1. CANADIAN COAST GUARD AUXILIARY - PACIFIC PRINCIPLES OF PRESENTATION CANADIAN COAST GUARD AUXILIARY - PACIFIC 2008

2. CANADIAN COAST GUARD AUXILIARY - PACIFIC What is Persuasion? The art of persuasion is the art of finding the best available means of moving a specific audience in a specific situation to a specific decision

3. CANADIAN COAST GUARD AUXILIARY - PACIFIC The Persuasion Triangle Subject (Logos) Presenter (Ethos) Audience (Pathos)

4. CANADIAN COAST GUARD AUXILIARY - PACIFIC Persuasion in the Real World Presenter Subject Audience Your Needs & Interests Their Needs & Interests Your Program’s Needs & Accomplishments

5. CANADIAN COAST GUARD AUXILIARY - PACIFIC Set Up

6. CANADIAN COAST GUARD AUXILIARY - PACIFIC Set Up The whole training experience can be compromised by: an inappropriate set up of tables and chairs, lack of knowledge of the audio/visual presentation aids, the audience being any way uncomfortable, the audience being distracted by the surroundings

7. CANADIAN COAST GUARD AUXILIARY - PACIFIC Set Up The room and equipment must be properly to maximise the receptivity of the audience. Set up the seating in the room for the sort of presentation that you wish to have, e.g. talk, training, discussion. Set up so that the trainer has easy access to all members of the audience.

8. CANADIAN COAST GUARD AUXILIARY - PACIFIC Set Up Small Groups, poor view of A/V Small groups Small groups, allows interaction, good views

9. CANADIAN COAST GUARD AUXILIARY - PACIFIC Set Up Each table works alone Most formal, speaker has good access All participants have good view

10. CANADIAN COAST GUARD AUXILIARY - PACIFIC Set Up Best for large groups, but not for note taking as there are no tables

11. CANADIAN COAST GUARD AUXILIARY - PACIFIC Set Up Check the lighting in the room is correctly set. Close the shades on the windows if available to reduce distractions. On a sunny day ensure that no one has sun in their eyes or the sun overheating them and making them uncomfortable, including yourself. Make sure heating or ventilation in the room is adequate for the season.

12. CANADIAN COAST GUARD AUXILIARY - PACIFIC Set Up Where using audio visual aids, have them set up beforehand and check they are working as expected. Do not impose death by powerpoint.

13. CANADIAN COAST GUARD AUXILIARY - PACIFIC Leadership in Training

14. CANADIAN COAST GUARD AUXILIARY - PACIFIC Leadership in Training Rules 1. Be prepared. 2. Be honest. 3. Empower your class. 4. Set goals and map your key concepts. 5. Accept that you are human and can make mistakes.

15. CANADIAN COAST GUARD AUXILIARY - PACIFIC Persuading is like making a candle Melt Mold Harden Ignite

16. CANADIAN COAST GUARD AUXILIARY - PACIFIC Melt

17. CANADIAN COAST GUARD AUXILIARY - PACIFIC Melting Resistance Once set up, use the time before the meeting starts, to mingle with the participants, and to break down some of the barriers. This will make it easier to gain traction when the meeting starts.

18. CANADIAN COAST GUARD AUXILIARY - PACIFIC Melting Resistance When working with volunteers from different stations, start off with introductions of yourself and them, and include: 1. Name 2. Station 3. Background 4. Station experience Use name cards

19. CANADIAN COAST GUARD AUXILIARY - PACIFIC Melting Resistance To Melt Resistance –Be honest –Find common ground –Use humour carefully –Appreciate what they are already doing –Give realistic pros and cons –Ask them to make your case To Raise Resistance: –Be insincere –Shout “You’re wrong!” –Use weak humor –Guilt trip them –Use improbable threats –Lecture them

20. CANADIAN COAST GUARD AUXILIARY - PACIFIC Molding Opinion

21. CANADIAN COAST GUARD AUXILIARY - PACIFIC Know your Audience They are concerned about their stations’ issues and their crews/ colleagues –Make local arguments They make decisions with both their minds and hearts –Appeal to both They feel pressured by time –Show how your programs will save time, and provide greater value for their time

22. CANADIAN COAST GUARD AUXILIARY - PACIFIC Know what moves your Audience What do they all commonly want? –happy & healthy volunteers –the respect of others –to be responsible leaders –a successful station and group –to hear success stories –to avoid pain and failure Show your programs meet their needs

23. CANADIAN COAST GUARD AUXILIARY - PACIFIC Present Professionally To trust you, your audience must believe you are competent and professional person Accept the fact there may be someone in the room who knows more than you Present information accurately –The data –The names –The spelling & grammar

24. CANADIAN COAST GUARD AUXILIARY - PACIFIC Present Personally Never talk down to or over the heads of your audience Tell your story simply –Use short simple sentences –Show rather than tell –Illustrate with short stories of success

25. CANADIAN COAST GUARD AUXILIARY - PACIFIC Make Your Argument Clear Answer basic questions (Who, What, Where, When, Which and How) Show the real, positive results achievable by doing this classroom training –Show how much clearer this training is –Show what this training will achieve –Show what the training will not do if not bought into by the volunteers

26. CANADIAN COAST GUARD AUXILIARY - PACIFIC Ignite

27. CANADIAN COAST GUARD AUXILIARY - PACIFIC Ignite! By the end of your presentation, people may believe in you and agree with you, but if they do not act on your message, your presentation fails its purpose

28. CANADIAN COAST GUARD AUXILIARY - PACIFIC Believe in Your Cause To ignite others to support your cause, YOU must be on fire first Why should others care if you do not? You show your convictions by your –Passionate presentation –Confident presentation –Positive presentation

29. CANADIAN COAST GUARD AUXILIARY - PACIFIC Summarize & Seek a Decision Summarize what you already agree on –Smile –Assume the best Make a specific request –Be thorough but... –Be brief

30. CANADIAN COAST GUARD AUXILIARY - PACIFIC Principles for Powerful Persuasion Melt Resistance Mold Opinions Know your audience well Make your argument clear Present personally & professionally Harden & Ignite! Believe in your cause Summarize and make a specific request

31. CANADIAN COAST GUARD AUXILIARY - PACIFIC Does it always work? Of course not! Some people come equipped with closed minds (They’ve already decided) Some people come with busy minds (They aren’t really listening to you) Some people will not agree with you (so if you can’t convince them, at least help them be sorry they can’t agree with you)

32. CANADIAN COAST GUARD AUXILIARY - PACIFIC Remember…. Our volunteers expect us to be accountable – that our training programs will show positive results Inform them about the difference these programs are and will be making in the Auxiliary Show them that these programs are vital to growing the Auxiliary Ask them for active support without apology