Persuasion Secrets - Part 2

August 30, 2012

Interview with Terri Sjodin, author of the book Small Message, Big Impact: The Elevator Speech Effect

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Mike Carruthers:
Whenever you want to persuade someone or a group it’s really all about you and the way you present your information.

Terri Sjodin:
You can’t just wing it. And I think inherently we all agree that people buy people. And your “peopleness” is communicated through the way that you speak and present.
 

Terri Sjodin, author of the book Small Message, Big Impact...

There are 3 things that make a great talk. The 1st one is it’s got to have a compelling case. The 2nd one is that it creatively has to land in the mind of the listener. Meaning that they can say, “You know I’ve heard that before but the way you just said it just kind of landed in my mind a different way and now I get it.” And then the 3rd principle is the authentic delivery speaking in your own authentic voice - so case, creativity and delivery.

Where people often get tripped up is they try to give too much information in a preliminary talk.

It’s easy to give a long talk. That means that you have to sell edit  you have to ask yourself what are the most valuable and essential points?

And here’s a great strategy the next time you share a valuable nugget of information…

If you add this line, “What this means to you is…”. All of sudden you’re going to pull people’s attention and they’re going to say, “Oh, my gosh, Ok it’s about me, this is how it’s relevant to me.” So if you say, “We provide X, Y, and Z and what this means to you is…” you’ll immediately pull them back in again because that’s what people care about.