3 Step Process for Persuasion

The Build Up To a Great Stand Up

3-Step Process

“ If we can’t communicate, we will fail to reach our goals.” — Barry Pruitt

Link Your Message with a Short Story to Affect the Brain

NEURAL COUPLINGA story activates parts in the brain that allow the listener to turn the story into their

own ideas and experience.


DOPAMINEThe brain releases dopamine

when it experiences an emotionally-charged event,

making it easier to remember and with greater accuracy.




CORTEX ACTIVITYWhen processing facts, two different areas of the brain activate. Two is better than

one.







CORTEX ACTIVITYWhen processing facts, two different areas of the brain activate. Two is better than

one.

MIRRORINGListeners will experience

similar brain activity to each other when it’s a good story.







3-Step Process: Link Your Message with a Short Story

How to Prepare For Your Message to Be Heard,

Understood, & Embraced

Pack the listener’s mental bag and take them to your story,

explain your diagram, or offer your statistics.

STORY


1



STORYMake a clear and specific request of your audience. TELL them what you want

them to do.

POINT


1 2



STORYMake a clear and specific request of your audience. TELL them what you want

them to do.

POINTTell your audience how

THEY will gain or benefit by doing what you ask.

BENEFIT


1 2 3

BUILD Your Message in REVERSE Order

THEIR BENEFIT: Example - We’ll reduce the overlap of projects and the related costs, gain the synergy of the team working in alignment, and reduce wasted time and resources spent on unnecessary projects.


POINT: Example - We should standardize project methodology and require all project managers to use it.


STORY: Example - Gartner research indicates that over 75% of high performing organizations have a clear project management methodology with required approval steps and closeout. It often includes a committee that prioritizes projects by value to the overall organization.


PLAY Your Message FORWARD

STORY: Gartner research indicates that over 75% of high performing organizations have a clear project management methodology with required approval steps and closeout. It often includes a committee that prioritizes projects by value to the overall organization.




POINT: Standardize our project methodology and require all project managers to use it.

THEIR BENEFIT: We’ll more quickly eliminate projects that don’t make sense, gain team synergy from working in alignment, and reduce wasted time/resources spent on projects.

POINT: Standardize our project methodology and require all project managers to use it.



Your STORY Reach Your Goals With more persuasion & more quickly!

PersuasionMagic

THEIR Benefit

Your POINT

Listen first [email protected]

Put it all together 3-Step Process

3 Step Process for Persuasion

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Transcript of 3 Step Process for Persuasion