[SOUND] In a persuasive conversation,

we sometimes ask questions to move the conversation forward.

Questions serve a few purposes, as we will see shortly.

Precise and confidence statements

must be made at strategic points of a persuasive conversation.

The statements will affirm your target audience, and

demonstrate our knowledge and credibility on the subject.

These statements should also be made to direct the flow of the conversation

to serve its purpose, which is to persuade.

Nothing appeals more to the person we are communicating with,

than to express our interest in understanding them and their concern.

Asking questions provide a way of seeking to understand your target or

audience in order to more effectively persuade them.

Here are some examples.

Besides finding information, asking rhetorical questions,

questions that do not necessarily require an immediate response, prompt thinking.

Can you differentiate the intention of this questions, which questions were

asked to obtain information, and which ones were asked to prompt thinking?

Prompting someone to think, not only puts ideas in the person's head, but

encourages critical and reflective thinking.

This means that the person you communicate with

will benefit from the thinking process that results from conversing with you.

At this process is a powerful step in directing or persuading the listener

to critically consider what you have to suggest or propose.

Nothing appeals more to the person we are communicating with, than our interest,

to understand them, and their consents.

Asking questions provides a way of seeking to understand your target audience more,

in order to more effectively persuade them.

Besides finding information, asking rhetorical questions, questions that

do not necessarily require an immediate response, prompt thinking.

Can you differentiate the intention of these questions?

Which questions were asked to obtain the information, and

which ones were asked to prompt thinking?

Prompting someone to think, not only puts Ideas in a person's head, but

encourages critical and reflective thinking.

This means that the person you communicate with

will benefit from the thinking process that results from conversing with you.

And this process is a powerful step in directing, or persuading the listener

to critically consider what you have to suggest or propose.

How exactly does a question become a pivotal step

in the persuasive conversation?

It depends on how you built on the questions you've posed.

Use the response to the questions, point out the benefits and

challenges that arise from the responses.

Where it's appropriate pitch your suggestion, idea, or solution.

And remember, reinforce with reasons.

Present a scenario of success.

Motivate the listener to take specific action.

If you listen carefully and actively, your target audiences response often

opens up a good opportunity to frame the next part of your conversation.

Where you pitch a suggestion, and highlight either benefits or challenges.

Which could be the negative outcome of rejecting your idea.

Let's take a look now at Joan at her team meeting.

We want to pay attention to the way she builds on her team members' response

to her questions.

Firstly, she points out the challenges they are facing, and

she's able to quote Linh, her team member, for having made the observation.

This is good, because it suggests that there is consensus about the consent.

These also help to prepare to her team members to listen to her suggestion

that frames the issue in the discussion.

After listening to more responses and comments, she pitches the idea

of inviting someone from the product development team to their meeting.

She immediately shares the benefits, and

reinforces that with reason and past practices.

It's nice that Kim supports and redirects with a positive response here.

With the agreement clinched, Joan quickly moves on to motivate or

delegate the team to take specific actions to put her suggestions in place.

Let's recap.

Developing the persuasive conversation requires us to,

use the questions to find information or prompt thinking.

Respond to the questions and pitch the idea or suggestion.

Point out the benefits, what's in it for me, rewards and consequences.

Reinforce with reasons, present a scenario of success,

motivate listeners to take specific actions.

Making statements that will affirm your listeners with confidence in your

credibility, is the next crucial step in effective, persuasive communication.

How do you present reasons with confidence?

How do you describe scenario of success with conviction?

What do you say to motivate your target listener to take actions?

I would suggest that we use precise action words or verbs.

And describe using concrete examples and evidence, in our persuasive conversations.

Here's an example of a conversation between a client and his service provider.

Let's consider whether the conversation is both affirming and persuasive.

The first example of Gim commending confidently about his product,

takes place here, immediately after the exchange of polite greetings between them.

In the short introduction,

Gim also expresses his understanding of his client's product.

In the next two statements, which are packed with precise descriptions using

technical jargon, clearly showcase Gim's knowledge about his products.

The first statement on environmentalism is also a statement of conviction.

He is speaking on behalf of his organization.

Gim is clearly prepared to present his product using snazzy, clear, and

specific terms that will be appreciated by his target client, Ben.

He continues to dazzle and

build his case, with an elaborate description about his product.

But note that he angles the content to focus on Ben's products,

and target consumers.

By identifying and presenting persuasive information from the perspective

of your target audience, you highlight the, what's in it for me, and

make your product or ideas appealing to your target audience.

Towards the end of the conversation, he provides more assuring information

by giving the reasons for the cost difference.

And of course he closes the conversation by encouraging his clients to take action.

So did Gim do a good job in persuading with confidence and conviction?

Has he motivated his client to adopt his new line of packaging product?

In the exchange between Ben and Gim, the increase in cost production came up.

This reminds us of the importance of providing clear and

complete information in the process of persuasion.

Why is this important?

Providing clear and complete information, presents us as the trustworthy and

credible counterpart.

We've discussed quite extensively about structuring the persuasive conversations

using questions and statements in the scenario.

Let's look at a point of culture interest seen in the scenario.

Remember how Gim commented on Ben's business in the conversation?

It is a culturally positive comment to mention someone's business,

in a context of making polite small talk.

This is because, business at work equates being indispensable.

Busyness at work, also infers that one is enjoying success,

especially if one is running a business.

So the next time someone comments about you being busy,

acknowledge graciously, because it is a culturally positive comment.

So, we have looked at what developing the Persuasive Conversation entails.

It requires us to use questions, define information or prompt thinking.

Respond to the questions and pitch an idea or suggestion.

Point out the benefits, what's in it for me, rewards and consequences.

Reinforce with reasons.

Presents a scenario of success.

Motivate listeners to take specific actions in the process of

the conversation, we should always use precise action words, and

describe using concrete examples.

And describe concrete examples.

In this lesson, we have listed factors for pitching the persuasive conversation.

We have expressed our understanding of the target listeners' needs and

wants, through questions and statements.

We have adopted a series of steps for developing persuasive conversations.

In our second module make effective presentations, we will revisit on concepts

of purpose, audience and context in the communication process.

I hope you're excited and looking forward to module two, as much as I do.

I am Susan Lee.

Thank you for

learning with me on this first module, communicating influence in the work place.

Goodbye and see you in Module Two.

Developing Persuasive Conversation

Becoming Part of the Globalised Workplace

Meet the Instructors