Art of Persuasion: Think Five W’s and a “Y”

Use this checklist to stimulate your thoughts for persuading and influencing others to accept your ideas, closing a sale or getting to “yes”


  • Who can help or make contributions?
  • Who must I sell on this idea?
  • Who can help me get additional resources?
  • Who will benefit?
  • Who will try to stop me?


  • What do I need by the way of additional resources?
  • What techniques or methods can I use?
  • What is the best way?
  • What is the first step?
  • What will make them buy?
  • What are the alternatives?
  • What difference does it make?


  • Where should I start?
  • Where is resistance likely to be found?
  • Where should I plant seeds?
  • Where can the idea be used?
  • Where can I go for inspiration?


  • When should I introduce the plan or idea?
  • When should we implement the ideas?
  • When should we revise our strategy?


  • Why should they buy this idea?
  • Why is this way better?
  • Why is resistance so strong?


  • How can we improve on the idea?
  • How can we test the waters?
  • How can I persuade the centers of influence?

Via Arnold Sanow, a speaker, seminar leader and author of five books, including “Get Along with Anyone, Anytime, Anywhere … 8 keys to creating enduring connections with customers, co-workers – even kids” .