【正文】 s response. ? Force yourself to take notes of key points and then return quickly. ? Avoid surfing the rehearsal curve. Listening: Summary ? They judge that the presenter really cares about their business ? The idea seems right because of the support offered ? Major concerns have been satisfactorily addressed ? Their input has been incorporated in some way into the idea People Are More Likely to Accept Ideas when: ? Five ? Step ? Model Act Adopt Present Prepare Plan ? They are asked to act on it ? The action required is not too much trouble ? They have previous positive experience with the originator of the idea ? It meets their needs better than other options ? The benefits to them outweigh the risks ? They will be part of the implementation process People Are More Likely to Act on an Ideas when: What we bring What is expected Preparing the way What we bring What is expected Find ways to reframe expectations Find ways to presell the idea Preparing the way Questions What we bring Concerns Need for reassurance Queries Preparing the way ? Anticipate ? Think through ? Prepare Most are highly predictable Questions What we bring Concerns Need for reassurance Queries Preparing the way ? Know who they are ? Know what we want from them ? Have decided our core idea and supports ? Have worked out how to prepare the way ? THEN WE ARE PREPARED TO GO OUT AND FIGHT THE REAL ENEMY Once we? ... ?Ourselves ? The frame of Buying ? Impeccable logic ? Energy amp。s intent ? Really only slightly concentrating ? Making a bit of an effort ? The yes dear syndrome Tracking words ? Paying attention ? Listening non judgementally ? Trying to read the intention ? Understanding the feelings ? Processing what is being said ? Noting ? Checking back ? Physical signals ? Eye contact Active Listening Agency Attention Level Time Agency Attention Level Time X Agency Attention Level Time X X Agency Attention Level Time X X X X X X The Rehearsal Curve ? Paying attention ? Listening non judgementally ? Trying to read the intention ? Understanding the feelings ? Processing what is being said ? Noting ? Checking back ? Physical signals ? Eye contact Active Listening X X X X X X N N N N N Defeating the Rehearsal Curve ? The work you39。re going to a dance Confusion Loss of detail Substitution Filters Misinterpretation Add ition ORIGINAL LISTENING DISTORTION RECEIVED Distortion ?Active Listening Tracking words Drifting in and out THE KEY IS TO LISTEN APPROPRIATELY Level of Listening ? Hearing with half an ear ? Giving into day dreams and fantasies ? Exploring tangents ? Zapping ? Essentially passive Drifting in amp。t some will feel excluded. How to Develop Trust Exercise: Paperclips Revisited ? Five ? Step ? Model Act Adopt Present Prepare Plan ?You can never bore someone into buying your idea ? Five ? Step ? Model Act Adopt Present Prepare Plan Accept Understand Listen People are More Likely to Listen to Someone who: ? They respect and trust. ? Is enthusiastic. Believes in the idea. ? Given them an idea they value. ? Speaks in a language they understand. ? Makes them feel fortable. ? Dresses and behaves in a way that is generally in keeping with their expectations. ? Presents in a lively way. ? Knows when to stop. ? Is clearly anised ? Shows the idea clearly ? Explains and interprets it ? Emphasises key and difficult points ? Brings the points to life ? Encourages and responds to questions Listeners are more Likely to Listen to a Presentation that: Active Listening Version 5/96 ?Send reinforcements ?we39。ve told them ? Ensures three exposures to the main message Planning Cycle Format Where are we now? What can we reach? Are we Getting there? How do we get there? Matching Your Communication Style to Your Client39。em ? Tell 39。em what you39。s right? Here It Is and We Are Excited T ? Any Questions? Here It Is and We Are Excited T ? The Tell 39。. Allows you to exaggerate a point without offending the intelligence of your audience. ? Judgement of expert (Quotes) ? Which listeners will recognise as an authority . If they don39。 or 39。s do this Next steps WHO, WHAT, WHEN Persuasion: Idea Format Problem Opportunity Summary Idea Positive Results Summary Action Evidence Five Kinds of Evidence ? Personal experience ? ? Analogy ? ? Judgement of expert (Quotes) ? Example ? ? Statistics / Facts Five Kinds of Evidence ? Personal experience ? Talk first person. Relive. Act out. Most interesting and unique evidence. Gives emotional dimension. ? Analogy ? Compares dissimilar things using 39。ve told you) ? Meaning / action what I want you to do or understand as a result Report / Inform Example Subject Understanding Consumers in Asia Pacific Background New Young Adult study pilot in Singapore, Hong Kong amp。 non emotionally 事實而非情感 Enthusiasts 熱情派 ? WHY? 為何 ? ? Already sold and motivated ? Idea已被接受 ? Accept you and your message ? 你說的都算 Have faith already 已有信心 What you have to do 你得怎麼做 ? Reinforce their beliefs 增強信心 ? Go light on pure information and proofs