Six Steps to Persuasive Conversations
Here’s a proposed outline for framing a successful presentation that persuades others to act in the direction you desire:
- Write down your persuasion goal, what you hope to accomplish, what you expect others to do and the ideal time frame.
- List the questions you’ll ask your audience to determine their perceptions on the issue.
- List each of the seven internal triggers. Under each one, list every possible item that could apply. Select and prioritize the three or four triggers best suited to the situation.
- Frame your presentation with the beginning and ending that have the highest impact. The friendship trigger, coupled with the reciprocity trigger, is a great start. You’ll also want early application of the authority trigger.
- The body of the proposal, including the logic and data, will follow the other trigger information. Minimal application of logic and data will reinforce a positive decision.
- Finally, frame your closure by defining precisely what you want your audience to do, and determine how you will ask for this action.
Recommended Reading:
Cialdini, Robert B., Influence: The Psychology of Persuasion, Collins Business Essentials, 2007.
Cialdini, Robert B., Goldstein, N., Martin, S.J., Yes! 50 Scientifically Proven Ways to Be Persuasive, Free Press, 2008.
Granger, Russell H. The 7 Triggers to Yes, McGraw-Hill, 2008
