2. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 1 Persuasive Communication for Career Success A Companion Presentation for Your Career: How to Make It Happen

3. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 2 Two Primary Goals Focus On: YOU How YOU Can: 1.Connect quickly and persuasively with others 2.Project credibility YOU How YOU Can: 1.Connect quickly and persuasively with others 2.Project credibility

4. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 3 What Are the Brain Functions During Communication Process? 15% engaged in the communication process 85% engaged in other activities

5. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 4 Shrinking!Shrinking!Shrinking!Shrinking! Shrinking!Shrinking!Shrinking!Shrinking! As reflected by the length of TV ads YearLength of Ad 1960 90 seconds Today 15 seconds As reflected by the length of TV ads YearLength of Ad 1960 90 seconds Today 15 seconds American Attention Span

6. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 5 IncreaseIncreaseIncreaseIncrease Increase  Attention you receive  Credibility you project  Attention you receive  Credibility you project Let’s Learn How to

7. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 6 The Handshake Is Powerful 1.The handshake is the most impacting element of a person-to-person meeting. 2.Describe what you think makes a good handshake.

8. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 7 Explain What Makes a Good Handshake Explain What Makes a Good Handshake 1.Extended hand, palm up 2.Connect at base of thumb 3.Give good eye contact 4.Grasp firmly, don’t crush 5.Move whole arm, not just wrist 6.Smile

9. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 8 Bert Decker, Communications Expert Trains Presidential Candidates Mr. Decker trains candidates to persuade in 15-second commercials. You’ve Got to Be Believed to Be Heardsecret His book, You’ve Got to Be Believed to Be Heard, reveals the secret to persuading: positive emotional contact “Make positive emotional contact with the listener(s).” positive emotional contact “Make positive emotional contact with the listener(s).”

10. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 9 Messages are Processed by Brain in Two Stages Stage One = Emotional Response limbic system positive, negative, or neutral  The emotional center (limbic system) assesses all verbal and nonverbal cues—instinctively judges them as positive, negative, or neutral. Stage Two = Reasoning Center  cortex meaning and credibility  Message sent to reasoning (cortex) center of brain for meaning and credibility. Stage Two = Reasoning Center  cortex meaning and credibility  Message sent to reasoning (cortex) center of brain for meaning and credibility.

11. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 10 The Night Before A Major Event...  A critical interview or meeting: dream –Your dream job highly important to YOU –Persuading regarding something highly important to YOU! What do you worry the most about regarding your persuasive abilities? What do you worry the most about regarding your persuasive abilities? People typically worry most about what they will say—they want to sound convincing and sharp. People typically worry most about what they will say—they want to sound convincing and sharp.

12. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 11 Three Sources of Communication: Which Makes Biggest Initial Impact? Verbal (words) Nonverbal (Body Language) Voice Qualities 10%10% 40%40% 50%50%

13. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 12 Which Makes Biggest Initial Impact? Which Makes Biggest Initial Impact? 10%10% 40%40% 50%50% Verbal= 10% Voice Qualities = 40% Nonverbal = 50% Verbal= 10% Voice Qualities = 40% Nonverbal = 50% Nonverbal = biggest impact!

14. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 13 Negative Closed to negative nonverbals Neutral Still deciding Positive Open to positive nonverbals Three Receiver Responses Possible:

15. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 14 POSITIVE POSITIVE first responses increase persuasiveness by 50 to 100%! POSITIVE POSITIVE first responses increase persuasiveness by 50 to 100%!

16. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 15 quickly The more quickly you connect positively, the more quickly the receiver finds you credible. quickly The more quickly you connect positively, the more quickly the receiver finds you credible.

17. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 16 YOU POSITIVE How can YOU get a POSITIVE first response from receivers? Positive Open to positive nonverbals

18. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 17 The Persuasive Connection Positive projects credibility and trust Negative projects lack of credibility.Receivers respond first—most intensely to nonverbals. Positive projects credibility and trust Negative projects lack of credibility. Negative nonverbals block your message (receiver is stuck in Stage 1, Emotional Response). Positive projects credibility and trust Negative projects lack of credibility.Receivers respond first—most intensely to nonverbals. Positive projects credibility and trust Negative projects lack of credibility. Negative nonverbals block your message (receiver is stuck in Stage 1, Emotional Response).

19. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 18 3. 3.Most of us aim speech at the listeners’ reasoning brain center, neglecting the influential emotional center. Boost Your Persuasiveness Aim to connect positively with the receiver’s emotional center through positive nonverbals! Boost Your Persuasiveness Aim to connect positively with the receiver’s emotional center through positive nonverbals! The Persuasive Connection A BIG MISTAKE!

20. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 19 To Be Persuasive, You Must Project Trust You must first convince the emotional center by conveying trust/believability. Trust Is: –Emotionally based –Learned in infancy –Permanently embedded in limbic (emotional) center of the brain

21. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 20 NOTE: NOTE: This is exactly how, as adults, we first evaluate trustworthiness of others. 1.Smiled 2. Radiated warmth, caring, confidence 3.Whose touch conveyed strength and composure 4. Were likable 5. Don’t nip at our heels... We Learned to TRUST People Who: We Learned to TRUST People Who:

22. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 21 Nonverbals (Body Language) Are Key to Convey Credibility Quickly credible Nonverbals that generate the positive first response and help make us credible and trustworthy convey: WarmthWarmth CaringCaring ConfidenceConfidence StrengthStrength ComposureComposure credible Nonverbals that generate the positive first response and help make us credible and trustworthy convey: WarmthWarmth CaringCaring ConfidenceConfidence StrengthStrength ComposureComposure

23. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 22 Nonverbal ActionMessage Nonverbal ActionMessage Handshake: 1. Handshake: Strength, warmth, Firm, warm composure Facialexpression 2. Facial expression: Warmth, caring Comfortable smile, pleasant expression Eyecontact 3. Eye contact: Confidence, strength Direct, comfortable Nonverbal ActionMessage Nonverbal ActionMessage Handshake: 1. Handshake: Strength, warmth, Firm, warm composure Facialexpression 2. Facial expression: Warmth, caring Comfortable smile, pleasant expression Eyecontact 3. Eye contact: Confidence, strength Direct, comfortable How to Target Nonverbals to How to Target Nonverbals to Project Credibility, Trust, Project Credibility, Trust, 24

24. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 23 Nonverbal ActionMessage Posture 4.Posture: Erect sitting and Confidence, strength standing. Keep head, up, eyes front, body relaxed, don’t fidget Voice: 5.Voice: Energetic, Strength, warmth, pleasant melodyconfidence Walk: 6.Walk: Tall, deliberate, Confidence, strength sense of direction Nonverbal ActionMessage Posture 4.Posture: Erect sitting and Confidence, strength standing. Keep head, up, eyes front, body relaxed, don’t fidget Voice: 5.Voice: Energetic, Strength, warmth, pleasant melodyconfidence Walk: 6.Walk: Tall, deliberate, Confidence, strength sense of direction 24 Target Nonverbals to Target Nonverbals to Project Credibility, Trust Project Credibility, Trust

25. Copyright © by Julie G. Levitt. All rights reserved. Slide Number: 24 Connect Persuasively With Others—How? Convey Convey Through Through 1. CompetenceProfessional handshake 2. TrustPleasant facial expression 3. ConfidenceDirect, comfortable eye contact 4. CompetenceStrong posture 5. Competence & Warmth Friendly tone of voice 6. Competence & Strength Tall, deliberate walk