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PRINCIPLES OF PRESENTATION. 2008. CANADIAN COAST GUARD AUXILIARY - PACIFIC. What is Persuasion?. The art of persuasion is the art of finding the best available means of moving a specific audience in a specific situation to a specific decision. The Persuasion Triangle. Presenter (Ethos).

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PRINCIPLES OF PRESENTATION

2008

CANADIAN COAST GUARD AUXILIARY - PACIFIC


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What is Persuasion?

The art of persuasion is the art of finding the best available means of moving a specific audience in a specific situation to a specific decision


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The Persuasion Triangle

Presenter

(Ethos)

Audience

(Pathos)

Subject

(Logos)


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Persuasion in the Real World

Audience

Presenter

Your Needs &

Interests

Their Needs & Interests

Subject

Your Program’s Needs & Accomplishments



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Set Up

  • The whole training experience can be compromised by:

  • an inappropriate set up of tables and chairs,

  • lack of knowledge of the audio/visual presentation aids,

  • the audience being any way uncomfortable,

  • the audience being distracted by the surroundings


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Set Up

  • The room and equipment must be properly to maximise the receptivity of the audience.

  • Set up the seating in the room for the sort of presentation that you wish to have, e.g. talk, training, discussion.

  • Set up so that the trainer has easy access to all members of the audience.


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Set Up

Small groups, allows interaction, good views

Small Groups, poor view of A/V

Small groups


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Set Up

Most formal, speaker has good access

All participants have good view

Each table works alone


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Set Up

Best for large groups, but not for note taking as there are no tables


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Set Up

  • Check the lighting in the room is correctly set.

  • Close the shades on the windows if available to reduce distractions.

  • On a sunny day ensure that no one has sun in their eyes or the sun overheating them and making them uncomfortable, including yourself.

  • Make sure heating or ventilation in the room is adequate for the season.


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Set Up

  • Where using audio visual aids, have them set up beforehand and check they are working as expected.

  • Do not impose death by powerpoint.



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Leadership in Training

  • Rules

  • 1. Be prepared.

  • 2. Be honest.

  • 3. Empower your class.

  • 4. Set goals and map your key concepts.

  • 5. Accept that you are human and can make mistakes.


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Persuading is like making a candle

  • Melt

  • Mold

  • Harden

  • Ignite



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Melting Resistance

  • Once set up, use the time before the meeting starts, to mingle with the participants, and to break down some of the barriers.

  • This will make it easier to gain traction when the meeting starts.


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Melting Resistance

  • When working with volunteers from different stations, start off with introductions of yourself and them, and include:

  • 1. Name

  • 2. Station

  • 3. Background

  • 4. Station experience

Use name cards


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To Melt Resistance

Be honest

Find common ground

Use humour carefully

Appreciate what they are already doing

Give realistic pros and cons

Ask them to make your case

To Raise Resistance:

Be insincere

Shout “You’re wrong!”

Use weak humor

Guilt trip them

Use improbable threats

Lecture them

Melting Resistance



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Know your Audience

  • They are concerned about their stations’ issues and their crews/ colleagues

    • Make local arguments

  • They make decisions with both their minds and hearts

    • Appeal to both

  • They feel pressured by time

    • Show how your programs will save time, and provide greater value for their time


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Know what moves your Audience

  • What do they all commonly want?

    • happy & healthy volunteers

    • the respect of others

    • to be responsible leaders

    • a successful station and group

    • to hear success stories

    • to avoid pain and failure

  • Show your programs meet their needs


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Present Professionally

  • To trust you, your audience must believe you are competent and professional person

  • Accept the fact there may be someone in the room who knows more than you

  • Present information accurately

    • The data

    • The names

    • The spelling & grammar


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Present Personally

  • Never talk down to or over the heads of your audience

  • Tell your story simply

    • Use short simple sentences

    • Show rather than tell

    • Illustrate with short stories of success


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Make Your Argument Clear

  • Answer basic questions (Who, What, Where, When, Which and How)

  • Show the real, positive results achievable by doing this classroom training

    • Show how much clearer this training is

    • Show what this training will achieve

    • Show what the training will not do if not bought into by the volunteers



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Ignite!

  • By the end of your presentation, people may believe in you and agree with you, but if they do not act on your message, your presentation fails its purpose


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Believe in Your Cause

  • To ignite others to support your cause, YOU must be on fire first

  • Why should others care if you do not?

  • You show your convictions by your

    • Passionate presentation

    • Confident presentation

    • Positive presentation


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Summarize & Seek a Decision

  • Summarize what you already agree on

    • Smile

    • Assume the best

  • Make a specific request

    • Be thorough but . . .

    • Be brief


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Principles for Powerful Persuasion

Melt Resistance

Mold Opinions

  • Know your audience well

  • Make your argument clear

  • Present personally & professionally

    Harden & Ignite!

  • Believe in your cause

  • Summarize and make a specific request


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Does it always work?

  • Of course not!

  • Some people come equipped with closed minds (They’ve already decided)

  • Some people come with busy minds (They aren’t really listening to you)

  • Some people will not agree with you (so if you can’t convince them, at least help them be sorry they can’t agree with you)


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Remember….

  • Our volunteers expect us to be accountable – that our training programs will show positive results

  • Inform them about the difference these programs are and will be making in the Auxiliary

  • Show them that these programs are vital to growing the Auxiliary

  • Ask them for active support without apology


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