Eben PaganDiscovery Hub

How to Apply Ethical Persuasion in Business

8Steps3Clip evidence1Anchor concepts6Taught in programs
How-ToFrom the source
“How to Persuade Using Incentive Alignment -- A systematic approach to discovering and aligning with people's true motivators for effective persuasion”
From:Persuade People Using Incentives

Steps

  1. Discover the Surface Goal

    Ask what the person wants to achieve or their stated objective

  2. Drill Down to True Motivation

    Keep asking 'why' until you discover their deepest, specific motivation behind the surface goal

  3. Capture Their Exact Words

    Record the precise language they use to describe their deepest desires and motivations

  4. Align Every Interaction

    Connect everything you ask them to do back to their motivation using their exact words

  5. Create Visual Reminders

    Help them visualize their desired outcome and place reminders everywhere to maintain alignment

  6. Find Mutual Benefit

    Identify where your success and their success intersect in the future

  7. Translate Value

    Break down costs into manageable terms they understand, like hourly rates or daily amounts

  8. Maintain Post-Purchase

    Continue adding value after they commit to prevent buyer's remorse and maintain satisfaction

Relevant Clips3

  • How-To

    How to Use Cognitive Biases for Ethical Persuasion -- A framework for leveraging natural human decision-making patterns to improve sales and marketing effectiveness

  • How-To

    How to Persuade Using Incentive Alignment -- A systematic approach to discovering and aligning with people's true motivators for effective persuasion

  • How-To

    How to Use Ethical Persuasion -- A framework for influencing others transparently while aligning mutual interests