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Persuasive Presentations

Persuasive Presentations. Faisal AlSager. Week 10. Purpose of this Lecture. To help you better understand your audience to be able to persuade them To help better prepare for giving persuasive presentations in a solid coherent structure. Audience Analysis. Strongly Agree Agree Neutral

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Persuasive Presentations

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  1. Persuasive Presentations • Faisal AlSager Week 10

  2. Purpose of this Lecture • To help you better understand your audience to be able to persuade them • To help better prepare for giving persuasive presentations in a solid coherent structure

  3. Audience Analysis • Strongly Agree • Agree • Neutral • Disagree • Strongly Disagree

  4. If Audience Strongly Agree or Agree • Present new information • Excite audience’s emotion • Strengthen resistance to counter-persuasion • Advocate course of actions

  5. If Audience Strongly Disagree or Disagree • Set reasonable goals • Find common ground • Accept differences of opinion • Use fair and respected evidence • Build personal credibility

  6. Neutral Audience • Neutral audience are divided into three groups: • Uninformed • Unconcerned • Undecided • What to do? • Address audience needs • Focus on benefits

  7. Organizational Patterns • Problem/Cause/Solution • Better plan • Overcoming objections • Monroe’s motivated sequence • Persuasive stories

  8. Problem/Cause/Solution • Problem: what is the problem • Cause: what is the cause • Solution: what is the solution • Benefit: what are the benefits of the solution • Next Steps: next steps to start to implement the solution

  9. Better Plan • There is a plan • What is it • How will it work • This plan will be better than current plans because: • ABC • XYZ

  10. Overcoming Objections • People should do X • People know X is good • Many people don’t do X • Why people don’t do X? • Reason 1 • Reason 2 • How these can and should be overcome • Overcoming Reason 1 • Overcoming Reason 2

  11. Monroe’s Motivated Sequence • Attention: get the audience’s attention • Need: show the audience that there is a problem related to their individual interests and needs that needs to be solved • Satisfaction: propose a plan of action that will solve the problem and satisfy audience needs • Visualization: describe what the audience’s life and/or the lives of others will be like once the plan of action is implemented • Action: ask the audience to act in a way that demonstrate their personal commitment to the solution

  12. AIDA: Another interpretation of Monroe’s Motivated Sequence • Attention: get the audience’s attention • Interest: build their interest • Desire: stimulate their desire • Action: provide them with concrete action

  13. Persuasive Stories • The following stories show why people should change their opinions/behavior • Unless people change their opinion/behavior. their will be more stories like A, B, and C • (action/proposal)

  14. References • This presentation is given at Thunderbird School of Global Management

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