The Power of ‘And’
http://www.refresher.com/mindfulnetwork/articlelive/articles/72/1/The-Power-of-aAnda/Page1.html
Sharon Moore
Specialising in Professional Impression Management, Sharon Moore is a high-energy presenter who will inspire and motivate your staff to new levels of professional presentation and communication standards. A respected speaking Professional, Sharon is recognised as a leading corporate educator in the fields of Personal Development, Communication & Presentation Skills, Telephone Skills, Sales & Customer Service, Professional Image, Conflict Resolution, Project Management, Problem Solving & Decision Making, and Business Etiquette.
Sharon specialises in Corporate Seminars and Training sessions, Conference Keynotes and Personal coaching.
Visit http://www.imageandmoore.com.au/ for more.
By Sharon Moore
Published on 04/19/2008
The English language can be complex and confusing, creating communication nightmares and mountains of misunderstanding. But there is one simple word that can foster goodwill, help you delve deep into the psyche of people, and help you build significance, worth and value around any topic.
The word is 'And'. As simple, yet as complex as that; so let's take a look at the clout this word holds to help you be more compelling and convincing.
The word is 'And'. As simple, yet as complex as that; so let's take a look at the clout this word holds to help you be more compelling and convincing.
How to Be More Persuasive with a Simple 3 Letter Word
The English language can be complex and confusing, creating communication nightmares and mountains of misunderstanding. But there is one simple word that can foster goodwill, help you delve deep into the psyche of people, and help you build significance, worth and value around any topic.
The word is 'And'. As simple, yet as complex as that; so let's take a look at the clout this word holds to help you be more compelling and convincing.
Here are 3 ways to use this straightforward yet influential word to add power to your conversations:
1. Be Assertive and Gain Cooperation
When responding to requests, have you had this happen? You end up agreeing to what you can do, just to keep the peace, then defend what you can't do by justifying your reasoning with the use of 'but'. It sounds like this; "Yes, I can do the report, but I can't get it finished until late tomorrow". Hear how this sounds negative and reactionary. It's followed by what you can't do.
Confident and assertive people are firm and forceful without being aggressive or pushy. And they know the power of 'And'.
You can turn confrontation into cooperation through the use of 'And'. Hear the difference: "Yes, I can do the report, and I can have it finished by late tomorrow". Same message. You've simply changed one word to change the meaning from one of defensiveness and justification, to one of willingness and complicity. The 'And' makes you talk of what you can do.
2. Gain Information without Sounding Interrogatory
'And' is also one of the most powerful questioning techniques under the sun. I once chatted with a Youth Worker who was especially effective in getting troubled teenagers to open up; unlocking their personal barriers and helping them unravel their inner turmoil.
He prefaced all his questions with 'And' to gently build the conversation. Instead of "What happened then?", he asked, "And then ….?", allowing the teenager to finish the sentence and feel like they were control of the conversation.
You can adopt the 'And …? Technique' to help you gain information easily and comfortably.
On the phone, to gain someone's name, ask 'And your name is?', or 'And I'm speaking with?' It's far more conversational than the old-fashioned gate-keeping screen of "Who may I ask is calling?" which just puts people's backs up; or the ineffective closed question, "Can I ask your name?", which prompts the all too common response of 'No, I'm just making enquiries thanks.'
Here are some sample questions using the 'And ..? technique':
Then continue with your 'And ..?' questions. This way the conversation will flow easily, and you'll get out tons of useful information in no time.
3. Create Value and Be Persuasive
You can quickly sell your ideas, products and services with the simple power of 'And'. To be influential, you need to create value for the other person.
The easiest way to do this is to link factual information about your product with the benefits your product holds for the person. Let's face it; people are interested not only in what your product can do, but what it can do FOR THEM.
Use 'And' as a natural and flowing Link Phrase that creates a bridge between the features and benefits of your product or service. Such as:
And what this means to you is …
And the bonus of this is …
And the benefit of this for you is …
These link phrases allow you to add the spin you need to be persuasive. Using 'And' provides the natural language link to the hot buttons that will sell your idea.
For example, "This Electric blanket has dual controls and what this means to you is you'll be able to control each side of the bed at independent temperatures for the sleeping comfort of both you and your partner". This has far more power than 'You'll get 2 controls with this model'.
Or try "We're introducing a new computer system over the next 6 months, and the advantage to you will be faster processing times and less effort in producing your weekly and monthly reports."
You'll easily gain cooperation and influence through this simple yet effective technique.
The word is 'And'. As simple, yet as complex as that; so let's take a look at the clout this word holds to help you be more compelling and convincing.
Here are 3 ways to use this straightforward yet influential word to add power to your conversations:
1. Be Assertive and Gain Cooperation
When responding to requests, have you had this happen? You end up agreeing to what you can do, just to keep the peace, then defend what you can't do by justifying your reasoning with the use of 'but'. It sounds like this; "Yes, I can do the report, but I can't get it finished until late tomorrow". Hear how this sounds negative and reactionary. It's followed by what you can't do.
Confident and assertive people are firm and forceful without being aggressive or pushy. And they know the power of 'And'.
You can turn confrontation into cooperation through the use of 'And'. Hear the difference: "Yes, I can do the report, and I can have it finished by late tomorrow". Same message. You've simply changed one word to change the meaning from one of defensiveness and justification, to one of willingness and complicity. The 'And' makes you talk of what you can do.
2. Gain Information without Sounding Interrogatory
'And' is also one of the most powerful questioning techniques under the sun. I once chatted with a Youth Worker who was especially effective in getting troubled teenagers to open up; unlocking their personal barriers and helping them unravel their inner turmoil.
He prefaced all his questions with 'And' to gently build the conversation. Instead of "What happened then?", he asked, "And then ….?", allowing the teenager to finish the sentence and feel like they were control of the conversation.
You can adopt the 'And …? Technique' to help you gain information easily and comfortably.
On the phone, to gain someone's name, ask 'And your name is?', or 'And I'm speaking with?' It's far more conversational than the old-fashioned gate-keeping screen of "Who may I ask is calling?" which just puts people's backs up; or the ineffective closed question, "Can I ask your name?", which prompts the all too common response of 'No, I'm just making enquiries thanks.'
Here are some sample questions using the 'And ..? technique':
- And your areas of interest are?
- And the most important thing you're looking for in … your new (fill in the blank)?
- And your anticipated budget?
Then continue with your 'And ..?' questions. This way the conversation will flow easily, and you'll get out tons of useful information in no time.
3. Create Value and Be Persuasive
You can quickly sell your ideas, products and services with the simple power of 'And'. To be influential, you need to create value for the other person.
The easiest way to do this is to link factual information about your product with the benefits your product holds for the person. Let's face it; people are interested not only in what your product can do, but what it can do FOR THEM.
Use 'And' as a natural and flowing Link Phrase that creates a bridge between the features and benefits of your product or service. Such as:
These link phrases allow you to add the spin you need to be persuasive. Using 'And' provides the natural language link to the hot buttons that will sell your idea.
For example, "This Electric blanket has dual controls and what this means to you is you'll be able to control each side of the bed at independent temperatures for the sleeping comfort of both you and your partner". This has far more power than 'You'll get 2 controls with this model'.
Or try "We're introducing a new computer system over the next 6 months, and the advantage to you will be faster processing times and less effort in producing your weekly and monthly reports."
You'll easily gain cooperation and influence through this simple yet effective technique.