INFOGRAPHIC: Six Methods of Influence for Persuasive Presentations

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An infographic to introduce our six-part blog series based on Robert Cialdini’s methods of influencing people. We have adapted his six methods of influence to illustrate their applicability to the creation and delivery of memorable, more persuasive sales presentations...

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INFOGRAPHIC: Six Methods of Influence for Persuasive Presentations

  1. 1. Six methods of INFLUENCE for persuasive presentations Source: Cialdini, R. (1984) ‘Influence, the Psychology of Persuasion’ 1 The process of giving freely, with no expectation of anything in return. ‘Free giving’ creates a feeling of debt in the recipient which in the fullness of time, it is hoped, will be repaid. 2 A consistent approach across different platforms, as opposed to simply ‘doing the same thing over and over’. Differing service levels can lead to mistrust; the last thing you want creeping into customer relationships. 3 Essentially what other people say about you. This can range from informal commentary to formal qualifications. 4 The ability to create an aura of ‘gosh, I’d like to be like them’. The sort of behaviour that causes colleagues to say to each other, ‘wow, you know we really ought to be more like them – they’re an impressive bunch’. 5 People enjoy listening to experts. Demonstrating your authority is a good way to engage an audience. The challenge lies in achieving this without appearing to be insensitive, arrogant or boastful. 2 for 1, while stocks last. Will the supermarkets run out of stock? Unlikely. And yet, those three words are used so often to trigger action. Why? Because scarcity sells. To read more about Cialdini’s six methods of influence, visit www.activepresence.com/presentation-theory/ 6

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