Slide 80
Slide 80 text
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How do you persuade?
Charismatics Thinkers Skeptics Followers Controllers
• Simple &
straightforward
arguments
• Answer directly to
questions asked
• Visual aids to
stress features
and benefits
• Have lots of
data ready (in
backup just in
case)
• Be prepared to
dig into
analyses
• In meetings,
acknowledge
people who add
credibility to you
and your
company
• Show how things
have been done
with reputable
success cases
• Show success
cases from others
with highlight on
concrete impact
• Make sure the
approach is
explained
• Best if experts
speak or can
provide evidence
• Allow the
audience to
absorb data and
pause with silence
Results, proven,
actions, show,
watch, easy, clear,
focus
Quality, academic,
think, numbers,
intelligent, plan,
expert, proof
Feel, grasp, power,
action, suspect, trust,
demand, disrupt
Innovative, expedite,
expertise, similar to,
previous
Details, facts,
reason, logic, power,
handle. Just do it
Source: Change the Way You Persuade. Harvard Business Review, May 2002, Wiiliams, Gary A and Miiier, Robert B