Transcript
Page 1: Making the talk to convince

Making the Talk

to Convince

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Convince

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forgive him if he disturbed us.Then, like a whirlwind, he struck. He

leaned forward and his eyes transfixed us. He didn’t raise his voice, but it seemed to me that it crashed like a gong.

“Look around you,” he said. “Look at one another. Do you know how many of you sitting now in this room are going to die of cancer? One in four of all of you who are over forty five. One in four!”

He paused, and his face are lightened.

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the others.In less than a minute, Maurice

Glodblatt had won us. He had drawn us personally into his subject. He had us on his side, in the campaign he was waging for a humanitarian cause.

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--- a blazing determination to give himself for a few minutes, just as he was giving himself year in and out to great cause----all of these factors swept into a feeling of agreement with the speaker, a friendliness for him, a willingness to be interested and move.

Sincerity, earnestness, enthusiasm,

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FIRST: Win Confidence By Deserving It

According to Pierpont Morgan, “ Character was the best way to obtain credit; it is also the best way to win the confidence of the audience”.

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Win Confidence By Deserving It

It is necessary to set forth our own ideas with the inner glow that comes from sincere conviction.

We must first be convinced before we attempt to convince others.

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SECOND: Get a Yes-Response

According to Walter Dill Scott, “ every idea, concept, or conclusion which enters the mind is held as true unless hindered by some contradictory idea.” That boils down to keeping the audience yes-minded.

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Get a Yes-Response

The skillful speaker gets at the outset a number of yes-responses.

Get a student to say “No” at the beginning, or a customer, child, husband, or wife, and it takes a wisdom and patience to transform it into “Yes”.

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Get a Yes-Response

How is one going to get these desirable “yes-responses” at the very outset?

According to Prime Minister Lincoln, “ My way of opening and winning an argument is to first find a common ground of agreement.

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Get a Yes-Response

In every controversy, no matter how wide and bitter the differences, there is always some common ground of agreement on which a speaker can invite everyone to meet.

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THIRD: Speak with Contagious Enthusiasm

Contradicting ideas are much less likely to arise in the listener’s mind when the speaker presents his ideas with feeling and contagious enthusiasm.

When you aim to convince, remember that it is more productive to stir emotions than to arise thoughts. Feelings are powerful than cold ideas.

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Speak with Contagious Enthusiasm

Regardless of the petty phrases a man may concoct, regardless of the illustration he may assemble, regardless of the harmony of his voice and the grace of his gestures, if he does not speak sincerely, these are hollow and glittering trappings.

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Speak with Contagious Enthusiasm

If you impressed an audience, be impressed yourself.

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Speak with Contagious Enthusiasm

Your spirit shining through your eyes, radiating to your voice, and proclaiming itself through your manner, will communicate itself to your audience.

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FOURTH: Show Respect and Affection for your Audience

“The human personality demands love and it also demands respect,” Dr. Norman Vincent Peale said. “Every human being has an inner sense of worth, of importance, of dignity.

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Show Respect and Affection for your Audience

Wound that and you have lost that person forever. So when you love and respect a person you build him up and, accordingly, he loves and esteems you.

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FIFTH: Begin in a Friendly Way

Since pride is such a fundamentally explosive characteristic of human nature, wouldn’t it be the part of wisdom to get a man’s pride working for us, instead of against us?

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Begin in a Friendly Way

How?

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Begin in a Friendly Way

By showing that the thing we propose is very similar to something that our opponent already believes.

That renders it easier for him to accept than to reject your proposal.

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Begin in a Friendly Way

That prevents contradictory and opposing ideas from arising in the mind to vitiate what we have said.


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