boost your credibility, find out who your audience knows and respects. See if you can get that person's endorsement, either in person or in writing. Master Persuaders know that it's OK to borrow the credibility of others. When you gain this type of support, your audience will consider you to be even more credible. If you are a known expert in your field, be sure to communicate that you have studied it, researched it and met with its other experts. Also, be prepared to drop the names of people your audience will recognize.
Another way to boost your credibility is to present yourself in a calm, organized and authoritative manner. Being overly emotional or flustered throws your credibility out the window. Consider the most highly successful attorneys or CEOs. No matter how rushed or pressured they are, you don't ever see them running into the room, slamming their stuff down on the table and throwing themselves into their chairs. No! They are absolutely composed at all times. That's because they must always convey an air of authority and control. Jury studies show that lawyers who appear well organized are thought of as being more thorough and better prepared than their disorganized counterparts, which of course increases their credibility.
An important issue to consider is how involved your audience is, emotionally or otherwise, in the topic you're going to present to them. If they are highly involved, you will have a harder time gaining credibility-unless, of course, you're telling them what they want to hear! An audience with low involvement in a particular issue is more likely to defer to other sources (including you) because such deferment requires less mental strain or emotional investment than trying to figure it out for themselves.
Everyone persuades for a living. There's no way around it. Whether you're a sales professional, an entrepreneur, or even a stay at home parent, if you are unable to convince others to your way of thinking, you will be constantly left behind. Get your free reports at Magnetic Persuasion to make sure that you are not left watching others pass you on the road to success. Donald Trump said it best, "Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life."
Conclusion
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you've seen some success, but think of the times you couldn't get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others. |
