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The power of persuasion:influencing others

Gabrielle Jones

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Let’s hear from you:

1. Are you good at persuading other people to do something? 2. When was the last time someone persuaded you to do something? 3. What kind of jobs require people to have good persuasive techniques?

My learners:

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1. Structuring arguments2. Selecting lexis3. Recognising and implementing strategies

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1. Have a clear standpoint 2. Clarify your rationale just before you conclude. 3. Present a logical sequence of reasons 4. Provide supporting arguments and evidence 5. Use insults to make your partner’s argument weaker. 6. Give many different examples of why your opinion is valid. 7. Contrast other parties’ opinions with your own. 8. Always agree with other people’s opinions.

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Expressing your opinion

Sequencing

Providing supporting arguments

Acknowledging other views

Showing contrast

Reformulating

Summarizing

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What do you think?

‘The VHS should provide us with free cake every time we have an ELTAU workshop.’

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What are the most persuasive words in English?

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Robert Cialdini: Influence: The Psychology of Persuasion

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Commitment

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Reciprocation

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Liking

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Scarcity

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Authority

‘Director of first impressions‘

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Social proof

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Examples: what companies do

1. Enclosing a free pen with a mailing2. Using a customer’s first name when calling or

writing to them 3. Offering a free online course, newsletter or

advice to people browsing your site 4. Providing testimonials from satisfied customers 5. Hanging certificates on your office wall6. Offering products for a limited time only

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Language input – persuasive expressions

• Scarcity“Don’t miss this chance to…” • Reciprocity“If you … I’ll …” Commitment“As a valued customer we …”• LikingSo do I, neither do I, I do too etc• Authority“With over … years’ experience we…”• Social proof“Over 90% of our customers choose …”

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Let’s practice!

You are a sales representative. Your company sells a specific product, but sales are low at the moment. Persuade a customer to buy your product.

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How can we use these techniques to our own advantage?

• Develop rapport with learners• Offer trial lessons• Agree ground rules• Create Facebook page with lots of ‘likes‘• Put relevant qualifications on business card• Develop niche training skills

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gabriellejones@hotmail.combusinessenglishexperience.com@gjteacher

Blog post Slidesand lesson plan