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PERSUADE! Nine Strategies for Getting What You Want

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PERSUADE! Nine Strategies for Getting What You Want. Persuasion. Creating a change in someone’s feelings , thoughts and behaviors. H3. Head Heart Hands. Feeling Good. We do what we think will make us feel good WII-FM. Empathy. “The essential rule

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Presentation Transcript
slide1

PERSUADE!

Nine Strategies for Getting What You Want

slide2

Persuasion

Creating a change

in someone’s

feelings, thoughts and behaviors

slide3

H3

  • Head
  • Heart
  • Hands
slide4

Feeling Good

We do

what we think

will make us feel good

WII-FM

slide5

Empathy

“The essential rule

when trying to convert someone is

DON’T

at least not at first

just listen”

Dennis Ross

The Missing Peace

slide6

Empathy

What do you need to know about the other person?

slide7

1. Credibility

  • Character
  • Competence
  • Caring
  • Confidence
slide8

1. Credibility

“I’d like to give more time and money,

but . . .”

84% said they doubted their donation would be put to good use.

USA Today Survey

slide9

1. Credibility

“If people anywhere are to

willingly follow someone . . .

They want to assure themselves that

the person is worthy of their trust.”

Kouzes & Posner

slide10

1. Credibility

“In a time of universal deceit,

telling the truth is a revolutionary act.”

George Orwell

slide11

1. Credibility

“Motivation is getting people to do something out of mutual advantage.

Manipulationis getting people to do what you want them to do primarily for your advantage.”

Fred Smith

slide12

2. Comparison

  • Everybody is doing it
  • Bandwagon
  • Line experiment
  • Pink ribbons
  • Livestrong bracelets
slide13

3. Community

  • Relationships – Home-based sales parties
  • Likability – Joe Gerard
  • Attractiveness – Celebrity endorsements
  • Similarity – Me too
slide14

4. Commitment

  • Foot in the door
  • Start small
  • Test drive
  • Free trial offer
  • Fence
  • Marriage proposal
slide15

5. Control

  • Reactance
  • Don’t tell me what to do
  • Inoculation – Great nurses
slide16

6. Connection

  • Relevant
  • Choose your audience
  • You can’t persuade everyone
slide17

7. Clarity

  • Simple
  • Concrete
  • Curse of knowledge
slide18

8. Color

  • Vivid – Paint a picture
  • Detailed – Be specific
  • Unexpected – Miller Time
  • Story – Giving and statistics
slide19

9. Christmas Cards

  • Reciprocity
  • Go first
  • Seek first to understand . . .
  • It’s not about you
slide20

9. Christmas Cards

“In order to

have influence,

you must first

be influenced.”

Stephen Covey

slide21

9. Christmas Cards

“You can have everything you want in life

if you only help enough other people

to get what they want.”

ZigZiglar

slide22

Resources

  • Influence Cialdini
  • Made to Stick Heath
  • Blink / Tipping Point Gladwell
  • How to win friends . . . Carnegie
rendall associates david rendall
Rendall & AssociatesDavid Rendall

(919) 222-6295

[email protected]

web - www.drendall.com

lens - www.squidoo.com/fourfactors

blog - www.daverendall.typepad.com

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