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Persuasive Communication

Persuasive Communication. Craig Keyworth, MBA, CISA, PMP Scott Shea, MISM, CISA, CISSP. Persuasive Communication. Fill in the Blank (F_B). Awareness. Responsibility. Your Audience. Your Audience See them for who they are

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Persuasive Communication

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  1. Persuasive Communication Craig Keyworth, MBA, CISA, PMP Scott Shea, MISM, CISA, CISSP

  2. Persuasive Communication Fill in the Blank (F_B)

  3. Awareness

  4. Responsibility

  5. Your Audience

  6. Your Audience • See them for who they are • Find our their needs and motivations • What’s In It For Them (WIIFT)? • Build a personal rapport

  7. You

  8. You • See yourself through their eyes • Analyze your strengths and weaknesses • Have a clear idea of your objective • Snap decisions and associations

  9. Your Argument

  10. Your Argument • Imagine you are a lawyer • Understand their perspective and needs • Clear, understandable communication • Know your core message • Anticipate and adapt

  11. Heads and Hearts

  12. Heads and Hearts • Decisions have to think and feel good • Emotion inspires, logic justifies action. • Selective belief systems

  13. Pay Attention

  14. Pay Attention • Active listening • Asking questions and accepting answers • Reading non-verbal language • What else might be going on?

  15. Hurdles and Roadblocks

  16. Hurdles and Roadblocks • Natural and good • Real and perceived • You cannot handle what you don’t know

  17. Personal Growth

  18. Personal Growth • Every situation is a learning opportunity • What worked or not and why? • Gap analysis • Learn from the past. Learn in the present. Learn for the future.

  19. Comments? Questions? on Persuasive Communication Craig.Keyworth@adp.com Scott.Shea@adp.com

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