CLE N° 1 pour convaincre : PASSER LA BARRIERE REPTILIENNE

Clé n° 1 pour convaincre

Phil Cook, spécialiste des médias américains prétend que nous captons en moyenne 5000 messages par jour.
Daniel Pink quant à lui, affirme dans on livre « To sell is human » que les cadres d’aujourd’hui passent 40 % dans le « business de l’influence ».
Comment, dans ce monde où nous sommes constamment sollicités par des personnes qui ont toutes quelque chose à nous promettre, à nous vendre, à nous annoncer- susciter l’intérêt et être écouté, comment convaincre ?

Réponse : Passer la barrière reptilienne !

Nous croyons en effet que nos interlocuteurs, bien élevés, curieux, disponibles, écoutent ce que nous avons à leur dire.
Et qu’au besoin, ils hiérarchisent, synthétisent et mettent en perspective l’information que nous leur délivrons ?

C’est faux.

En réalité, pour protéger leur disque dur d’un bombardement d’informations risquant de provoquer une surchauffe, leur cerveau va activer un réticule qui va filtrer tout ce que l’on va leur dire en fonction de trois critères :

  • Cette information répond-elle à mes peurs ?
  • Est-elle connectée à mes intérêts ?
  • M’apporte-t-elle un renseignement qui a un caractère unique ?

Si votre communication ne répond pas dans les plus brefs délais à au moins un de ces trois critères, elle sera peut-être entendue poliment, mais glissera comme sur les ailes d’un canard.
Elle n’aura aucun impact. Le réticule d’information aura filtré l’information.

A l’inverse, si, dès le début de votre intervention, vous parvenez à lever la barrière reptilienne de vos interlocuteurs, ils pourront dans un deuxième temps activer leur néo-cortex pour comprendre les aspects plus complexes de votre pensée.

Des exemples pour convaincre ?

Autrement dit pour convaincre, il faut penser à l’envers, à partir du récepteur.
Et savoir dans un premier temps, lever la barrière reptilienne de vos interlocuteurs.

Comme le dit Benjamin Franklin

Quand voulez convaincre, parlez intérêt et non raison ! 

Un exemple tiré de la réalité pour conclure : Plusieurs tests ont été faits pour convaincre des personnes travaillant sur un chantier de porter des lunettes de protection.


Premier test : Des panneaux sur lesquels il est écrit : « Mettez vos lunettes ! » sont installés sur les chantiers. Impact : moyen.


Deuxième test : Des panneaux sur lesquels il est écrit : « Protégez vos yeux ! » sont installés sur les chantiers. L’impact est alors excellent.


Dans le premier cas – « Mettez vos lunettes » – je reçois une injonction moralisante.
Dans le deuxième, je relie directement l’information à mon intérêt -protégez mes yeux – et à une peur (risque de les endommager).

Laissez-moi en commentaire en bas de cet article vos exemples qui ont marché et vos contre-exemples qui ont été des flops pour convaincre !

A bientôt

Philippe

 

Le mois prochain, nous développerons une deuxième clé pour convaincre : L’art d’illustrer.

Découvrez nos Coffee Trainings « L’art de convaincre » , 1 heure pour comprendre et appliquer l’essentiel !

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