Tags |
|
|
Links |
|
|
Suggest You - Influencing Your Audience With Your Presentation
Why be a Hot dog man (or woman)? If you're reading this, maybe you're looking for the answer. As someone once said: "Just when you think you have the answers, I change the questions!"For me, I wanted a low key business that involved lots of interaction with people. I like most people and enjoy chatting about the news of the day, the Red Sox, football, the weather, kids, wives, families etc. I was a commissioned salesperson for 20 years before I started this venture, so I know about people. I just wanted to deal with people straight up, without an angle. I have something they want and I give it to them-SIMPLE. I wanted no more of the stress and high pressure of commissioned sales.I also wanted to be involved with hot dogs because I like hot dogs and I feel the way I cook and serve my hot dogs is the best way; I have never found a hot dog anywhere that tastes quite
People who use Participation and Trust tend to be active listeners who seek other people's contributions and are willing to give freedom and responsibility. Those who are influenced in this manner like to get involved with what you are saying.
Which styles do you normally use?
From the above descriptions, it may be obvious to yourself which styles you tend to favour. If not or if you would like to confirm your normal style(s) run the quiz that is available from our web site www.businesspresentation.biz This questionnaire is written in Excel. It provides an analysis of your default styles. It is probably more important to recognise the styles that you favour least. This will highlight areas where you can improve.
The next time you talk to a group of people, that you communicate with regularly, try using the style with your lowest score. You may be surprised by their reaction.
Which style to use when?
Prior to giving any presentation, it is highly unlikely that you will be able to determine the preferred influencing s
I got a call from a friend of mine who had just joined a small company as Marketing Director. After auditing the firm’s marketing practices, he determined that the old company name had to go. The old name too closely resembled another firm’s moniker and it was causing confusion in the marketplace. With new ownership at the firm, a change seemed to make sense.He called me looking for some ideas for a new name and I gladly helped; in fact, we came up with a new company name that could be used as his URL with a dotcom suffix. All it took was 15 minutes. I was very pleased since it took me nearly six months to come up my new book’s name First, Best, or Different; it was agonizing.After we hung up I started to think about how a name change will impact his firm. I wrote a list of all the things, little or big, that a name change might impact. The list was frightening.
Different people influence and are influenced in different ways. Most people will usually try to influence others in the way that most influences themselves. So if you are convinced through logical argument based on facts, you will usually try to convince others based on the use of logic and facts. The problem with this is that it is not always the best approach. There are four main influencing styles, each of which will appeal to a different type of person.
Common Vision
Common Vision aims to identify a shared objective for the future of a group and to strengthen the group members' belief that through their collective and individual efforts, that vision can become reality. It involves appealing to people's hopes, values and aspirations and by so doing, animating them. It also aims to makes participants feel a part of a group, which shares a common purpose. This gives the group added purpose, strength and confidence.
To be successful with the Common Vision approach, you need to be able to share the bigger picture with a degree of enthusiasm and commitment to carry people with you.
There are two aspects of Common Vision:
• Articulating Exciting Possibilities,
• Generating a Shared Identity.
People who use Common Vision tend to be able to see and articulate exciting project possibilities and are able to appeal to the emotions of others. People who are most influenced by this style will become bored with lots of detail and will only be interested in the overview.
Assertive Persuasion
Assertive Persuasion is an evidence-based approach. It uses the power of logic, facts and opinions to persuade others. The basis for agreement and approval is the soundness of the other person’s reasoning. In other words, for every point you make, you should provide supporting evidence.
It is a "push" style (like R&P below) because you "force" others to accept your view or conclusion by the logic of your arguments.
Assertive Persuasion has two aspects:
• Proposing Solutions
• Reasoning For and Against.
The focus is on logical argument versus appealing to the emotions.
People who use Assertive Persuasion tend to be highly verbal and articulate, persistent and energetic and usual come forward with ideas and suggestions. People who like this style will often ask for examples or the evidence to support your claims. This style is a favourite of many scientists and technical staff.
Reward and Punishment
Reward and Punishment uses pressure and incentives to control others' behaviour. It is the classic carrot and stick approach to influencing. This style involves outlining the positives and negatives of a problem. It involves showing what the group will get by complying with the suggested changes and highlighting the potential threats if they do not.
Naked power may be used, or more indirect and veiled pressures may be exerted through the use of status, prestige, and formal authority. Liberal use of praise and criticism is common, although it is most effective when it involves the heavier use of praise than of criticism. e.g. if we make the change we meet the standard, but if we do not change we will be sub-standard.
There are three aspects comprising the Reward and Punishment style:
• Evaluating
• Prescribing Goals and Expectations
• Incentives and Pressures
People who use Reward and Punishment tend to be very specific and detailed in their communication and are often more critical than balanced in their use of reward/praise. People influenced in this way will often look for problems with the plans.
Participation and Trust
Participation and Trust pulls others toward what is desired or required by involving them in the decision making process. By actively listening and involving others, the influencer increases the commitment to the task, with follow-up and supervision becoming less critical. To be successful, people should feel that they have something to offer and that the group appreciates their contribution. An atmosphere of mutual trust and co-operation is conducive to participation. You can achieve this by asking them their opinion during your presentation. e.g. "What do you think about the proposed changes?" or "How could you help this project?"
There are three aspects to Participation and Trust:
• Personal Disclosure
• Recognizing and Involving Others
• Testing and Expressing Understanding
This style makes others feel that their contributions are valued but you must leave yourself open to influence in order to influence others.
People who use Participation and Trust tend to be active listeners who seek other people's contributions and are willing to give freedom and responsibility. Those who are influenced in this manner like to get involved with what you are saying.
Which styles do you normally use?
From the above descriptions, it may be obvious to yourself which styles you tend to favour. If not or if you would like to confirm your normal style(s) run the quiz that is available from our web site www.businesspresentation.biz This questionnaire is written in Excel. It provides an analysis of your default styles. It is probably more important to recognise the styles that you favour least. This will highlight areas where you can improve.
The next time you talk to a group of people, that you communicate with regularly, try using the style with your lowest score. You may be surprised by their reaction.
Which style to use when?
Prior to giving any presentation, it is highly unlikely that you will be able to determine the preferred influencing st
Dealing with the public is not easy! That’s a wide open statement if I might say so myself, so allow me to try to explain and I am smart enough to know full well that at times, I too”am” the public.For the past 37 years I have been self employed always servicing the public whether it was in my restaurant, my clothing store or my gift shop. There has to be a pill out there specifically designated to take prior to servicing the public. The public can be nice; they can be easy, they can be agreeable “but” not often. It seems to me that the more hectic our lives become, the older we get, the more we our frustrations out on those who service us, whether it be in the service industry, the retail industry or the poor guy just pumping our gas. As I am now in the insurance business, I deal with the public by way of telephone and face to face all day long, five days a week,
• Articulating Exciting Possibilities,
• Generating a Shared Identity.
People who use Common Vision tend to be able to see and articulate exciting project possibilities and are able to appeal to the emotions of others. People who are most influenced by this style will become bored with lots of detail and will only be interested in the overview.
Assertive Persuasion
Assertive Persuasion is an evidence-based approach. It uses the power of logic, facts and opinions to persuade others. The basis for agreement and approval is the soundness of the other person’s reasoning. In other words, for every point you make, you should provide supporting evidence.
It is a "push" style (like R&P below) because you "force" others to accept your view or conclusion by the logic of your arguments.
Assertive Persuasion has two aspects:
• Proposing Solutions
• Reasoning For and Against.
The focus is on logical argument versus appealing to the emotions.
People who use Assertive Persuasion tend to be highly verbal and articulate, persistent and energetic and usual come forward with ideas and suggestions. People who like this style will often ask for examples or the evidence to support your claims. This style is a favourite of many scientists and technical staff.
Reward and Punishment
Reward and Punishment uses pressure and incentives to control others' behaviour. It is the classic carrot and stick approach to influencing. This style involves outlining the positives and negatives of a problem. It involves showing what the group will get by complying with the suggested changes and highlighting the potential threats if they do not.
Naked power may be used, or more indirect and veiled pressures may be exerted through the use of status, prestige, and formal authority. Liberal use of praise and criticism is common, although it is most effective when it involves the heavier use of praise than of criticism. e.g. if we make the change we meet the standard, but if we do not change we will be sub-standard.
There are three aspects comprising the Reward and Punishment style:
• Evaluating
• Prescribing Goals and Expectations
• Incentives and Pressures
People who use Reward and Punishment tend to be very specific and detailed in their communication and are often more critical than balanced in their use of reward/praise. People influenced in this way will often look for problems with the plans.
Participation and Trust
Participation and Trust pulls others toward what is desired or required by involving them in the decision making process. By actively listening and involving others, the influencer increases the commitment to the task, with follow-up and supervision becoming less critical. To be successful, people should feel that they have something to offer and that the group appreciates their contribution. An atmosphere of mutual trust and co-operation is conducive to participation. You can achieve this by asking them their opinion during your presentation. e.g. "What do you think about the proposed changes?" or "How could you help this project?"
There are three aspects to Participation and Trust:
• Personal Disclosure
• Recognizing and Involving Others
• Testing and Expressing Understanding
This style makes others feel that their contributions are valued but you must leave yourself open to influence in order to influence others.
People who use Participation and Trust tend to be active listeners who seek other people's contributions and are willing to give freedom and responsibility. Those who are influenced in this manner like to get involved with what you are saying.
Which styles do you normally use?
From the above descriptions, it may be obvious to yourself which styles you tend to favour. If not or if you would like to confirm your normal style(s) run the quiz that is available from our web site www.businesspresentation.biz This questionnaire is written in Excel. It provides an analysis of your default styles. It is probably more important to recognise the styles that you favour least. This will highlight areas where you can improve.
The next time you talk to a group of people, that you communicate with regularly, try using the style with your lowest score. You may be surprised by their reaction.
Which style to use when?
Prior to giving any presentation, it is highly unlikely that you will be able to determine the preferred influencing s
You are if you stand by while your public relations people futz around with communications tactics instead of nailing down those outside audience behaviors that help you reach your objectives.No slap at communications tactics. They come in real handy at the right time, as noted later in this piece.But the real public relations opportunity lies with this reality: People act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change or reinforce that opinion by reaching, persuading and moving-to-desired-action those people whose behaviors affect the organization, the public relations mission is accomplished.What it does for you, is put the spotlight where it belongs by delivering the key external audience behaviors you need to help achieve your mission objectives. So look a
Reward and Punishment
Reward and Punishment uses pressure and incentives to control others' behaviour. It is the classic carrot and stick approach to influencing. This style involves outlining the positives and negatives of a problem. It involves showing what the group will get by complying with the suggested changes and highlighting the potential threats if they do not.
Naked power may be used, or more indirect and veiled pressures may be exerted through the use of status, prestige, and formal authority. Liberal use of praise and criticism is common, although it is most effective when it involves the heavier use of praise than of criticism. e.g. if we make the change we meet the standard, but if we do not change we will be sub-standard.
There are three aspects comprising the Reward and Punishment style:
• Evaluating
• Prescribing Goals and Expectations
• Incentives and Pressures
People who use Reward and Punishment tend to be very specific and detailed in their communication and are often more critical than balanced in their use of reward/praise. People influenced in this way will often look for problems with the plans.
Participation and Trust
Participation and Trust pulls others toward what is desired or required by involving them in the decision making process. By actively listening and involving others, the influencer increases the commitment to the task, with follow-up and supervision becoming less critical. To be successful, people should feel that they have something to offer and that the group appreciates their contribution. An atmosphere of mutual trust and co-operation is conducive to participation. You can achieve this by asking them their opinion during your presentation. e.g. "What do you think about the proposed changes?" or "How could you help this project?"
There are three aspects to Participation and Trust:
• Personal Disclosure
• Recognizing and Involving Others
• Testing and Expressing Understanding
This style makes others feel that their contributions are valued but you must leave yourself open to influence in order to influence others.
People who use Participation and Trust tend to be active listeners who seek other people's contributions and are willing to give freedom and responsibility. Those who are influenced in this manner like to get involved with what you are saying.
Which styles do you normally use?
From the above descriptions, it may be obvious to yourself which styles you tend to favour. If not or if you would like to confirm your normal style(s) run the quiz that is available from our web site www.businesspresentation.biz This questionnaire is written in Excel. It provides an analysis of your default styles. It is probably more important to recognise the styles that you favour least. This will highlight areas where you can improve.
The next time you talk to a group of people, that you communicate with regularly, try using the style with your lowest score. You may be surprised by their reaction.
Which style to use when?
Prior to giving any presentation, it is highly unlikely that you will be able to determine the preferred influencing s
No matter what happens in future, to secure present, small business will have to mend their ways with lot of care regarding their financial condition, as one small error could lead to a total disaster taking them towards bankruptcy. That’s why budgeting software’s with excellent forecasting tips to foresee their future are readily available to assist. This also helps them in taking decisions for the company as they can now know how much money has to be spent to fund existing or new project. Having good budgeting software is one thing and making full use of it is another thing. One has to make sure the software that they have selected can be installed and configured in easy steps which are understood by everyone who is going to use it immediately. We have listed down 5 strong and easy to use budgeting and forecasting software’s a company must consider working with.1.
Participation and Trust
Participation and Trust pulls others toward what is desired or required by involving them in the decision making process. By actively listening and involving others, the influencer increases the commitment to the task, with follow-up and supervision becoming less critical. To be successful, people should feel that they have something to offer and that the group appreciates their contribution. An atmosphere of mutual trust and co-operation is conducive to participation. You can achieve this by asking them their opinion during your presentation. e.g. "What do you think about the proposed changes?" or "How could you help this project?"
There are three aspects to Participation and Trust:
• Personal Disclosure
• Recognizing and Involving Others
• Testing and Expressing Understanding
This style makes others feel that their contributions are valued but you must leave yourself open to influence in order to influence others.
People who use Participation and Trust tend to be active listeners who seek other people's contributions and are willing to give freedom and responsibility. Those who are influenced in this manner like to get involved with what you are saying.
Which styles do you normally use?
From the above descriptions, it may be obvious to yourself which styles you tend to favour. If not or if you would like to confirm your normal style(s) run the quiz that is available from our web site www.businesspresentation.biz This questionnaire is written in Excel. It provides an analysis of your default styles. It is probably more important to recognise the styles that you favour least. This will highlight areas where you can improve.
The next time you talk to a group of people, that you communicate with regularly, try using the style with your lowest score. You may be surprised by their reaction.
Which style to use when?
Prior to giving any presentation, it is highly unlikely that you will be able to determine the preferred influencing s
I have discussed before the importance of properly packaging your item for shipping. When it comes to fragile items, it is even more critical that the proper packaging material is used to protect the item.1. At a minimum, proper packaging material means a new corrugated box on the outside, bubble wrap around the fragile item, and packing peanuts to fill any void space within the box. You should use a box larger than the size of the item after bubble wrapping it. For example, if the object measures 10"x4"x4" after bubble wrapping it, look for a box at least 14"x8"x8" to allow for 2" of peanuts on all sides to protect the object from anything that might strike the outside of the box.2. For items such as dishes, use either small bubble wrap or rolled foam to separate each piece. Lay the foam roll or bubble down with the bubbles facing the dish, place the dish on the
People who use Participation and Trust tend to be active listeners who seek other people's contributions and are willing to give freedom and responsibility. Those who are influenced in this manner like to get involved with what you are saying.
Which styles do you normally use?
From the above descriptions, it may be obvious to yourself which styles you tend to favour. If not or if you would like to confirm your normal style(s) run the quiz that is available from our web site www.businesspresentation.biz This questionnaire is written in Excel. It provides an analysis of your default styles. It is probably more important to recognise the styles that you favour least. This will highlight areas where you can improve.
The next time you talk to a group of people, that you communicate with regularly, try using the style with your lowest score. You may be surprised by their reaction.
Which style to use when?
Prior to giving any presentation, it is highly unlikely that you will be able to determine the preferred influencing styles used by your audience. The best approach is to ensure you use a variety of different influencing styles through the course of your presentation. By using the questionnaire, you will find out which style(s) you use most often and which style(s) you rarely use. You can then make a conscious effort to include the influencing styles that you usually ignore, in future presentations.
The most persuasive approach to use in a presentation to a group is a mixture of all four styles. The best order to use these styles in is:
• Common vision
• Assertive persuasion
• Rewards and punishment
• Participation and trust
• Common vision
This allows you to set the scene, defining what you want to achieve at a high level. Then you can put across the arguments for the change, identifying the benefits of making the change as well as the downside if they do not change. A call to unite everyone in a common action is then followed up by restating the vision of how the change will improve the current situation. This helps people to take away from the meeting the reason why they are going to have to change.
I wish you every success in influencing your audience at your next presentation.
Copyright Young Markets 2005
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.suggestyou.com/article/34917/suggestyou-Influencing-Your-Audience-With-Your-Presentation.html">Influencing Your Audience With Your Presentation</a>
BB link (for phorums):
[url=http://www.suggestyou.com/article/34917/suggestyou-Influencing-Your-Audience-With-Your-Presentation.html]Influencing Your Audience With Your Presentation[/url]
Related Articles:
Keeping Your Offerings Easy to Use (Part 1)
Delegate Or Die: 6 Steps For Business Growth
Bookmark it:
|