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Seminar Agenda

Executive Persuasion℠ Seminar

Day 1

The Art & Science of Persuasion

• Theories of Persuasive Communication
• Types of Persuasive Messages
• Myths about Persuasion
• Persuasion in Historical and Cultural Context

Benchmark Recording

• 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: Recording with coaching.

Persuasion Principles

• Presenter characteristics
• Audience characteristics
• Three sources of persuasion in rhetoric
• Advance your ideas despite objections
• Convince your skeptics

T-Bar expansion: Introducing the ECG Message Matrix℠

• Targeting your objective through outcome-based thinking.
• 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.

Take One!

• Record expanded T-Bar presentation

Increasing Your Persuasive Impact

• Using words, voice and body for passionate delivery
• Refining your message
• Grabbers & closers
• Effective use of stories
• Dealing with resistance

Day 2

Tough questions, tough audiences

• Remain in control during difficult or hostile questioning
• Anticipate and neutralize negatives
• Stay on track during interactive presentations
• Exercise: The toughest questions you will face

Control tactics

• Take control of debate
• Refocus the room
• Use body language to control the room
• Wake up the audience

Prepare and rehearse

• 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 Two!

• Record your 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 Three!

• Responding to difficult questions
• Managing emotionally-charged audiences
• Maintaining composure

Playback and critique

• Assess your control & composure
• Determine your persuasive impact
• 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 recording
• Decide where your improvement emphasis should be
• Look ahead to your next period of development

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