scamardo.monday.speaking to influence & persuade
TRANSCRIPT
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 Credibility2. Frame Goals to Demonstrate Common Ground3. Vivid Language & Compelling Evidence4. Connect Emotionally
HBR The Necessary Art of Persuasion by Jay Conger
Step 1: Establishing Credibility
Sources of credibility: expertise & relationshipsHistory of successesListen & work in best interest of othersHonest, steady, reliable
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?
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 come alive
Vivid picture
Tangible quality
Concrete & memorable
Step 4: Connect Emotionally
Be aware of emotions and respond
Demonstrate own emotional commitment
Adjust the tone to the audience
Character may almost be called the most effective means of persuasion.
Aristotle
Dr. Monica [email protected]