If you’re trying to win over a reluctant person, don’t tiptoe around the issue at hand: Confront it head-on. Rather than merely make a suggestion or say, “You may be interested in...,” present in precise terms what you think he should do. Just don’t overuse the word “should.” The most persuasive speakers identify exactly what they want from others and what’s to gain by compliance. They also indicate that they treat the matter seriously by including follow-up. Example: “Here’s a different method that’ll save you at least an hour a day in processing orders. I’d like you to use it this week and let me know how much time you save.”
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