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Seminar Agenda

Executive Persuasion^SM Seminar

Day 1

Persuasion defined

• What is Persuasion?
• Pitfalls to Persuasion.
• Processes and principles of Persuasion.

Benchmark

• How effective are you right now?
• What feedback have you received?
• What advances have you made since Executive Presentations?
• What challenges do you face?
• Exercise: Videotaping with coaching.

T-Bar expansion

• Targeting your objective through outcome-based thinking.
• Identifying motivational needs that drive behavior.
• Linking your audience and objective to reach shared solutions and results.
• T-Bar preparation under pressure.
• The ECG Message Matrix™: Choosing the best message for each audience.

Presentation techniques

• Using your words, voice and body for passionate delivery.
• Edit to the essence of your message.
• Make your ideas concrete.
• Eliminate hazardous gaps, pitfalls, and ambiguities.
• Exercise: Videotaped T-Bar presentation.
• Feedback & discussion: Grabbers & closings, message refinement.

The process of persuasion

• Laws of Persuasion.
• Effective use of stories.
• Dealing with resistance.

Day 2

Tough questions, tough audiences

• How to stay in control during difficult or hostile questioning.
• How to anticipate and neutralize negatives.
• How to stay on track during interactive presentations.
• Exercise: The toughest questions you will face.

Control tactics

• How to take control of debate.
• How to refocus the room.
• How to use body language to control the room.
• How to wake up the audience.
• Power pauses.
• How to deal with hecklers.

Preparation and rehearsal

• Rework your plan & incorporate feedback.
• Develop an airtight strategy.
• Create key messages that speak directly to your objectives.
• Target your audience.
• Deliver with finesse and style.

Take One!

• Videotaped T-Bar presentation with Q&A.

Playback and critique

• Assess content & structure.
• Feedback from role-playing audience.
• Determine the fit of delivery and message.
• Identify strengths & weaknesses.
• Does impact match intentions?

Take Two!

• Your worst-case audience simulated.
• Respond to difficult questions.
• Take control as arguments flare among your listeners.
• Maintain composure as listeners try to derail you.
• Advance your ideas despite objections.
• Convince your skeptics.

Playback and critique

• Assess your control & composure.
• Determine your persuasive impact.
• Did you avoid defensive or angry responses?
• Watch your expression as you field difficult questions.
• Acknowledge strengths.
• Select key areas for development.

Personal development planning

• Incorporate group and instructor feedback.
• Draw conclusions from the videotape.
• Decide where your improvement emphasis should be.
• Look ahead to your next period of development.

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