Effective persuasion v2.0

The Secret To Effective Persuasion For 1 or 1,000 people

Can be mastered by anyone. (Yes. Even you!)

Effective Persuasion

Presenter

Presentation Notes

Sales Pitch #1 –About Effective Persuasion When 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?

When did you have to persuade someone about your point of view?

Speak. So that I may hear.

What do you expect to achieve in speaking your point of view?

Who were you speaking to? What do you have in common?

age sex values wants race

language ethnicity

married IQ

needs EQ

nationality habits likes

job

Brains What do Brains like?

What is the language that Brains speak in? How is this mysterious item transmitted?

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Presentation Notes

Brains love emotions They speak in emotional terms and are heavily influenced by emotional overtones The 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.

EMOTIONS • People choose emotionally

& justify logically • Facts alone don’t convince • Disarm before persuading

STORIES • Why stories? • Which stories?

Personal vs. 3rd Party Stories • WIIFM

► ►

The Two Brains Theory What’s the size of your conscious & unconscious brain

Conscious Brain Unconscious Brain

►

The Two Brains Theory What’s the size of your conscious & unconscious brain

Conscious Brain Unconscious Brain

By Volume 0.3%

By Volume 99.7%

►

Does the Dog wag the Tail …. or does the Tail wag the Dog?

►

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Who is the dog?�Who is the tail? Who do you think makes decisions for you?

70 %

Of the body’s sense receptors are in our eyes

25% Of the brain is involved in visual processing

400,000,000 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 million instructions per

second. The human brain

does 10 quadrillion instructions per

second

The brain occupies 2% of your body mass. And uses 20% of the body’s energy

resources

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(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. Prioritise 2. Filter And that’s what our brain does very well.

4.7 KG

1.6 KG 1.4KG

7.8 KG

2 GRAMS

Sperm Whale Elephant Dolphin Human Rat

Brain Sizes

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Here are some fascinating facts about this grey organ.�A new baby's brain is only 400grams A developed adult is 1.4kg Let's compare.� Sperm Whale = 7.8kg Elephant = 4.7kg Dolphin = 1.6kg Organutan = 0.370kg Dog = 0.072kg Rat = 0.02kg Goldfish = 0.009kg

100,000BC Modern Brain Homo Sapiens 8,000BC

Formation Of Cities

2,700BC Founding

Of Egypt

Today

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Presentation Notes

The Human Brain. The modern brain is believed to have been formed 100,000 years ago.�When Homo Sapien Neanderthalensis developed into Homo Sapien Sapien.�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!�

What is your Brain designed to do? SURIVIVAL. Look out for threats.

But Mommy I want the

iPhone

Sweetie. They are not yet invented.

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That’s why you will never stop breathing in your sleep.

What else does the Brain look for? • Visual Data • Contrast • 5 Physical Senses • Loss & Threats

TEXT PIXS OR

Audio 10% Recall

Visual 35% Recall

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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.

Visual

Audio

TEXT PIXS 65%

Recall AND

Presenter

Presentation Notes

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.

How many new facts can our brains remember?

Short Term : 4 new facts per session

Long Term : 12 Terrabytes - Unlimited

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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!

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Presentation Notes

�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?

Consistency Authority Reciprocity Liking Social Proof Scarcity

Dr. Robert Cialdini ►

Formula For Effective Persuasion 1. Establish Liking & Relevance 2. Define The Problem 3. “What If …” Creating The Bridge 4. Reveal The Solution

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1. Liking & Relevance�Principle of Liking�Principle of Social Proof Inclusive – Bring the people into the group Exclusive – Explain that the people are already in the group and the others are not. (Exclusivity) 2. Defining The Problem Who is affected by the problem Is this problem a big issue for me?�Can you make the problem an issue for me?

Customer Problem

Solution

Identify & describe the

preferences & habits of the

customer

Is it a weak vitamin

problem or painkiller type

problem?

The quality and effectiveness of solution is

determined by depth of the Customer-Problem

Analysis.

Analysis & Synthesize

Extras

Nancy Duarte’s Sparkline

Presenter

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5.05mins

ACT 1 Beginning

ACT 2 Middle

ACT 3 End

Crossing The Threshold

What is. The situation

The Gap

What could be What could be What could be

What is What is What is

Reward : New Bliss

Turning Point 1 Call To Adventure

Turning Point 2 Call To Action

The audience leaves Committed to making a change, despite the difficulties

Paint a picture of the reality of the current situation.

Present contrasting contents, Alternate between What is and What could be

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Presentation Notes

Discussion (45mins) Discuss of the Sparkline format. (Insert Sparkline PPT) 1. How to begin 2. 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 action 5. 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

Business

Transcript of Effective persuasion v2.0