Assess Your Persuasion Skills

The test below was designed to be printed out and completed on paper.

1. I provide abundant details about matters I think are important, regardless of whether my listeners agree with me.

  1. Frequently
  2. On occasion
  3. I've never noticed
  4. Never

2. I say things that sound surprising, confusing or strange simply to grab attention.

  1. Whenever necessary
  2. Rarely, if at all
  3. I've never noticed
  4. Never

3. When I speak with another person, I tend to use his or her name often.

  1. Always
  2. Sometimes
  3. I've never noticed
  4. Not at all

4. I tend to speak in run-on sentences, quickly stating connections and parallels between facts and ideas.

  1. Never
  2. Rarely
  3. On occasion
  4. Frequently

5. I tell stories and illustrate my points with metaphors, anecdotes and analogies.

  1. Never
  2. Rarely
  3. On occasion
  4. Frequently

6. When I speak with others, I often use words like "must", "have to" and "should".

  1. Usually
  2. Sometimes
  3. I've never noticed
  4. Rarely

7. When a friend or colleague feels down, I try to be cheerful to bring the other person out of the doldrums.

  1. Usually
  2. Some of the time
  3. Depends how I feel
  4. Hardly ever

8. If someone at work has an objection to what I say or propose, the first thing I do is restate my position.

  1. Most of the time
  2. Sounds like a good idea
  3. Sometimes
  4. Rarely

9. In listening situations, I frequently restate what I've heard with phrases like, "As I understand it, you mean..."

  1. Most of the time
  2. On occasion
  3. Rarely
  4. Hardly ever

10. If another person in an exchange stops speaking, I immediately break the silence.

  1. Most of the time
  2. Frequently
  3. On occasion
  4. Rarely

Scoring

For questions 1, 4, 5, 6, 7, 8 and 10, give yourself four points for D, three for C, two for B and one for A.  For questions 2, 3 and 9, give yourself four points for A, three for B, two for C, and one for D.

34 or above:  You're a master at winning others over.  You possess fine influencing skills and feel comfortable using them.
33 to 28:  Though not a star in persuasion, you have good skills.  Choose a skill to practice and make it a permanent part of your "influence inventory."
27 to 22:  You're on your way.  Practice persuasive behavior one point at a time during your routine.
21 or below:  Listening attentively to others and grasping  how they feel will help you motivate them more effectively. Improving your own persuasive powers will enable you to overcome self-consciousness.

Ideal Answers

  1. D - Persuasive people talk about what most interests their listeners, finding common ground to promote positive action.
  2. A - Attention-grabbing is especially useful with know-it-all types – it forces them to discern your meaning, and can get a disagreement off dead center.
  3. A - If not overused, using the other person's name creates rapport, and is especially persuasive near the end of a letter or memo.
  4. D - Linking undeniable factors or points (especially the stated opinions of people in opposition to you) to your own opinions and requests makes disagreement or refusal difficult.
  5. D - People resist less when a suggestion or idea is cushioned in easy-to-understand terms.  That's why insurance companies have slogans such as "You're In Good Hands..."
  6. D - Unless talking to children, giving orders or giving directions in an emergency, avoid using declaratives.  Ask don't tell.
  7. D - Rather than attempt to change the other person's mood right off, match it, then work out of it gradually. That conveys the message, "You're safe with me".
  8. D - Agree with resistance and objections – at first.  After earning an element of trust, dismantle opposition point by point.
  9. A - Restating a point will 1) validate the worthiness of another's point, 2) show your obvious interest, and 3) uncover misunderstanding or faulty assumptions.
  10. D - Silence is valued by many as the more important part of a conversation. Most people need time to reach a concession or agreement.


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