Scamardo.monday.speaking to influence & persuade

Speaking to Influence & PersuadeDR. MONICA SCAMARDOMONICA@VARIATECONSULTING.COM

2013 Annual Training Conference

Who are you trying to persuade?

What do you want them to do?

Has someone ever changed your mind?

4 Essential Steps to Persuade & Influence

1. Establish Credibility2. Frame Goals to Demonstrate Common Ground3. Vivid Language & Compelling Evidence4. Connect Emotionally

HBR The Necessary Art of Persuasion by Jay Conger

Step 1: Establishing Credibility

Sources of credibility: expertise & relationshipsHistory of successesListen & work in best interest of othersHonest, steady, reliable

Ask Yourself How will others perceive my knowledge about the strategy or change?

Do I have a track record in this area that others know about and respect?

Do those I am hoping to persuade see me as helpful, trustworthy, and supportive?

Will they see me as someone in sync with them-emotionally,intellectually, and politically-on issues like this one?

Style Profile

From HRDQ

Communication Style Strengths

Communication Style Trouble Spots

Interacting With Different Styles

Step 2: Frame Goals to Demonstrate Common Ground

Process of ID shared benefits

Step 3: Provide Evidence Supplement numerical data with examples, stories,

metaphors, and analogies to make positions come alive

Vivid picture

Tangible quality

Concrete & memorable

Step 4: Connect Emotionally

Be aware of emotions and respond

Demonstrate own emotional commitment

Adjust the tone to the audience

Character may almost be called the most effective means of persuasion.  

Aristotle

Dr. Monica Scamardomonica@variateconsulting.com