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Seminar Agenda

Executive PersuasionSM 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.


Return to the Seminar Description.

 
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