PERSUADE

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PERSUADE! Nine Strategies for Getting What You
Want
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Persuasion
Creating a change in someones feelings,
thoughts and behaviors
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H3

• Head
• Heart
• Hands

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Feeling Good
We do what we think will make us feel
good WII-FM
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Empathy
The essential rule when trying to convert
someone is DONT at least not at first just
listen Dennis Ross The Missing Peace
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Empathy
What do you need to know about the other
person?
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1. Credibility

• Character
• Competence
• Caring
• Confidence

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1. Credibility
Id like to give more time and money, but . .
. 84 said they doubted their donation would be
put to good use. USA Today Survey
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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
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1. Credibility
In a time of universal deceit, telling the
truth is a revolutionary act. George
Orwell
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1. Credibility
Motivation is getting people to do something out
of mutual advantage. Manipulation is getting
people to do what you want them to do primarily
for your advantage. Fred Smith
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2. Comparison

• Everybody is doing it
• Bandwagon
• Line experiment
• Pink ribbons
• Livestrong bracelets

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3. Community

• Relationships Home-based sales parties
• Likability Joe Gerard
• Attractiveness Celebrity endorsements
• Similarity Me too

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4. Commitment

• Foot in the door
• Start small
• Test drive
• Free trial offer
• Fence
• Marriage proposal

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5. Control

• Reactance
• Dont tell me what to do
• Inoculation Great nurses

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6. Connection

• Relevant
• Choose your audience
• You cant persuade everyone

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7. Clarity

• Simple
• Concrete
• Curse of knowledge

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8. Color

• Vivid Paint a picture
• Detailed Be specific
• Unexpected Miller Time
• Story Giving and statistics

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9. Christmas Cards

• Reciprocity
• Go first
• Seek first to understand . . .
• Its not about you

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9. Christmas Cards
In order to have influence, you must first
be influenced. Stephen Covey
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9. Christmas Cards
You can have everything you want in life if
you only help enough other people to get what
they want. Zig Ziglar
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Resources

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

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Rendall AssociatesDavid Rendall

• [phone]
• dave_at_drendall.com
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