persuasive communication craig keyworth, mba, cisa, pmp scott shea, mism, cisa, cissp
TRANSCRIPT
Persuasive Communication
Craig Keyworth, MBA, CISA, PMP Scott Shea, MISM, CISA, CISSP
Persuasive Communication
Fill in the Blank (F_B)
Awareness
Responsibility
Your Audience
Your Audience
- See them for who they are
- Find our their needs and motivations
- What’s In It For Them (WIIFT)?
- Build a personal rapport
You
You
- See yourself through their eyes
- Analyze your strengths and weaknesses
- Have a clear idea of your objective
- Snap decisions and associations
Your Argument
Your Argument
- Imagine you are a lawyer
- Understand their perspective and needs
- Clear, understandable communication
- Know your core message
- Anticipate and adapt
Heads and Hearts
Heads and Hearts
- Decisions have to think and feel good
- Emotion inspires, logic justifies action.
- Selective belief systems
Pay Attention
Pay Attention
- Active listening
- Asking questions and accepting answers
- Reading non-verbal language
- What else might be going on?
Hurdles and Roadblocks
Hurdles and Roadblocks
- Natural and good
- Real and perceived
- You cannot handle what you don’t know
Personal Growth
Personal Growth
- Every situation is a learning opportunity
- What worked or not and why?
- Gap analysis
- Learn from the past.
Learn in the present.
Learn for the future.
