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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




what is persuasion
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
The Persuasion Triangle







persuasion in the real world
Persuasion in the Real World



Your Needs &


Their Needs & Interests


Your Program’s Needs & Accomplishments

set up6
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
set up7
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.
set up8
Set Up

Small groups, allows interaction, good views

Small Groups, poor view of A/V

Small groups

set up9
Set Up

Most formal, speaker has good access

All participants have good view

Each table works alone

set up10
Set Up

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

set up11
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.
set up12
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.
leadership in training14
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.
melting resistance
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.
melting resistance18
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

melting resistance19
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
know your audience
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
know what moves your audience
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
present professionally
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
present personally
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
make your argument clear
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
  • 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
believe in your cause
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
summarize seek a decision
Summarize & Seek a Decision
  • Summarize what you already agree on
    • Smile
    • Assume the best
  • Make a specific request
    • Be thorough but . . .
    • Be brief
principles for powerful persuasion
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
does it always work
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)
  • 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