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THE LISTENER POINT OF VIEW

THE STRUCTURE. THE LISTENER POINT OF VIEW. The process of persuasion stages and the four distinct types of communicators. Your Listener. You communicate with a wide range of people, all are different individual.

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THE LISTENER POINT OF VIEW

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  1. THE STRUCTURE THE LISTENER POINT OF VIEW The process of persuasion stages and the four distinct types of communicators

  2. Your Listener • You communicate with a wide range of people, all are different individual. • Some will be agreeable to you, others antagonistic, some essentially interested, and others unconcerned. • All however have common views, which will help you persuade them: they consider and decide on whether to agree something or not in a similar way

  3. Thinking process when anyone is considering another's request for action. The process moves through seven stages: • I am important and I want to be respected. • Consider my needs. • How will your ideas help me? • What are the facts? • What are the snags? • What shall I do? • I approve (or not).

  4. Persuasion Matrix

  5. MAKING IT ACCEPTABLE • There are two factors that help make your manner acceptable. • They are an appropriate blend of "projection" and of "empathy". • "Projection" refers to the way we come across to others, particularly the confidence, credibility and power. • "Empathy" is simply the ability to put you in the other person's shoes and see things from his point of view. Not only to see them, but to be seen to do so.

  6. 4 distinct types of communicator High Projection Type 1: High Pressure Type 4: Ideal / Persuasive Low Empathy High Empathy Type 2: Take it or leave it Type 3: Weak Low Projection

  7. Type 1: High pressure • The "high pressure" communicator is over aggressive and insensitive. • They may feel they win the argument but, in fact, their projection, without empathy becomes self-defeating and switches people off.

  8. Type 2 : Take it or leave it • The "take it or leave it" communicator has little interest in the other person, nor his own ideas. • A lack of commitment to the whole process tends to let it run into the sand.

  9. Take 3 : Weak • They have good sensitivity to the other person, come across as essentially nice. • But, take the side of the listener so much that persuasion vanishes and they achieve no commitment.

  10. Type 4 : Ideal / persuasive • The "ideal" communicator is seen as having a creative understanding of the listener, being well informed and producing both agreement and commitment to the satisfaction of both sides. • Being seen to see the other person's point of views is crucial. You !!!

  11. You can tell.: PROJECTION is.. • high • “Saya dari ElectroGIV, ingin memperkenalkan produk kami, mesin cuci kualitas tinggi. Pasti sesuai dengan kebutuhananda..” • low • “Saya dari ElectroGIV, barangkali ibu mau lihat-lihatkatalogkami..” Siapa melakukan apa?

  12. You can tell.: EMPATHY is.. • high • “Putranya berapa Ibu? Dua? Masih kecil, ya? Aduh, pasti banyak cucian tiap hari. Yang kemarin belum habis hari ini sudah nambah lagi. Produk kami mesin cuci ElectroGIV bisa...” • low • “Putranya berapa Ibu? Dua? (basa basi)Kami punya produk mesin cuci ElectroGIV..” Paraphrase

  13. Projection HIEmpathy HI • Saya dari ElectroGIV,ingin memperkenalkan produk kami,mesin cuci kualitas tinggi.Pasti sesuai dengan kebutuhananda..” • “Putranya berapa Ibu? Dua? Masih kecil, ya?Aduh, pasti banyak cucian tiap hari.Yang kemarin belum habis hari ini sudah nambah lagi. Produk kami mesin cuci ElectroGIV bisa...”

  14. Projection LOEmpathy HI • “Saya dari ElectroGIV,barangkali ibu mau lihat-lihatkatalogkami..” • “Putranya berapa Ibu? Dua? Masih kecil, ya?Aduh, pasti banyak cucian tiap hari.Yang kemarin belum habis hari ini sudah nambah lagi. Produk kami mesin cuci ElectroGIV bisa...”

  15. Projection HIEmpathy LO • Saya dari ElectroGIV,ingin memperkenalkan produk kami,mesin cuci kualitas tinggi.Pasti sesuai dengan kebutuhananda..” • “Putranya berapa Ibu? Dua? (basa basi)Kami punya produk mesin cuci ElectroGIV..”

  16. Projection LOEmpathy LO • “Saya dari ElectroGIV,barangkali ibu mau lihat-lihatkatalogkami..” • “Putranya berapa Ibu? Dua? (basa basi)Kami punya produk mesin cuci ElectroGIV..”

  17. Stereotype • PL - EL • Juru taksir pegadaian • PL - EH • Pramugari, juru rawat, concierge • PH - EL • Bintara pelatih • PH - EH • Student counselor, personal trainer

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