1. Passive, Pushy or Persuasive?
Sharon Ferrier

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

3. Step 1

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

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

6. Objective
Audience

7. Objective
Audience

8. Clarity

9. Step 2

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

11. Step 3

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

13. Liking

14. = Positive Interaction + Frequency
Rapport
= Positive Interaction + Frequency

15. Reciprocity

16. Authority

17. Social proof

18. Scarcity

19. Commitment & Consistency

20. Step 4

21. You’ll also need this:

22. You’ll also need this:

23. Summary
Clarity
Sell!
Persuade
Time

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

26. Sharon Ferrier MsPersuasive 0438 831 877
MsPersuasive

29. Authoritative Facilitative Prescriptive Informative Confronting
Cathartic
Catalytic
Supportive
Facilitative
Heron model 1999