How to Coach Yourself and Others How to Influence, Persuade and Motivate | Página 393





Respect their feelings, values, and integrity.
Use logical reasoning as clearly and as carefully as possible.
Use the Rule of Connectivity and the Rule of Balance.

The Neutral or Indifferent Audience
This audience understands your position but doesn't care about the
outcome. The key to dealing with this group is creating motivation and
energy — be dynamic. To persuade the indifferent audience:









Spell out the benefits to them or the things around them.
Point out the downside of not accepting your proposals.
Grab their attention by using a story. Make them care by showing
them how the topic affects them.
Get them to feel connected to your issues.
Avoid complex arguments.
Use concrete examples with familiar situations or events.
Identify why they should care.
Use the Rule of Involvement and the Rule of Social Validation.

The Uninformed Audience
An uninformed audience lacks the information they need to be convinced.
To persuade them, you should employ the following tactics:









Encourage them to ask questions throughout the presentation.
Keep the facts simple and straightforward.
Find out why they are uninformed.
Use examples and simple statistics.
Quote experts the audience respects.
Stress your credibility, such as degrees, special expertise, and
experience.
Make your message interesting in order to keep their attention.
Use the Rule of Dissonance and the Rule of Scarcity.

The Supportive Audience
A supportive audience already agrees with you. You may think that
persuading these people is easy, but remember that your goal is to get
393