1. Debby Lewis The Mentor Group
Persuasion
Debby Lewis
The Mentor Group

2. Debby Lewis
Specialises in Interpersonal Skills training and is The Mentor Group’s leader of the Personal Effectiveness Team
Her emphasis is on helping managers and leaders to get the most from their teams by helping them with the ‘People dimension’

3. The Power of Persuasion
I would rather try to persuade a man to go along, because once I have persuaded him, he will stick. If I scare him, he will stay just as long as he is scared, and then he is gone.
Dwight D. Eisenhower

4. What we will cover What is Persuasion? Building rapport
The psychology behind it
Methodologies
Building rapport
Structuring a persuasive argument
Questions

5. Definitions of Persuasion
to make someone do or believe something by giving them a good reason to do it or by talking to them and making them believe it
induce (someone) to do something through reasoning or argument

6. How we communicate Words, tone and body language

7. The Communication Channel

8. A framework
Robert Cialdini “Influence – The Psychology of Persuasion”

9. The Six Principles of Influence
Reciprocity
Commitment
Social Proof
Liking
Authority
Scarcity

10. Reciprocity

11. Commitment and Consistency

12. Social Proof

13. 4. Liking

14. 5. Authority

15. 6. Scarcity

16. Building rapport

17. Representational systems
Visual
Auditory
Kinaesthetic
See
Hear
Feel
Look
Listen
Touch
Picture
Sound
Feeling

18. Active listening

19. In structuring the proposal don’t forget
What’s in it for them?
Timing
Make the proposal
Keep it simple

20. The 5Ps of Persuasion Proposal Problem Position Proof Possibilities
Position: introduction, background, hook

21. Summary Don’t avoid using persuasive techniques
Look at the issues through the other person’s eyes
Avoid over complicating things
Plan!
Remember other people are doing it to you too!

22. Debby Lewis of The Mentor Group debby.lewis@mentorgroup.co.uk
Persuasion
Debby Lewis of The Mentor Group