Excellere

Persuasion Self-Assessment
Part I: Assessment
Use this tool to assess your persuasion abilities. For each statement below, indicate how accurately the
statement describes you. 1 indicates Not true, 5 indicates Very true. Be sure to answer based on
your actual behavior in real workplace situations. That way, youll have the most accurate assessment of
your skills.

Statement
1. I appropriately establish my qualifications before I try to persuade.
2. When persuading, I offer proof of how people have been able to trust me in the

Rating
Not true
Very
true
1
2
3
4
5
1

3. I analyze listeners words and behavior to assess their decision-making style and

4. When persuading, I describe the benefits and unique aspects of my idea.

5. I use metaphors, analogies, and stories in my presentations to highlight my key

2
2

1
1

8. When I cite facts, data, or statistics, I package the information for clarity and

5
2
5

memorability.

9. I encourage feedback from my listeners to activate audience self-persuasion.

10. I use disturbing, leading, and rhetorical questions to encourage audience self-

2
5
2
5

persuasion.

11. I actively listen to my audience and reflect the content and emotions behind their 1

2
5

statements.

12. I analyze my audience before persuading, to determine my strategy.

13. I tailor my persuasion strategy, material, and approach for different audiences.

14. I vary my choice of media according to the message I want to communicate.

15. I consciously help others in an effort to build trust and credibility, knowing that

2
5
2
5
2
5
2
5

this could result in a relationship where others want to help me later.

2
5

paper.

2
5

hold.
persuading.

7. I support my arguments with highly credible evidence.

18. When I possess exclusive information, I emphasize its scarcity value to those Im

than five.

17. I consciously tap the power that comes from titles or positions of authority that I

points.

16. I try to encourage people to make their commitments to my ideas publicly or on

receptivity.

6. I consciously limit the number of points I make in my presentations to no more

3
5

past.

2
5

19. When I promote something, I stress that its standard practice or part of a
popular trend.

3
5

20. I associate myself with products, people, or companies that my audience

admires.

21. I emphasize the similarities I share with people I want to persuade.

22. When I encounter resistance to my idea, I use paraphrasing and questioning to

2
5
2
5

understand the source of the resistance and to communicate my understanding

of the resistors concerns.

23. I try to establish positive relationships and feelings with people I want to

2
5

persuade.

24. When I anticipate encountering resistance to my ideas, I raise and understand

2
5

opponents arguments before presenting my own views.

25. I use affirmative, assertive speech and win-win language while persuading.

2
5

Score for each column

Total score
(Calculate your score by adding up the numbers in all your responses.)

Part II: Scoring

Use the following table to interpret your score.
104125

Exceptional: Youre a talented persuader with a solid understanding of the art and science
behind persuasion.

78103

Superior: Youre a highly effective persuader in many areas but would benefit from refining
some of your skills.

5177

Adequate: You know and practice many of the basics of persuasion. However, you can
increase your success by further extending your skills.

2550

Deficient: Youll need to work broadly on your persuasion skills to begin changing or
reinforcing others attitudes, beliefs, and behaviors.