Passive Pushy or Persuasive Sharon Ferrier Passive Persuasion

Passive, Pushy or Persuasive? Sharon Ferrier

Passive Persuasion means to win others over, not to defeat them Persuasive Pushy Influence: The power to cause changes without directly forcing them to happen

Step 1

Clarity of message Objective What do you want people to do, say, think or feel?

Uncover the WIIFM What’s In It For Me? Audience

Objective Audience

Objective Audience

Clarity

Step 2

Think like a salesperson Attention The Grab Need WIIFM Emotion Stories Logic Facts Action So… what now? Facts tell, stories sell!

Step 3

Include elements of persuasion Robert Cialdini’s six pillars of persuasion

Liking

Rapport = Positive Interaction + Frequency

Reciprocity

Authority

Social proof

Scarcity

Commitment & Consistency

Step 4

You’ll also need this:

You’ll also need this:

Clarity Time Summary Persuade Sell!

Your persuasion plan Prepare Meet Discuss Follow up • Your objective • Audience • Setting • Rapport development • Deliver your presentation & call to action • Agree on next steps • Thank them • Create a sense of urgency

Sharon Ferrier www. persuasivepresentations. com. au www. persuasivepresentations. wordpress. com Ms. Persuasive 0438 831 877

Authoritative • Prescriptive • Informative • Confronting Facilitative • Cathartic • Catalytic • Supportive Heron model 1999