Basic methods of persuasion and suggestion

Techniques and methods of psychological influence on people are the main part of practical psychology. Thanks to this, every day science discovers, studies, tests, generalizes and proposes the use of psychological methods of influencing people on each other in their lives. This can be the family, production, labor and public spheres. All people, when they communicate with each other, influence each other, intentionally or not, and use certain mechanisms in practice.

Suggestion: characteristics of the method

Suggestion underlies the appeal to the emotional-unconscious sphere of a person. It is verbal in nature, which means it is carried out using words.

The information that is intended for suggestion should be very short, but with maximum meaning and richness. And also use the moment of expression so that the person instantly believes in what he is being told. In addition, the influencing person should not be in an emotional trance, but must be of sound mind and feel confident, since the authority of the source of information is the basis of suggestion. If the influencer (suggestor) does not have authority for the perceiver (suggested), then the session will not end successfully.

It is important to remember that the effectiveness of suggestion may depend on the intonation of a person's voice. It should show confidence, authority and importance of words.

The essence of the problem and its duality

What makes us believe or not believe a story? That's right: narrative logic!

Logic has a direct influence on our mind. But in order to achieve maximum effect, you should not forget about the feelings that give credibility to what is said. That is, it is always worth remembering: you can prove something, but you cannot forcefully convince it.

Conviction in life is completely different from using methods to prove the Pythagorean theorem. There are not enough dry facts and formulas here

Let's look from the other side. If you influence feelings and do not take into account logical justifications, you will be able to convince, but not prove.

Bottom line: in order for what is being proven to be convincing, and what is convincing to be demonstrative, it is necessary to use both logical and non-logical methods of proof and persuasion.

Justification of a thesis, in which methods of non-logical influence are used together with logical methods, is called argumentation.

Methods of persuasion: the influence of external factors on a person

Every day we are faced with conviction. For example, food manufacturers want us to buy their butter and cheese, and film studios want us to attend the premieres of their films in cinemas.

Since methods of persuasion are the main component of our lives, we often cannot always notice how we came under their influence and the influence of external factors. This science has been studied since ancient times, its ultimate goal was to force another person to calmly assimilate a certain argument and accept a new judgment of the elements of his worldview system.

The principle of authority

People always listen to those they consider authorities. Therefore, if you have earned authority in the eyes of your interlocutor, convincing him of something will not be difficult.

A good example would be taking classes at a university. If a subject is taught by a trainee who has not yet gained authority in the eyes of students, then most likely they will not listen to him or follow his calls to action. If the dean of the faculty comes to the lecture, then surely all the students will listen to him carefully and follow his instructions, since he has great authority in their eyes. The principle of authority can also be used by celebrities in various advertising campaigns.

If you gain authority in the eyes of your interlocutor before trying to persuade, then perhaps your task will be greatly simplified. It is important that your opponent understands that you deserve his trust and have valuable experience in the right field.

What are the main methods of persuasion and how effective are they?

Below are some highly effective persuasion techniques. In addition to them, the following are also used: rewards, punishments, positive or negative experiences, appeals to a person’s moral qualities.

Methods of persuasion include the following types:

Instruction. When the person being persuaded has a positive attitude towards the person persuading (if he has authority), he instructs the listeners, convinces them to behave in a specific way that he needs. In the form of instructions, the director gives direct recommendations to his subordinates: “Do it this way, and we will achieve such and such results.”
Commands and orders. These methods are resorted to very often if there is authority in front of the audience. The main thing is that orders are carried out. But to be successful, the person being persuaded should not criticize the assigned tasks. For example, when asked by parents or grandmother to collect toys, the baby will react differently if the mother is strict with him, and the grandmother is gentle.
Advice. When there is trust, intimacy, understanding between people. Of course, you need to give advice correctly, and do it in such a way as not to offend your loved one.
Hint. This type of influence is indirect, since the information is not communicated directly, but in the form of a half-joke or comparison. For the most part, the hint is not aimed at a person’s thinking, but is addressed to his emotional state. It is best used when a person is in a playful, high spirits.
Indirect approval. This technique can be used when a person generally acts correctly. The main goal is not to let you deviate from the desired path. But why is approval indirect? If you tell a person everything directly and in plain text, it will look like flattery and can scare away. It is absolutely inappropriate to look a person straight in the eyes and say: “You did great! This way you will achieve what you want." It would be better to use a persuasive phrase. For example: “This approach usually produces excellent results.”
Placebo. This effect has long been known to medicine. As a rule, the doctor gives the patient ordinary ascorbic acid instead of serious medicine and says that this is a new generation drug that will help with all ills. The patient believes in a good outcome of the treatment and is thus healed. You can also use this technique to convince your interlocutor that everything will work out. For example, give a child a talisman and tell him that as long as he keeps it, he will be able to achieve everything he dreams of. True, if he still makes an effort. And you will see that the child will certainly succeed.

All these techniques are known to everyone, there is nothing amazing about them, the main thing is to use them correctly, and then success is guaranteed. There are psychological methods of persuasion, the main goal of which is to influence a person’s consciousness and accept your point of view.

Types of Persuasion

So, we decided to influence a person without bypassing his consciousness. How to convince? Start from types of persuasion. This is the “base”, after studying which you can apply techniques and methods to achieve your goal as quickly as possible.

Informing. The addressee is provided with complete information about the object or phenomenon. If there are advantages, they are talked about first. This is how a salesperson in a household appliance store tells the buyer about the capabilities of a vacuum cleaner or hair dryer that interests him. Explanation. This type of persuasion is used when certain points need to be clarified. The same seller will decipher the technical characteristics of the power of the selected model for the buyer and translate the numbers into the advantages that this vacuum cleaner has over other similar ones. Proof. It is referred to when data is asked to be accompanied by a visual representation or real facts. This is how a chemistry teacher shows children the “Iodine Clock”, demonstrating reversible reactions. The liquid in the flask turns black, and when stirred, clear “water” is obtained. Refutation. If the opinion of the person being persuaded differs from the one he should have as a result of influence, this type of persuasion is used. In other cases, people themselves want to receive a refutation of the information. So Game of Thrones fans are waiting for a refutation of the death of Jon Snow in their favorite series. But neither the actors nor the creators of the project give it.

This “framework” of persuasive influence is the base on which situational conditions are built. If there is an ideal match between the skills of the persuader and the environment and the readiness of the addressee to perceive information, the influence is doomed to success. Relaxed people and individuals who feel similarities between themselves and the person persuading are easier to process.

Psychological techniques

The method of persuasion, examples of which are presented in the article, is widely used by psychologists. Let's look at their main techniques:

Fundamental. Direct speech to the interlocutor, who is openly introduced to the necessary information that serves as the basis for evidence of the truth.
Contradictions. Identifying inconsistencies in the arguments of the persuaded and carefully checking personal arguments for consistency in order to prevent a counterattack.
Drawing conclusions. Arguments are not revealed immediately, but gradually. Seeking agreement at every step.
Pieces. The arguments of the person being persuaded are divided into strong, medium, and weak. The former are mostly not touched upon; the main target is the latter.
Emphasis. Emphasizing certain points in the arguments given by the interlocutor (“you say it yourself”).
Ignoring. It is used if the fact that the interlocutor cited cannot be refuted.
Two-sided argumentation. To be convincing, they talk first about the advantages and then about the disadvantages of the proposed method of solving this issue.
Boomerang method. The interlocutor is given back his own arguments, but directed in the other direction. Arguments for are turning into arguments against.

Three rules of persuasion

They are named after the sages and scientists who used them many centuries ago. These rules are still used in the art of persuasion.

Homer's rule. Prepare carefully for the upcoming conviction and select arguments in your favor. Arguments are conventionally divided into strong, medium and weak. Homer's rule implies that persuasion should begin with strong ones, then two or three medium ones should be added, and it is better to complete everything with the strongest argument. Do not use weak ones at all, because they will not help achieve results. Don't start with what you want from a person, don't tell him what he should do. This will cause a reaction of rejection. Therefore, present your arguments in the specified sequence.

Socrates' rule, or the rule of three yeses. Socrates was a sage who perfectly mastered the art of persuasion. His secret was to ask questions without allowing the interlocutor to answer any of them negatively. At the same time, the person being persuaded is skillfully led to independently accept someone else’s point of view. Network consultants are taught this technique today. So if a person comes to you and offers products from a little-known company, starting as if from a distance, do not give in. You may be asked about health: “Do you agree, everyone dreams of being healthy?” Give obvious facts: “Did you know that the human body consists mainly of water?”, “Clean water is very important for health, isn’t it?” And then they will go on the offensive: “You want to drink clean water, right? And so that your loved ones and children drink only clean water?” If from now on you answered in the affirmative, you will be offered a “miracle filter” for water for crazy money. Pascal's rule. Save the face of your interlocutor, do not drive him into a corner. Do not humiliate the dignity of a person in your conviction, do not encroach on the freedom or authority of his personality. A person does not agree with facts that discredit one’s dignity, and persuasion in a negative way does not work. As Pascal himself said: “Nothing disarms like the terms of honorable surrender.” An example is US tax law. In America, it is prohibited to withhold information from tax authorities. Society condemns this. However, the instructions for taxpayers include a clause: “You can also declare illegal income by paying deductions from it.” And the citizens of the United States do so, knowing that they will not be called criminals or fines will be imposed on them.

The art of persuasion is an interesting and fascinating science. But practice turns out to be much more exciting and useful. The theoretical basis has been mastered, so move on to action!

About coercion

Methods of persuasion and coercion require their correct use on the interlocutor. These two techniques absolutely cannot be separated from each other; there is a dialectical connection between them, a single objectivity of character, and their use is determined by the level of development of relations in society.

The technique of coercion is a method of influence that has two factors: moral - psychological and physical. It is essentially similar to belief. After all, in both, the main task of the presenter is to get the interlocutor to start thinking like him. As when using the method of persuasion, in coercion a person first justifies his immediate point of view, resorting to various evidence. Therefore, they are considered to be the main ways of psychologically influencing one’s interlocutor.

The act of persuasion is almost one of the most difficult and requires certain rules. The main point in this process is to argue the position and strive to make it accepted by other people. Methods of coercion and persuasion are designed to force the interlocutor to do what you need.

Principle of sympathy

The human psyche is designed in such a way that it is difficult for us to refuse or disagree with the person we like. Have you ever wondered why this happens? Let's look at three facets of this issue.

We feel sympathy for those people who, it seems to us, are similar to us. When communicating with them, it seems that they are a reflection of us. We feel respect for such people and a desire to agree with everything they say and do.
We feel better towards those who praise us. It is difficult to say “no” to such people, because in this case we will lose praise.
We like people with whom we have a common cause. In such a situation, refusal may lead to a deterioration in interpersonal relationships and the collapse of the common cause.

An illustrative experiment showing the influence of sympathy was conducted among two groups of students. The groups were given the same tasks. One group was told, “Time is money, so start the task right away.” The other group was asked to get to know each other and communicate with each other before starting the task. As a result, in the second group, 90% of the participants worked together, since they had time to develop sympathy for each other. In the first group, only 55% of students worked together.

To effectively use the method of sympathy for the purpose of persuasion, before you begin to discuss important issues with your opponent, you need to see the areas in which you are similar and notice them. By pointing out similarities in certain things, you will win over your interlocutor, after which it will be difficult for him to disagree with you.

About promotion

It becomes definitely clear what the methods of persuasion are aimed at. Methods of encouragement - do they have a psychological impact on a person? The technique of this method is aimed at stimulating and reinforcing the positive behavior of the student. But it is important to remember that encouragement should not turn into praise, as this will slow down the desire for activity. This is especially necessary for preschool, school and teenage children.

Psychologist O. Zaporozhets, having studied this method, came to the conclusion that encouragement and praise from teachers and relatives has a good effect on the activities of children. This influence includes two stages. On the first, praise will act as a direct positive reinforcement of activity. On the second, direct reinforcement will gain internal, subconscious motivation for further action. To resort to this method, it is necessary to take into account objectivity and fairness. Also, do not forget about the age and individual characteristics of the student. The practice of rewarding a person with material resources in a family often leads to big problems.

Types and examples of non-logical techniques

The topic of illogical techniques is well covered in the subject of “rhetoric” (the science of public speaking). Using the methods described there, you can achieve incredible results:

expressiveness of speech,
adding brightness to what was said,
increasing emotionality,
active influence on feelings.

To achieve all this, they use metaphors, epithets, repetitions, and means that enhance the emotionality and imagery of the process.

There are other simple rhetorical techniques : the pace of speech and its intonation, the masterful use of pauses in speech, gestures, facial expressions, and so on.

It is recommended to use rhetorical methods only in combination with logical techniques. If you overdo it with oratorical tools and neglect logical ones, argumentation turns into demagoguery - an outwardly beautiful statement, but empty in content.

Such a speech can convince, but not prove. Therefore, you will have to look for other methods of persuasion.

Requirements for promotion

Please pay attention to the following points:

It is necessary to encourage the child’s actions that set an example for others.
With this method, age and personal characteristics must be taken into account.
Encouragement is effective only from authority figures or microsociety.
The method cannot be used on the same children.

In this principle, the main thing is that children or employees feel a sense of pride and satisfaction for good results in work or school.

Principle of consent

One of the psychological techniques of persuasion is based on the principle of consent or, as it is also called, the “herd effect.” When a person is in a situation where he is indecisive, he will focus on the behavior and actions of other people.

For example, a group of people is asked to choose a tour to one of the proposed countries. Let's assume that all those who have not yet decided will know that 75% of tourists have already chosen Italy. More likely, the remaining tourists will also choose Italy, since the majority have already made this choice. The essence of this method is simple: there is no need to try to convince a person by coming up with various arguments; it is much easier to draw his attention to the choice of the majority.

The relationship between persuasion and suggestion

Methods of suggestion and persuasion - what is the relationship between them? Sometimes it seems that in both cases someone else’s thoughts or feelings are being imposed on a person. Is there a difference between the two methods and what is it?

A belief is an element of a person’s worldview that motivates them to act in a specific way (for example, not agreeing to intimacy on the first date because good girls behave that way). Influencing a person in this case means conveying a worldview to another person (convincing a friend that there is no sex on a date, because that’s the right thing to do). Suggestion does not affect a person’s belief system. Let's look at this in more detail.

The principle of reciprocity

When a person does us some kind of favor, we feel that we should do something good in return. We often feel obligated to reciprocate the good things that other people do to us. For example, if a friend helped us with our coursework, then in the future, if he makes any request, we will definitely help him. This is how the principle of reciprocity works.

At a restaurant, when a waitress brings the bill and puts a candy along with it, she typically receives a tip of 3% more than usual. It has been empirically verified that by adding another lollipop to the bill, the waitress will receive 4 times more tip, only the second lollipop must be presented personally. The principle of reciprocity also applies in this situation. The key to successfully applying the principle of reciprocity lies in providing a pleasant and unexpected favor first, and then taking advantage of what the person feels obligated to do.

Persuasion techniques also include:

Socratic method;
orders and commands;
placebo.

Let's take a closer look at each of them.

Don't push

And one more life hack from Travis Bradberry. The writer believes that people who know how to persuade never do it using force or pressure. When you are aggressive and very assertive, people may agree with you, but this will be the result of a show of force. You will not convince them, but will only “sell” your opinion. If the interlocutors have such an opportunity, they will still do everything in their own way.

To truly persuade, you don't need to put pressure, speak aggressively, or argue heatedly with your opponent. You need to speak from a position of calm and confidence. If the idea is good, it can convince people without using force.

Remember the irrationality of man

Vladimir Kozlov, a teacher at the Russian School of Management, a consultant on complex negotiations and organizational communications, reminds that even if you logically convey your thoughts to your interlocutor, this does not mean that you will convince him. The fact is that 90% of human consciousness is irrational beliefs. Here are three key points:

The desire to convince only strengthens resistance. From the point of view of persuasion, there is never a need to argue.
Proving does not mean convincing. The interlocutor may agree with the arguments, but his belief in something will not change.
Recognizing does not mean accepting. A person may agree that you are right, but still do it his own way. For example, he will refuse to accept the terms and will not work with you.

To convince people, you need to influence not only logic, but also irrationality. To begin, divide your thought into parts, convey your thoughts calmly. Help the person trust you. For example, you can offer him some kind of belief: “Let’s decide whether you agree that...”. And after that, carefully and gradually, offer your other arguments.

Give people the right not to believe you

People don't like being pressured. If you are trying to convince your interlocutor of something, he may sense it and become fundamentally defensive. Then it won't matter what

you say, he still won’t want to believe you.

Remove these objections early, immediately show that you are expressing your thoughts and are not going to convince anyone. If a person does not agree with your beliefs, this is normal; you are not going to argue or try hard to prove anything.

The result is the opposite effect - you seem to invite the person not to believe you, he relaxes and stops seeing you as an enemy, and perceives your ideas much more easily.

Remember you are human

Bradberry talks about a Stanford study in which students were divided into two groups and asked to negotiate an agreement on the same issue.

The first group did not receive any instructions; only 55% of the students agreed among themselves.
People from the second group were asked to first introduce themselves and tell some facts from their past. As a result, 90% of students were able to come to an agreement.

According to researchers, a person does not always only follow what

they tell him.
Much more important may be who
is talking to him. By sharing personal information, students were able to establish contact and turned from just interlocutors into acquaintances. When there is personal contact, it is easier to convince a person.

How to speak convincingly, methods of influencing the audience?

How else can you influence people's thoughts? The most famous method is public speaking. What is the secret of successful speeches, how to prepare and deliver a speech correctly?

Psychologists believe that there are two main parameters that determine the perception of a speaker’s speech:

manner of presenting information,
logic of arguments, significance of information.

At the same time, opinions differ - some argue that 70% depends on the manner and 30% on the content, others believe that 70% of perception is related to the content and 30% to the presentation. Apparently, the truth is in the middle, both are important, depending on the context - a political speech, a dissertation defense, a musical number.

An important point is that the speech must be carefully prepared, a goal must be set, and a speech plan must be written. In this case, the goal may be to understand the essence of the issue by people or a call to certain actions, to influence the world of values, attitude to life. Speech without purpose is more like confusion, and the task at hand makes the speaker more eloquent.

The psychology of persuasion determines the following procedure: set a goal, think about a positive result, mentally imagine success and begin to act to achieve what you want. Difficulties along the way are normal; without them, success would have no value and would not be perceived as a special achievement. People sometimes deliberately create difficulties for themselves in life, as well as rituals and dedications.

Let's move on to the composition of the speech, how to compose a speech correctly, what order of information to choose?

1. Introduction:

the first phrases should attract the attention of listeners and interest them;
an explanation of the purpose of the speech, what will be discussed;
listing the upcoming sections, what useful things will be heard thanks to listening to the speech.

2. Main part:

the material should be presented consistently, interestingly, without deviating from the main topic;
It is useful to give examples, use arguments, apply methods - analogies, induction (from particular to general), deduction (from general to particular), historical examples, fact and its consequence, reflection.

3. Conclusion:

repetition of the main idea of the speech;
colorful illustration;
establish a relationship with the beginning of the speech, return to the assigned tasks and goals;
proclaim the main call to action, slogan, idea;
thank you for your attention.

The psychology of persuasion draws attention to the fact that performance is perceived on two levels - personal-emotional and subject-logical. At the beginning of the speech, it is necessary to establish a relationship with the audience, evoke emotions, and interest them. How to do this?

The most common ways to attract and retain attention:

At the beginning of the speech, it is logical to address painful issues of society , group, and provide well-known quotes on this issue, citing authoritative sources (Julius Caesar, Socrates, Aristotle, Cicero). People tend to respect and trust such statements.
You can find some pretty impressive facts and bring them at the beginning of your speech to stimulate interest. And during the speech, try to constantly maintain interest, involve listeners in the conversation, and maintain the level of interest.
Compliment to the listeners - at the beginning of the speech, it is appropriate to say kind and positive words about those present at the speech, to show your awareness and attitude towards people, this inspires trust on the part of the listeners.
Find commonality with the audience - the presence of similar characteristics, nationality, education, beliefs generates sympathy and trust.
Remind the importance of the reason for the meeting - you need to sharpen the points, find interest, what will cause a strong reaction, emotions, injustice, the fight for rights.
Appeal to facts from the past , historical moments related to the gathering place or country.
Personal experience - listeners love first-hand stories, but those presented simply, without pathos and frequent use of “I”, arouse trust and interest. At the beginning of your speech, you can recall your life experience and then pose the question of how to solve the problem, for example.
Cause the effect of kinship - the use of pronouns such as “we”, “our”, “us” allows you to feel the closeness, unity of people, teams, and is often used as a technique in the speech of politicians.
Just kidding, making someone smile is an effective technique, but you should be careful when using it so as not to create the image of a narrow-minded person.
Parables, legends - instructive stories from life can be interesting for the perception and attention of the public.
Quiet voice - it is recommended to start the speech more quietly in order to create a mystery and interest the audience.
Personal participation is a call to feel, to participate in experiences - “imagine that you...”.
A pause is logical at the beginning of a speech; it helps to collect thoughts, tune in to the performance, establish calm breathing, and requires silence and attention from the audience.
The use of emotions - brightly colored words, promote increased interest - “An amazing fact, but...”, “A very interesting topic.”
Compliance with etiquette - usually at the beginning of the speech there is an address to the audience, which speaks of respect and calls for attention.
Surprise, straight to the point - “Did you know that...”, according to the latest facts...”.
Openness, expression of feelings - it is worth talking about personal experiences, openly showing feelings and emotions on the issue of the report - “honestly, I too...”, “there is very little information on this issue, who else will tell the truth...”.

The psychology of persuasion recommends using the following techniques to activate listeners’ attention during the speech process:

verbal dynamite - a categorical statement, sharp and precise;
staging, facial expressions - remember Comrade Khrushchev and the shoe, it perfectly attracted the audience, and you can bend a ruler or gesticulate during the performance;
shock method - to influence others, sometimes radical methods are needed. During a trial, a lawyer may slam the criminal code heavily on the table to calm disputes, or the boss may stomp his foot, calling for silence. Even a crying child reacts to a sharp sound, distracted from worries;
requirement - use of phrases: “a moment of attention, pay attention, the whole point is...”;
leading to thoughts, involving - people finish the last words, often used by artists at concert performances, although it is possible in other variations;
neutralization of negativity - you should immediately declare your intentions and dispel the doubts of those present.

As for the end of the speech, it should be bright - a slogan, an appeal, the result of the entire speech, the most memorable moment, do not crumple or cut off the speech, think about the ending. And never lower your status - “thank you for taking the time to listen..., it’s better to say “Thank you for your attention,” don’t say that you are poorly prepared or don’t have much desire to speak, at the beginning you need a positive attitude, which should be maintained throughout the speech.

We looked at how the psychology of persuasion works in public speaking, but how to effectively negotiate and achieve good results? Let's take a closer look at the secrets of business psychology. What techniques will significantly simplify your life and increase the efficiency of your work, meetings with partners, and clients?

The Art of Negotiation

There are special rules of persuasion in the psychology of communication, the understanding of which contributes to success in the business sphere.

The most important points of effective negotiations:

Communication Rules

The communication process includes verbal and non-verbal communication. When presenting information, the following points should be taken into account: accessibility, clarity of the information presented, the use of short and clear phrases, a minimum of abstruse terms, use active forms of verbs, pause to analyze the perception of the interlocutor, check the understanding of the information.

The following requirements are put forward for verbal communication in business communication:

persuasiveness - depends on a person’s self-confidence and the information provided, depends on the person’s character, personality traits, the presence of reflexivity, the atmosphere of the conversation;
culture of communication - it is important to use competent speech, construct sentences, speak in an understandable language, put emphasis correctly, avoid informal speech, slang and colloquial expressions;
dialogicality - during negotiations, focus attention on the interlocutors, their interests, pay attention to the benefits, services, and proposed events. It is worth making an effort to understand the information of your interlocutors - he speaks calmly and clearly.

As for non-verbal communication , you should watch your gestures, use more open hands in front of the listeners, do not cross them, nod in agreement, do not show nervousness, often gestures betray doubts and uncertainty. We advise you to further study sign language and non-verbal communication.

Questions in negotiations

Questions help to understand the thoughts of the interlocutors; at the end of the speech they always ask questions: is everything clear, what questions are there, what else interests the interlocutors on the topic of discussion. Gone are the days when selling was reduced to presentation and concluding an agreement; an important stage is identifying a need, being able to lead to the right solution, and successfully completing a transaction or meeting. Questions are used at all stages.

The psychology of persuasion pays special attention to the ability to ask a question during negotiations; any communication should be a dialogue.

There are the following types of questions:

opening questions - help to start a conversation, may not be directly related to the question of the conversation, but rather to show interest in a person, his work, hobbies;
need research questions - help to lead a person to think about the product (“how do you protect information?”, “have you thought about...”, “what cost reduction techniques do you use?”, “how advertising is organized,” etc.);
questions of need development - help a person notice the presence of a problem in a certain area, lead to the need to resolve the issue (think about what the consequences will be if further...), "the experience of life and clients says that...", "how such an approach will affect the image, sales"). Questions are designed to open eyes, often used by doctors and auto mechanics to attract special attention to the problem;
questions of readiness for action - confirm a person’s decision to act to improve the situation, resolve the issue (“You are interested in...”, “You are striving to..., do I understand correctly?”) They recommend starting a presentation only if the person has a real interest and need for the product , service, which allows you to identify leading questions through communication with the client;
presentation questions - complete the presentation of the product, determine a person’s reaction to the information received (“how do you evaluate our proposal?”, “Tell me, are the benefits of the proposal now visible to resolve the issue?” “As you can see, the proposal is beneficial for... do you agree?”);
questions of cooperation - they are voiced at the end of the presentation, having received a positive answer to the previous questions, they lead to action (I propose to conclude an agreement for a period...or would you rather..., what delivery conditions will suit you, when is the first batch of goods needed?).

Usually in business, novice salespeople, due to their inexperience, are embarrassed to talk about actions, losing potential clients.

Barriers to understanding - there are situations when a person does not understand the information presented, what are the reasons?

The psychology of communication and persuasion has determined the existence of three barriers during business negotiations:

barrier of authority - a person is inclined to listen when he respects and trusts the person; otherwise, even useful information is passed by, without personal participation, the desire to understand. Social status, good appearance, competence, and sincerity play a role;
Barrier of avoidance - occurs when there is a lack of interest in the topic of the question or a negative attitude towards the person speaking. It is important to attract attention, intrigue and learn to hold attention - non-standard presentation of material, relevance and novelty of data, and the ability to speak charismatically help;
barrier of misunderstanding - is the result of unclear, illegible, often very fast speech, the use of interjections or unnecessary words, twisted phrases, lack of a plan for conveying information, a flow of speech that is not systematized. Everything plays a role - clarity, volume, tone of speech. It helps to highlight key points with voice, intonation, and feedback.