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Summary

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The Persuasion Table 

Core Variables in Interpersonal Communications

?What are the core variables in interpersonal communications

Awareness of the following 5 sets and better use of each one of the elements will help us to better understand what makes the person opposite us function. It will help us accommodate ourselves and our message to our target audience.

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60 Second Pitch 

One of the big challenges facing every entrepreneur is how to explain an innovative and complex idea when he has only one minute at his disposal.

The good news is that there is no correlation between the complexity of the idea and the amount of time needed to present it. If we haven’t succeeded in presenting the project clearly and simply in one minute, we can assume that even eight minutes won’t be enough.

Components for Presenting a Project in One Minute 4

A Powerful Opening – for example, a surprising statistical fact about the market share, extent of income, size of the problem.

The Essence – What is the product in terms of: the market field, value (benefit), innovation.

Traction – the achievements – what have we already done to advance the idea.

A Call to Action – what is the next step that the audience is requested to take part in.

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Building the Argument – the message motor

The message motors are a series of neutral questions that can be asked in any situation or about any subject. Each of these questions is a perspective and the outcome of each is a different claim.

How does it work?

If, for example, we’re discussing the matter of “recruiting the ultra-Orthodox to the Israel

Defense Forces”, we will ask ourselves:

?What are the economic effects of this phenomenon

?What are its social effects

?What are its military effects

?What are its religious effects

?What are its educational effects

?What are its security effects

and so forth…

?Message motors –how will they help us?

– Attack a problem from many and varied perspectives.

–  Present a 360° depiction of a problem.

–  Find information in an efficient manner even for a subject that isn’t close to your heart

– Thinking fast on your feet.

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Value Oriented Thinking and Communication

This is a mode that frames every question, communication or action in context of the desired end states (your own as well as other’s) which represent a minimally acceptable ROI on the risk taken to get there.  Highly effective in the service of establishing relevance in the eyes of those whom you wish to influence, this method is the foundation of establishing yourself as an ASSET to your key stakeholders and a critical component of “Executive Presence“.

The key to applying this methodology is in the logical sequence:  starting from the top and progressing downwards (whilst most people start with a “Resource Oriented” or “Problem Oriented” mindset and commonly get stuck there.

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Audience Attention Graph

?What can we do to establish audience attention

Change tone of voice and intonation, maintain eye contact, movement across space, using your hands (body language). In addition you can tell an anecdote, a joke, a riddle, a personal quote, a video, an activity, a question – all of these are called audience attention boosters – anything that breaks the routine and creates a stimulus so that the audience will keep on listening. The attention boosters don’t replace the content, but add to it!

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