Understanding people’s wants and needs is essential to winning them over. Whether you’re persuading someone to buy your product, getting your team on board with a new way of working, or asking investors to fund you, your success depends on having empathy for what matters to other people. How can you build your capacity for empathy? Try visualizing stakeholders’ perspectives. Think about the important moments in their decision-making process – especially the emotionally charged ones – and consider how you can address their concerns. Listen carefully to the stakeholders and make sure you understand what’s being said. When people feel listened to, they become more receptive to your message. Best of all, empathizing with other people can help them empathize with you in return, laying the groundwork for a lasting relationship.
Adapted from “
To Win People Over, Speak to Their Wants and Needs,” by Nancy Duarte.
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