BLOG

Talks from the Hart- The Art of Persuasion

April 19, 2016

Persuasion 1Talks from the Hart
Everyone has to be a persuader in business. Whether you are persuading you boss to give you that promotion, your staff to change their behaviors, or your colleagues to support your initiatives; all of these situations require persuasion.
Most people can’t determine why they made a particular decision, however being able to identify the underlying factors that influence decisions also means you can use them to get more positive responses to your message and presentation.
So we will look at Cialdini’s six principles of persuasion and principles of influence.

Principal 1 Reciprocation
Reciprocation means that people feel indebted to those who did something for them or gave them a gift.

When prehistoric people moved away from being lone hunters to living in tribes, there was a cost in doing this, as social living involves doing things for other people as well as for yourself. Out of this dilemma grew the basic principle of reciprocity, you should help those who help you. Gift giving and exchange is an important part of many cultures with formal exchanges such as at Christmas and on first meeting. Birthday presents extend the element trust as you give a person a present on your birthday with the unspoken assumption they will give something in return when your birthday comes around. Reciprocity can be more subtle than giving physical or more obvious thanks. You can give your time, information, praise our other less tangible things. The key is that what you give is appreciated and the person feels willing to do something in return.
When you give it to them, make sure they know what they’re getting. Talk about your desire to help them and that what you’re doing is with their best interest at heart. They also about what you can do that is higher benefit to them and lower cost to you.
For example:
A non-for-profit gives away a pen with a request to fill out a form to make regular donations. This significantly increases returns.
A sales person does a lot of research for customer, with the assumption that this will make the customer feel obligated to reciprocate by buying
.
Reciprocity may also be cumulative. When you regularly do small things to help people, though you may not ask for something in return at the time, you still build up social credit and can ask for more significant help when you really need it. The underlying force in reciprocity is obligation when people do things for us we feel obligated to repay them. The inner tension created in the gap between giving and receiving is often so powerful we will give anything in return to reduce this discomfort. Reciprocity is also is used in leadership, where the leader gives his attention and kindness in return for loyalty and actions.
The only caution is that some individuals..especially those with large egos or Machiavellian tendencies may not reciprocate. They believe they deserve what you have done for them.
We will look at Cialdini’s Second Principle of Persuasion in the next Talks from the Hart.
Best,
Pamela

TESTIMONIALS

  • “I found the “Release Your Voice” Bootcamp extremely helpful. Starting my new business as a personal trainer will require my talking to a wide variety of people and I feel that your course has given me a huge boost in ability and confidence. I have already recommended your course to a friend of mine”

    - Stan Fiddis, Personal Trainer -
  • “I didn’t know how much I was stressed until I attended Pamela’s session.  Not only is her one on one coaching effective, but she is provided me with the tools, allowing me to execute her program on my own.”

    - Dale Kobewka, CIO SeaSpan -
  • “Pamela’s approach is highly professional, with a depth and diversity of skills that draws out the very best of an individual in working towards a powerful and confident voice. She builds on your personal strengths in a fun and compassionate environment to overcome the fear of public speaking.

    My goals both personal and professional could not have been achieved without the knowledge, support and creatively that ‘Release Your Voice’ so brilliantly provided.”

    - Trish Panz, West Vancouver Politician -
  • “I wanted to thank you for an incredible two days! I gained so much from your teaching, your presenting and your exercises. I feel like I now have a solid foundation to begin my journey toward becoming a great presenter. I am absolutely honoured to have begun my journey with you.

    You definitely suit your name as you really teach from your heart! I was also very impressed at how you were able to read the participants so well and give them not only exactly what they needed, but precisely how much they could handle. I have as much admiration for your skill as a teacher as I do your skill as a presenter (and that’s a heck of a lot!). I paid for this course out of my own pocket and while it was very difficult to part with that money not knowing what I was going to receive in return, I can now say it was worth every penny.”

    - Angelina Robinson -
  • “Thanks so much for your stimulating presentation, “Release Your Voice.” You managed to entertain us (and we’re a tough crowd) while you taught us about things we want and need to know; how to engage and persuade any audience. It was a multi-level audience too, and various types of presenters were present in our audience; you managed to touch on things of value to each and everyone of us.”

    - Kerry Richardson, B.C. Teachers Federation -
  • “Thank you so much for the experience, it was a pleasure meeting and working with you, you are awesome!”

    - Fatima Faria, Executive Director, Sunshine Valley Child Care Society -
  • “It was lovely attending your session. I really appreciated how much of it was hands on. It was extraordinary helpful! It is amazing how much I learning in a couple of days and how much I absorbed”

    - Catherine (Wilkinson) Warren -
  • “I enjoyed people paying attention to me and thanking me for my “great” presentation.”

    - Kyoko Manabe, Social Media Officer, Canadian Tourism Commission -
  • “Pamela’s breadth of experience was beneficial in helping me step into impromptu situations more easily and enjoyably.”

    - Jak Redenbach -
  • “Pam is a high energy keynote speaker who attended our lawyer retreat and addressed the subject of communication. She engaged the audience and there was a great deal of interaction with the lawyers. Pam understood our briefing about the issues lawyers have with communication. She delivered a thought provoking and inspiring workshop on how to improve our skills and become effective communicators. Pam has since developed a strong relationship with the firm and our lawyers continually use her services.

    - Jim Baird, Director, Boughton Law Corporation -
  • “Thanks so much for the feedback Pamela. I have been practicing the tongue twisters and the impromptus daily. I just presented to a group of 100 in Toronto and it went really well. I used the breathing techniques and I did not feel anxious or nervous. I spoke clearly and slowly. The course really helped me get through this presentation. Thank you so much!”

    - Jodi Bains – Human Resources Manager PetSmart Canada -
  • “Not only did the Release Your Voice seminar improve my speaking skills, Pamela helped me work on my presentation after the seminar, so I was totally comfortable with it. Her program is excellent.”

    - Gail Trainer, Investors Group Financial Services Inc. I.G. Insurance Services Inc., Vancouver -
  • “I have witnessed the Release Your Voice Program in action and it is phenomenal. People who were terrified to give their presentations were calm and collected after working with Pamela and her program. As a fellow facilitator I can attest to her skill and talent.”

    - Maryse Cardin, Turtle and Hare Public Relations Vancouver -
  • “I cannot express how much Pamela has helped me in my personal and professional life. I have greater confidence in the boardroom, and in my public speaking skills. I am able to better relate to my clients by utilizing Pamela’s communication techniques. Most importantly, Pamela helped recognize qualities that I had written off as weaknesses. She is a brilliant powerhouse that 100% is worth investing in yourself for!”

    - Natalie Genest, Rennie & Associates Realty -
  • “We have had Pamela Hart come in to do her training on public speaking and she is always one of our top rated speakers. Her training, experience and presence reflect true professionalism and gives tremendous value to our entrepreneurs. All of us at the YMCA New Ventures Network highly value her contribution to our program.”

    - Debbie Catherwood, YMCA New Ventures Network -