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A Lawyer's Classic Persuasion Tactic
(This article was first sent to the newsletter subscribers a few weeks back. If you want to get new case studies like this in a timely manner before most of the world reads it, you might want to subscribe using the form above too)Abraham is born a poor man in Kentucky. Yet, he educates himself while working at farms and handling small stores for other people. He learns to read and write on his own. Overcoming all sorts of hardships, he goes on to become a lawyer. A great lawyer at that! His associates say that he is “neither a diligent nor thorough student of the law.” Yet Abraham wins majority of the cases he takes on. And he doesn’t even believe in many of the cases he takes on. Yet he wins.
Abraham wins, not because he knows much about law, but because he knows much about human psychology. Over the years, he has developed a technique that is very successful in convincing jury after jury that his clients are innocent.
The persuasive trick the lawyer uses to win most of his cases
His technique is simple to master. Abraham never argues with his opponents. In fact, he always seems to agree with the opposing party. And yet, he some how convinces the jury to his way of thinking.
During his closing statement, he would tell the juries: “I know how you feel about the defendant right now. After hearing the skillfully presented argument of my opponent, many people would have felt the same way. However, there are a few more facts to this case and after listening to them, you will find that the defendant is innocent.” And then he would present his case.
Abraham uses the classic “feel-felt-found” technique of overcoming objectives and changing peoples beliefs.
He first builds rapport with the jury letting them know that he understands them and their thoughts. That with the information presented, many would have thought the same way. But all the information is not on the table, and after hearing more information, your thoughts will change too.
Thanks to his astute knowledge of human nature and technique of overcoming objectives, Abraham goes on to achieve even greater things in life. In the year 1861, Abraham Lincoln is elected as the sixteenth president of United States of America.
Action Summary:
- Use the classic “Feel-Felt-Found” method to overcome objectives and persuade people.
# I understand how you feel about...
# Many others have felt the same way...
# Until they found that...
- For example, when some one objects: “Your blue widgets are too expensive…” Instead of blowing them off, try: “I understand how you feel. Many people before you felt that blue widgets are expensive too. That is until they found out how much money blue widgets save them as compared to the red widgets.”
Email Post to a friendPosted on 10/08/2005 | Permalink | |
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