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PERSUADE! Nine Strategies for Getting What You Want

PERSUADE! Nine Strategies for Getting What You Want. Persuasion. Creating a change in someone’s feelings , thoughts and behaviors. H3. Head Heart Hands. Feeling Good. We do what we think will make us feel good WII-FM. Empathy. “The essential rule

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PERSUADE! Nine Strategies for Getting What You Want

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  1. PERSUADE! Nine Strategies for Getting What You Want

  2. Persuasion Creating a change in someone’s feelings, thoughts and behaviors

  3. H3 • Head • Heart • Hands

  4. Feeling Good We do what we think will make us feel good WII-FM

  5. Empathy “The essential rule when trying to convert someone is DON’T at least not at first just listen” Dennis Ross The Missing Peace

  6. Empathy What do you need to know about the other person?

  7. 1. Credibility • Character • Competence • Caring • Confidence

  8. 1. Credibility “I’d like to give more time and money, but . . .” 84% said they doubted their donation would be put to good use. USA Today Survey

  9. 1. Credibility “If people anywhere are to willingly follow someone . . . They want to assure themselves that the person is worthy of their trust.” Kouzes & Posner

  10. 1. Credibility “In a time of universal deceit, telling the truth is a revolutionary act.” George Orwell

  11. 1. Credibility “Motivation is getting people to do something out of mutual advantage. Manipulationis getting people to do what you want them to do primarily for your advantage.” Fred Smith

  12. 2. Comparison • Everybody is doing it • Bandwagon • Line experiment • Pink ribbons • Livestrong bracelets

  13. 3. Community • Relationships – Home-based sales parties • Likability – Joe Gerard • Attractiveness – Celebrity endorsements • Similarity – Me too

  14. 4. Commitment • Foot in the door • Start small • Test drive • Free trial offer • Fence • Marriage proposal

  15. 5. Control • Reactance • Don’t tell me what to do • Inoculation – Great nurses

  16. 6. Connection • Relevant • Choose your audience • You can’t persuade everyone

  17. 7. Clarity • Simple • Concrete • Curse of knowledge

  18. 8. Color • Vivid – Paint a picture • Detailed – Be specific • Unexpected – Miller Time • Story – Giving and statistics

  19. 9. Christmas Cards • Reciprocity • Go first • Seek first to understand . . . • It’s not about you

  20. 9. Christmas Cards “In order to have influence, you must first be influenced.” Stephen Covey

  21. 9. Christmas Cards “You can have everything you want in life if you only help enough other people to get what they want.” ZigZiglar

  22. Resources • Influence Cialdini • Made to Stick Heath • Blink / Tipping Point Gladwell • How to win friends . . . Carnegie

  23. Rendall & AssociatesDavid Rendall (919) 222-6295 dave@drendall.com web - www.drendall.com lens - www.squidoo.com/fourfactors blog - www.daverendall.typepad.com

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