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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.
