Effective persuasion v2.0


Published on

Learn how you can be an effective persuader and create a presentation that will impress 1 or 1,000 people. Effective Persuasion is a 4 Step Process that allows you to create a powerful presentation in 30 mins.

Published in: Business
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • Sales Pitch #1 –About Effective PersuasionWhen I first started out, I was like many of you. That’s right, we are all equally good looking <big smile>Whilst I had some knowledge about how to present and had some confidence, I was not very sure if I could do a good enough job.And is that the big problem for us when we are asked to present?But let me make a case that presentation isn’t just about standing on the stage or in front of a committee. What we are really asked to do is to PERSUADE the other people.Don’t you think that’s true? When we present, we are really asked to persuade someone!Most of us, even the skilled and the confident amongst us, still feel that nervous surge of electricity when we step up.Firstly, we often don’t know enough about our audience and can’t always customise our presentation.Secondly, we often feel that we are not trained enough or not naturally gifted enough to pull off a good presentation.Finally, even if we did know, there is no guarantee that our point of view would be accepted by the members of the committee or the audience.Now, if there was a way that we could craft our presentation such that despite the different personalities in the room, they all hear something that is valuable to them and they are captivated.And if there was a formula that we could follow, which consistently delivers an powerful message everything. Then the lack my skills wouldn’t matter! And even someone like me could do a good job!And what’s more, how exciting it would be if there was such a system that could guarantee that my point of view could always be heard by the other party.That’s why today is an exciting day for all of us. Today is the day you will learn the Effective Persuasion 4 Steps Formula to successful presentations. Whether you are talking to 1 or 1,000, the 4 step formula will be able to help you be an effective persuader, despite of any perceived handicaps you may have!Firstly, the system teaches us that there is a common denominator when we are talking to 1 or 1,000 people. I’ll tell you more during the day.Secondly, the system is based on a proved formula that has been tested in all sales environment, whether you are serving a cause to “Go Green” or selling a computer solution, this step-by-step formula allows even novice presenters to become competent very quickly.Lastly, the system instructs you on the science of being persuasive and leveraging on psychological strategies that make your case simply irresistible. So, are you ready to find out more? Can I have a show of hands, who wants to jump right in now?
  • The reality is that we are always trying to get people over to our point of view.How do you feel when you are unable to convince someone?It doesn’t feel very good does it? You may feel a sense of UN-accomplishment.
  • Brains love emotionsThey speak in emotional terms and are heavily influenced by emotional overtonesThe way stories are conveyed is through : Stories.Why? Because the use of language in stories creates the emotional reality that is absorbed by our brains.
  • Who is the dog?Who is the tail?Who do you think makes decisions for you?
  • (Read from the slides)If you a brain and you had to deal with multiple instructions, demands, sensory inputs, what would you do?(Audience response)1. Prioritise2. FilterAnd that’s what our brain does very well.
  • Here are some fascinating facts about this grey organ.A new baby's brain is only 400gramsA developed adult is 1.4kg Let's compare.Sperm Whale = 7.8kgElephant = 4.7kgDolphin = 1.6kgOrganutan = 0.370kgDog = 0.072kgRat = 0.02kgGoldfish = 0.009kg
  • The Human Brain.The modern brain is believed to have been formed 100,000 years ago.When Homo SapienNeanderthalensis developed into Homo SapienSapien.The limbic system or primitive brain is what we call our subconscious brain.The new and shiny add-on is the Neo-cortex, which allows us to do really cool stuff like language, culture, technology, develop social skills ...This greatly explains who some guys get all the ladies and some don't. Damn under developed neo-cortex!
  • That’s why you will never stop breathing in your sleep.Understand that we are getting very visceral here. We are skipping a lot of false niceties and getting into the meat of the issue.In this section, we will deal with some performance strategies that will make your presentation very effective. Let’s look at some performance tips that will help you craft a good story.
  • If the brain is exposed to a lot of information, your brain will experience Cognitive Load Imbalance and essentially ignore the external stimuli.The best form of communication is :1. One idea per slide. Use of appropriate picture will increase memory recall.2. Maximum of 3-4 points due to limit on working memory.3. Pictures + Words will increase retain by 65% Words only will get 10% retention after 72 hours.
  • If the brain is exposed to a lot of information, your brain will experience Cognitive Load Imbalance and essentially ignore the external stimuli.The best form of communication is :1. One idea per slide. Use of appropriate picture will increase memory recall.2. Maximum of 3-4 points due to limit on working memory.3. Pictures + Words will increase retain by 65% Words only will get 10% retention after 72 hours.
  • The brain’s ability to recall is based on the person’s ability to concentrate and focus.It doesn’t matter about the “size” of storage but the ability to pull the information out of the brain.So how do you make the information easily accessible?In terms of memory, estimates are from 10-12 Terrabyte (1 terrabyte = 1000 gigabytes) to potentially unlimited.Which square isn’t like the others?Able to pick out the odd square because of CONTRAST. How do you create contrast in your information?By the way, there 28 x 9 = 252 squares but that didn’t stop you!
  • The 6 principles of persuasion. Now that you are aware that the subconscious mind plays a huge part in a successful presentation, what can you do to influence it? 
  • So what does it take to be an accomplished persuader?Marcus Tullius Cicero January 3, 106 BC – December 7, 43 BC; sometimes anglicized as Tully[1]) was a Romanphilosopher, statesman, lawyer, orator, political theorist, Roman consul and constitutionalist. He came from a wealthy municipal family of the equestrian order, and is widely considered one of Rome's greatest orators and prose stylists.[2][3]He introduced the Romans to the chief schools of Greek philosophy and created a Latin philosophical vocabulary (with neologisms such as humanitas, qualitas, quantitas, and essentia)[4] distinguishing himself as a linguist, translator, and philosopher.Petrarch's rediscovery of Cicero's letters is often credited for initiating the 14th-century Renaissance.[5] According to Polish historian TadeuszZieliński, "Renaissance was above all things a revival of Cicero, and only after him and through him of the rest of Classical antiquity." [6] The peak of Cicero's authority and prestige came during the eighteenth-century Enlightenment,[7] and his impact on leading Enlightenment thinkers such as John Locke, David Hume, and Montesquieu was substantial.[8] His works rank among the most influential in European culture, and today still constitute one of the most important bodies of primary material for the writing and revision of Roman history, especially the last days of the Roman Republic.[9]Though he was an accomplished orator and successful lawyer, Cicero believed his political career was his most important achievement.
  • 1. Liking & RelevancePrinciple of LikingPrinciple of Social ProofInclusive – Bring the people into the groupExclusive – Explain that the people are already in the group and the others are not. (Exclusivity) 2. Defining The ProblemWho is affected by the problemIs this problem a big issue for me?Can you make the problem an issue for me?
  • But Weissmuller did say it, jokingly, in an interview published in the June 1932 issue of Photoplay magazine. He told the Photoplay reporter: “I didn’t have to act in Tarzan, the Ape Man — just said, ‘Me Tarzan, you Jane.’” After that, his quip became an oft-used comic catchphrase that many people mistakenly assume came from one of Weissmuller’s Tarzan movies. In that scene, Tarzan learns the words me, you, Jane and Tarzan, though he doesn’t put them together in the famous formulation.After Tarzan saves Jane (actress Maureen O’Sullivan) from a leopard, she tries to communicate with him. It almost plays like an Abbott and Costello comedy bit. JANE: “Thank you for protecting me.” TARZAN: “Me?” JANE: “I said, thank you for protecting me.” TARZAN: (Pointing at her.) “Me?” JANE: “No. I’m only ‘Me’ for me.” TARZAN: (Pointing at Jane again.) “Me.” JANE: “No. To you, I’m ‘You.’” TARZAN: (Pointing at himself.) “You.” JANE: “No. I’m Jane Parker. Understand? Jane. Jane.” TARZAN: (Pointing at her.) “Jane. Jane. Jane.” JANE: “Yes, Jane! (She points at him.) And, you? (She points at herself again.) Jane.” TARZAN: (Pointing at her) “Jane.” JANE: “And you? (Pointing at him.) You?” TARZAN: (Jabbing himself in the chest.) “Tarzan! Tarzan!” JANE: “Tarzan!” TARZAN: (Pointing at her and them himself.) “Jane. Tarzan.”At this point, Weissmuller begins repeatedly poking her chest, then his own, saying “Jane. Tarzan. Jane. Tarzan.” — faster and faster — until O’Sullivan finally begs him to stop.
  • Open the Worksheet Sample.
  • 5.05mins
  • Discussion (45mins)Discuss of the Sparkline format.(Insert Sparkline PPT) 1. How to begin2. Start the journey. Shock the audience.3. Develop the story. Use contrasts to create excitement.What is the audience's perspectives and the new (shocking) perspectives.4. Call to action5. End with what could be Add flavour by mixing speakers or other media sources to keep the excitement up. What's your STAR (Something They'll Always Remember) What's your follow-up.How can you encourage your audience to think and commit?
  • Effective persuasion v2.0

    1. 1. The Secret To Effective Persuasion For 1 or 1,000 people
    2. 2. Effective PersuasionCan be mastered by anyone.(Yes. Even you!)
    3. 3. When did you have to persuadesomeone about your point of view? Speak. So that I may hear.
    4. 4. What do you expect to achievein speaking your point of view?
    5. 5. Who were you speaking to?What do you have in common?
    6. 6. nationality habitsvalues wantsjob sex race likes ethnicity agelanguage EQ IQ needs married
    7. 7. Brains What do Brains like?What is the language that Brains speak in?How is this mysterious item transmitted?
    8. 8. EMOTIONS• People choose emotionally & justify logically• Facts alone don’t convince• Disarm before persuading
    9. 9. STORIES• Why stories?• Which stories? Personal vs. 3rd Party Stories• WIIFM ►
    10. 10. The Two Brains TheoryWhat’s the size of your conscious & unconscious brain Conscious Brain Unconscious Brain ►
    11. 11. The Two Brains TheoryWhat’s the size of your conscious & unconscious brain By Volume 99.7% By Volume 0.3% Conscious Brain Unconscious Brain ►
    12. 12. Does the Dog wag the Tail ….or does the Tail wag the Dog? ►
    13. 13. % 400,000,00070Of the body’ssense receptorsare in our eyes Bits of data per second is handled by your subconscious mind Our conscious mind can only perceive 2,000 Bits Of Data Per Second A standard laptop does 100 million25% Of the brain is involved in visual processing instructions per second. The human brainThe brain occupies 2% of does 10 quadrillionyour body mass. And uses instructions per20% of the body’s energy second resources
    14. 14. Brain Sizes 7.8 KG 4.7 KG 1.6 KG 1.4KG 2 GRAMSSperm Whale Elephant Dolphin Human Rat
    15. 15. 100,000BC Modern Brain Homo Sapiens 8,000BC Formation Of Cities 2,700BC Today Founding Of Egypt
    16. 16. What is your Brain designed to do? SURIVIVAL. Look out for threats. Sweetie. They are not yet invented.But Mommy I want the iPhone
    17. 17. What else does the Brain look for?• Visual Data• Contrast• 5 Physical Senses• Loss & Threats
    18. 18. AudioTEXT 10% RecallPIXS OR 35% Visual Recall
    19. 19. VisualTEXTPIXS AND 65% Recall Audio
    20. 20. How many new factscan our brains remember? Short Term : 4 new facts per session Long Term : 12 Terrabytes - Unlimited
    21. 21. ConsistencyAuthorityReciprocityLikingSocial ProofScarcityDr. Robert Cialdini ►
    22. 22. Formula For Effective Persuasion1. Establish Liking & Relevance2. Define The Problem3. “What If …” Creating The Bridge4. Reveal The Solution
    23. 23. Identify & Is it a weak describe the vitaminpreferences & problem or habits of the painkiller type customer problem? Customer Problem Analysis & Synthesize The quality and effectiveness of solution is Solution determined by depth of the Customer-Problem Analysis.
    24. 24. Extras
    25. 25. Nancy Duarte’s Sparkline
    26. 26. ACT 1 ACT 2 ACT 3 Crossing The Beginning Middle End ThresholdPaint a picture of Present contrasting contents, The audience leavesthe reality of the Alternate between What is and What could be Committed to makingcurrent situation. a change, despite the difficulties Reward : What could be What could be What could be New Bliss The Gap What is. What is What is What is The situation Turning Point 1 Turning Point 2 Call To Adventure Call To Action