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Speaking to Influence & Persuade
DR. MONICA SCAMARDO
MONICA@VARIATECONSULTING.COM
2013 Annual Training Conference
Who are you trying to persuade?
What do you want them to do?
Has someone ever changed your mind?
4 Essential Steps to Persuade & Influence
1. Establish Credibility
2. Frame Goals to Demonstrate Common Ground
3. Vivid La...
Step 1: Establishing Credibility
Sources of credibility: expertise & relationships
History of successes
Listen & work i...
Ask Yourself
 How will others perceive my knowledge about the strategy or change?
 Do I have a track record in this area...
Style Profile
From HRDQ
Communication Style Strengths
Communication Style Trouble Spots
Interacting With Different Styles
Step 2: Frame Goals to
Demonstrate Common Ground
 Process of ID shared benefits
Step 3: Provide Evidence
 Supplement numerical data with examples, stories,
metaphors, and analogies to make positions co...
Step 4: Connect Emotionally
 Be aware of emotions and respond
 Demonstrate own emotional commitment
 Adjust the tone to...
Character may almost be called the
most effective means of persuasion.
Aristotle
Dr. Monica Scamardo
monica@variateconsult...
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Scamardo.monday.speaking to influence & persuade

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Scamardo.monday.speaking to influence & persuade

  1. 1. Speaking to Influence & Persuade DR. MONICA SCAMARDO MONICA@VARIATECONSULTING.COM 2013 Annual Training Conference
  2. 2. Who are you trying to persuade? What do you want them to do?
  3. 3. Has someone ever changed your mind?
  4. 4. 4 Essential Steps to Persuade & Influence 1. Establish Credibility 2. Frame Goals to Demonstrate Common Ground 3. Vivid Language & Compelling Evidence 4. Connect Emotionally HBR The Necessary Art of Persuasion by Jay Conger
  5. 5. Step 1: Establishing Credibility Sources of credibility: expertise & relationships History of successes Listen & work in best interest of others Honest, steady, reliable
  6. 6. Ask Yourself  How will others perceive my knowledge about the strategy or change?  Do I have a track record in this area that others know about and respect?  Do those I am hoping to persuade see me as helpful, trustworthy, and supportive?  Will they see me as someone in sync with them-emotionally, intellectually, and politically-on issues like this one?
  7. 7. Style Profile From HRDQ
  8. 8. Communication Style Strengths
  9. 9. Communication Style Trouble Spots
  10. 10. Interacting With Different Styles
  11. 11. Step 2: Frame Goals to Demonstrate Common Ground  Process of ID shared benefits
  12. 12. Step 3: Provide Evidence  Supplement numerical data with examples, stories, metaphors, and analogies to make positions come alive  Vivid picture  Tangible quality  Concrete & memorable
  13. 13. Step 4: Connect Emotionally  Be aware of emotions and respond  Demonstrate own emotional commitment  Adjust the tone to the audience
  14. 14. Character may almost be called the most effective means of persuasion. Aristotle Dr. Monica Scamardo monica@variateconsulting.com

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