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Coaches Corner


Persuading Step-by-Step

by Joseph Sommerville, Ph.D.

Persuading Step-by-Step People often forget persuasion is a process rather than an event. Prospects aren’t unconvinced one moment and suddenly committed the next because you’ve discovered the verbal “magic bullet.” Moving people to action involves a gradual and sequential approach. You’ll be much more effective persuading prospects to take action when you implement the principle of “psychological progression.” This organizing principle divides a presentation into discrete steps designed to move listeners toward a desired outcome.  Each step serves a specific purpose in the process of persuasion by creating the desired mental state in the minds of the audience. Here are the five steps, along with example messaging for each. Read More

Be Persuasive On the Spot

by SharĂ­ Alexander

Be Persuasive On the Spot During a typical meeting you are called upon to speak about an issue that is on the table. Here’s your moment! Here’s your opportunity to be noticed by your boss. Here’s your chance to say something and be heard….or fall flat on your face and make a fool of yourself. Read More
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