Persuasion in Business Communications | TJ Walker | Skillshare

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Persuasion in Business Communications

teacher avatar TJ Walker, Public Speaking and Media Training Expert

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

    • 1.

      Promo Video Persuasion in Business Communications


    • 2.

      Quick Win! Increasing Your Odds of a Face to Face Persuasive Presentation


    • 3.

      Always Select Your Best Persuasion Opportunities and Environments


    • 4.

      Learning Persuasion Skills to Beat the Naturals


    • 5.

      Mapping Out Your Finish Line In Advance!


    • 6.

      Moving the Numbers Game To Your Favor


    • 7.

      The Unique Advantage of Persuasion in the Business World


    • 8.

      Never Bore With Data Dumps Again


    • 9.

      Master the Process Of NOT Telling People Too Much About Your Process


    • 10.

      The 5 Key Messages for Your Persuasion Success


    • 11.

      Your Secret Source of Winning Persuasion Messages


    • 12.

      Note I Probably Shouldn't Have to Mention This, But Don't Lie


    • 13.

      Persuade More By talking Less


    • 14.

      There is Nothing Like Seeing Your Persuasion Messages in Text


    • 15.

      More for You, By Not Talking About You


    • 16.

      Here is How You Get People to Remember Your Messages


    • 17.

      Ironing Out the Kinks in Your Persuasion Presentation


    • 18.

      Mastering Persuasive Body Language


    • 19.

      Persuading Yourself to Go Outside of Your Comfort Zone


    • 20.

      The Single Best Way to Prepare for All Persuasion Presentation Opportunities


    • 21.

      Persuasion That Takes 6 Months Is Still Persuasion


    • 22.

      Persuasion Is Sometimes More Effective At the Top Than At The Bottom


    • 23.

      Conquering Your Fear To Pitch Again


    • 24.

      Conclusion You are Now Ready to Persuade!


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About This Class

Persuasion is the most powerful tool any business executive, manager, or leader can have. With strong persuasion skills, any goal is achievable. Without strong persuasion skills, not much happens and careers and businesses stall.

This course is filled with practical, step-by-step processes that anyone in the workplace can use to persuade colleagues, bosses, customers, clients and prospects on what to do.

You can persuade people to endorse your plan, become a customer, validate your idea, hire your firm or approve your budget, once you know and practice the skills of persuasion. For more than 30 years, TJ Walker has taught executives around the world how to increase their persuasion skills in the workplace, and now he can be your personal guide as well.

"I am convinced I can make you more persuasive in every single talk, briefing, sales pitch, speech or presentation you give in the workplace. My methods are guaranteed to make you more influential. You will have the power to persuade after completing this course." TJ Walker

What will students achieve or be able to do after taking this online  persuasion course?

  • Give persuasive talks, briefings, speeches and presentations
  • Influence colleagues, bosses, prospects and clients
  • Get teams to take actions
  • Move people to new behaviors in the workplace
  • Sign more customers and clients

Please note: this is a persuasion course conducted by a real person who is speaking and demonstrating persuasive communication skills. If you are looking for a course with lots of animation, slides, special effects, slick edits, and robotic voices, this course is not for you.

Meet Your Teacher

Teacher Profile Image

TJ Walker

Public Speaking and Media Training Expert


TJ Walker is the founder of Media Training Worldwide and has been conducting public speaking training workshops and seminars since 1984. Walker has trained Presidents of countries, Prime Ministers, Nobel Peace Prize winners, Super Bowl winners, US Senators, Miss Universes and Members of Parliament .

Walker has more than 100,000 online course enrollments and more than 100,000 online students.

His book, "Secret to Foolproof Presentations" was a USA Today # 1 Bestseller, as well as a Wall Street Journal, and Business Week Bestseller.

Walker is also the author of "Media Training AZ" and "Media Training Success."

In 2009, Walker set the Guinness Book of World Records for Most Talk Radio Appearances ever in a 24 hour period.

Walker has also served as a forme... See full profile

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1. Promo Video Persuasion in Business Communications: Have you ever tried to persuade someone in the workplace Boss, a colleague, a group of prospects clients? And you just didn't succeed? It didn't work. It didn't persuade anyone. Well, everyone's been in your shoes. I know I have. But this course is about teaching you how to be more persuasive. How to go into every single meeting speech presentation opportunity with a set of tools to increase your odds of actually persuading people in the workplace. You'll have tools to monitor yourself, correct yourself, improve yourself so you get better and better and better. I'm T. J Walker and I only do two things in life. Number one. I travel the globe, and I teach business executives how to give more persuasive presentations. The second thing I dio is I talked to people through life Skype video over the phone and try to persuade them to hire me, to teach them how to give persuasive presentations. That's all I dio, and that's what I'm here to do with you. Go ahead, sign in. Let's get to work 2. Quick Win! Increasing Your Odds of a Face to Face Persuasive Presentation: I want to give you a quick win on how you can be more persuasive in the workplace. You've no doubt heard that. Ah, face to face meeting. Talking direct presentation is always more powerful than just une email or a phone call or voicemail. That's obvious, right? But how do you increase the odds of people actually seeing you speak? Well, here's one technique I use. This works well if someone is on the other side of the globe or if they're in the office right next to you, and they're just too busy to meet with you when you want to. Here's what I do. I give them a presentation on video These days. You can do it just with your cell phone. I find it's infinitely more powerful than just sending an email. Everybody gets 10,000 emails a day. How many videos do you get that address? You by name. If you're like most people, the answer is zero. So that cuts through. Now you can send it to somebody in an email format. You can send it to them in a text format. You can make it a little fancier using a webcam, But even when I'm traveling and then a hotel, I'm tired. I get someone writing to me a prospect, and I have to persuade them to hire me. I don't just send email. I will talk right into a cell phone and I'll say, Jim, thanks so much. Reaching out. I understand you're looking for presentation training for five of your colleagues you'd like. This toe happened. I go over the details and then I tell them how I can help them. I tell them how I have relevance in their particular industry. If the person has called me or send an email and left specifics, I'll mention all those specifics now if the person calls me and were able to talk. I certainly want to try to talk to them as long as possible. Find out information. But people typically don't hire anyone just off one phone call. The next step is I make a persuasive video telling them how I'm gonna help them. You will be surprised this is helpful. Even within your own organization. You could have colleagues in another office. Another location could be somebody on another floor. You just don't bump into them that often, and they like tohave meeting structured. Sending someone your proposal, your pitch, your presentation In a video format that's relatively short. I try to do this less than five minutes off in less than three minutes. It cuts through the clutter. So that's one tool in your tool kit on how to be more persuasive. Very few people are using it. That's why it's so effective. Just make it simple talking at video. Don't worry about production. Don't worry about special effects graphics. Just talk to people the way I'm talking to you right now. 3. Always Select Your Best Persuasion Opportunities and Environments: there is a clear cut hierarchy for which way of communicating with someone is more persuasive. Now, I can't speak for every single industry, but in general I'm gonna give you some principles that do apply face to face meeting. Talking to one person is, in general, the most persuasive way of talking someone into something. Think of it, those of you who are married. Did you either propose to someone or accept a proposal through an email voicemail, a certified letter? A video? Probably not. It was a face defaced meeting. So if you want to increase your ability to be more persuasive, part of what you got to do is look at all the other things you do to interact with clients , colleagues, customers, prospects, bosses and try to figure How can you get two more face to face meetings, either one on one or presentations or speeches? Because we, as human beings, are wired to pay attention to somewhat a lot more if they're speaking to us than if they just sent us an email are just sent us a direct mail card, so have a clear cut sense of your hierarchy of communication. The top level and the focus of most of this course is how you can actually talk to people to be more persuasive. Now I'll use the term talk presentation, speech, briefing, power point. All I mean is, any time you're talking to someone and you're trying to persuade them to do something, buy from you. Hire you approve a budget vote for you, support your call. Whatever it is in the workplace, that's what you're trying to get them to do. That's what we're gonna do here. Let's dive in more. 4. Learning Persuasion Skills to Beat the Naturals: it's important to realize that being persuasive is not some natural born skill. Nobody is just a natural born, persuasive speaker presenter talker. This is a learned skill and the difference between people who end up remarkably persuasive in their careers and those who sort of cap out down here. Middle management The people who became really persuasive simply tried to improve that much half of 1% after every presentation they gave after every pitch. Every talk. I'm case in point. I wasn't a natural born presenter. I was that kid and Cub Scouts when I was 10 years old, who sold the least amount of peanut brittle for the PAC fundraising drive. I was that kid in junior high school who sold the fewest number of magazine subscriptions for the annual fundraising drive. How did I get better? Well, that's what this course is about. I'm gonna give you mawr and Mawr tools, but a starting point. You got to realize you can do this. Anyone with even below average intelligence can go on to be hum highly persuasive if they follow the tools and techniques outline in this class. So get ready. We're going hoppin now, 5. Mapping Out Your Finish Line In Advance!: those who are persuasive know exactly what they want and that they can summon up in one sentence. So that's my challenge to you. Every time you're speaking to someone in the workplace presenting something, trying to move something along, have a clear cut sense of exactly what you want, the person or group of people to do it, I'd recommend you write it down. So that's part of the homework. After this particular lecture is done, I want you to go into the discussion section right here and right down in one sentence. One thing you're trying to persuade someone in your workplace to dio. The reason this is so crucial is a lot of people make the fundamental blunder of talking, presenting, trying to persuade people. And they're not even sure themselves what they want the person to dio before you know what they have told them, everything they've ever done, everything they ever want to do, the person listening to you or the group of people listening to it was just left kind of confused, highly successful people who are very persuadable in the workplace. What they do is they know exactly what they want. I want this person to buy for me. I want this person to sign a contract. I want this person to give us a free trial for one month. See if this is a good fit. I want this person to hire me. It's not so general and vague and fuzzy as Oh, I want this person to think I'm smart. I want this person to think I'm hard work That's too vague and fuzzy in general and generic . So if you want to be someone who's good at persuading, you have to know what you're actually trying to dio. As I mentioned back in Cub Scouts, I was trying to persuade people to buy the peanut brittle as a fundraiser. Very clear. Go. I didn't succeed, but you're not gonna make that same mistake anymore. Know exactly what you're asking people to dio. You can't be confused if you're confused, they will definitely be confused. The first step. Write it down in one sentence. What is it you're trying to get people to Dio 6. Moving the Numbers Game To Your Favor: this next insight will sound like a cliche to you. It is, but I want to dig a little deeper and bring meaning to it. You've heard the expression. It's a numbers game. Anything you're selling anything you're pitching in life. It's a numbers game, and that is true when it comes to being persuading to people. Now there is the old joke of someone, and I'll clean this up and make it politically correct for current times. But someone stands on a street corner and asked someone of the opposite sex out on a date just randomly. Every person who goes by one out of 100 will say yes, playing the numbers game. That is not what I'm talking about here. You don't want to just randomly, scattershot throw out your pitches everywhere in the workplace or on a street corner. There has to be a focus. There has to be a strategy, but still, I do want you to think about how you get increased the overall number of times you're giving a pitch, a presentation, a talk where you're trying to persuade someone persuasion is a skill like anything else. People who golf daily in general are better than people who golf twice every six years. People who write every single day are generally better than people who write once every three months. It is a skill you get better by doing it more often, but there's also just the percentages. If you're doing it a lot, you don't have to close 100% of the time. You don't have to successfully persuade somebody 100% 90 or even 50% I would say in my own presentations, where I'm trying to persuade a prospect, I fail maybe 75% of the time. But I'm giving dozens of pitch presentations pretty much every single week, so I wouldn't even want. I don't know what I would do if I closed on 100% had to hire a lot more people. But that's a separate issue. My point is you've got to be looking for opportunities to present mawr to pitch mawr, to try to persuade. If you don't talk to someone, then you're guaranteed of not persuading and if you get something or you really believe in and you have something good to pitch, you have a good idea and you figured out a way and get getting in front of people, you will be successful plant. It is a numbers game, the greatest soccer players in the world when they're kicking to score a goal. They failed more than 90% of the time. The greatest baseball players in the world, the best sluggers are still gonna fail to persuade that baseball to leave the the outfield and be a home run. More than 70% of that we're even hit the ball. They're going to fail 70% of the time. It is exactly the same way when it comes to persuasion in the workplace. In fact, if you are 100% successful with every time you're trying to persuade someone, you're probably not aiming high enough. If you're not getting some knows, it means you're not reaching far enough. So please keep that in mind. It's not about the significance of any one time you failed to persuade. It's about the overall trend. The overall process, how many times I would much rather you failed to persuade 100 times in the next year, then to be 100% successful. If you Onley try to persuade somebody once or twice. So part of becoming a better and better persuader is simply looking for more and more opportunities of where you'd like to have influence, where you would like to persuade people and then giving your pitch, giving your presentation, talking to people to try to, in fact persuade them. 7. The Unique Advantage of Persuasion in the Business World: the good news about persuasion in business and business communication is at some level, it's 1000 times easier than persuasion in other aspects of life. If my five year old daughter tries to persuade me to buy her a motorcycle, she can use every trick in the book. It's not going toe work. So many aspects of life were trying to convince a family member a friend to do something they absolutely do not want to do. Do not believe in. And you could promise anything. You could say anything could offer bribes. You're not going to persuade them. So a lot of what makes a successful people in business successful persuaders is they Onley try to focus on people who are, in fact persuadable people who are in their target market. So if you want to be persuadable, a lot of what you got to do is find the people who actually want what you're trying to either sell or do our improve and don't waste time trying to persuade people who are not persuadable. Now this sounds like obvious advice. At this point, you may be looking around. Where's that button for the refund for this course here, on you to me. Bear with me. Obviously, if you have a new steakhouse, you don't want to spend your time going to meetups for vegetarians. It's not going to matter how good you are, how charming you are, how persuasive you are. In general, you're not gonna persuade a bunch of vegetarians to start coming to your steak house that often. If you are trying to persuade people to fund your startup company, you aren't going to be very successful if you Onley target people who have never invested in anything other than mutual funds. And they want something that's very conservative, stayed traditional liquid. They're not going to invest in something highly risky like a startup. You, in fact, need to focus your energies on pitching people who invest in start ups. If you're looking for angel funding, you need to pitch. Angels don't go after the large, gigantic venture capital firms that want to see a company. It's already up and running and has a lot of things in place. You need to focus on people who actually do the things you want to do normally are headed in that direction and give you an example I've been doing presentation, training and media training for more than 30 years, and I like to think I'm a pretty good presenter. Good at persuading every so often I'll have someone call me up and say, Well, T j, this boss of mine or this colleague really needs presentation training. I want to get a conference call together, and I want you to persuade this person to do it because he doesn't want to do it or she doesn't want to do it. And I always say, No thanks. And they look at me like, What are you talking about? You have your own business. Of course you want to be pitching your wears all the time. I say, Well, no, because I've actually never once in my entire career persuaded somebody toe hire me. Four. Public speaking training, persuasion training if they didn't already wanted. I've never convinced someone to do this if they didn't want to do it first. So I am remarkably unpersuasive in convincing people to do public speaking, training or media training. But here's what I'm good at. If somebody has already decided that they want public speaking training, they want to improve their presentation skills and persuasion skills. They want to do it by a set time because they have some new initiative, big speech, coming up, a media interview, and it's so important to them they've allocated money or they've come up with a budget, and they decided they're definitely going to not just use somebody local or their PR person , but they want a professional. Give me someone like that, and I am remarkably persuasive that that person should hire me because they fit my screen there, actually, a good prospect. I don't waste time cold calling. I don't waste time trying to convince anyone to buy my services or to hire me. I focus on people who already have a need, have already decided they're going to hire me. And that's who I talked to, and I closed a very high rate of those. Now you might not be trying to sell your own services as an independent contractor or freelancer or professional. You may be a part of a large organization. You're still selling something. You're selling your idea. You still have to have people ready to buy in, and so you've got to figure out who in your company who in your organization is actually interested in this? If you're come up with a new plan to save money, focus on pitching that to the people who care most about saving money. Figure out what is driving the people in your organization or if it's your prospects, are clients. What is it really motivating that? What did they want already, and what is it you're trying to convince them to do? That helps them go where they're going anyway. That's so much of persuasion is trying to figure out what's the over that between what you want and what this other person out there in your organization or someone dealing with the organization where they trying to go? Let's figure that out so it can in fact, be a win win back to that steakhouse. If you convince somebody is a vegetarian to come to your steak house and eat all your steak , that may be a short term win for you, but it's not helping that person because that person is a vegetarian. You tricked them into eating the steak because you were so persuasive in oh well, that's just all made of soy. It's no problem and they eat it, they're likely to get sick. That doesn't help them. It doesn't help you. And if you're not really helping the person and they get disappointed, that's gonna hurt you in the long run. So the rule here there is. You've got toe, have focus and try to persuade people who are, in fact persuadable. If there's somebody in your organization and you know that no matter what anyone says, no matter how good the ideas their first response is, always know that's a horrible idea. Don't spend your time bitching that person first. Don't try to persuade that person first. Persuade the person who's likely to benefit the most from your idea. Who's likely to champion it? Who's likely to try to help persuade other people. That's where you focus 8. Never Bore With Data Dumps Again: I'm a big believer in teaching people in the positive, not just a bunch of Don't don't don't don't do this Siris of negatives, but I do want to address the elephant in the room. In my experience, the number one factor of people not being persuasive is they all make the same mistake. The mistake is they have an opportunity to pitch to present, to try to persuade someone in their organization in the workplace or a client outside. And they waste the opportunity by just doing a massive data dump. They tell the person in the organization or the prospect every single fact they know they try to educate the person on every part of the process. Every fact, the history and they think, Oh, I'm being thorough on being hardworking. The person is going to be so impressed that I'm so knowledgeable and I covered everything. I didn't leave anything out. No one can accuse me of being superficial and leaving anything out. It's a very defensive negative mentality, and the result is typically the person you're trying to persuade isn't persuaded because they're just lost in this sea of data. So do not make that mistake We're going to spend some time in the next few lectures helping you here. How do you narrow it down? How do you really refine what's truly most important? As Mark Twain once said in a lot of other successful writers have claimed to say this. I'm sorry I wrote you a long letter. I didn't have time to write you a short letter. It actually takes more time. I thought intelligence to narrow your messages down, then to just say absolutely everything. So we've all been guilty of this. I'll tell you about that more in a moment. 9. Master the Process Of NOT Telling People Too Much About Your Process: what else makes people profoundly non persuasive? It's not just the data dump. It's the specific things they're putting into that data dump. One big challenge. One big problem for so many people is they wanna explain every single part of the process of what they're going to do to help someone, therefore, why that person should then use them or put a rubber stamp of approval on what they're asking for. In general, human beings don't care about the process. Unless is their full time job. They care about the results you will give them. This is true whether it's a client, a prospect Ah, boss or a colleague in another department focus on the benefits to the person you're trying to persuade. That means you cannot go into every single little detail on the process. It means you cannot describe every little feature. Unfortunately, a lot of us when we are so excited about what we do our profession, we want to tell everybody everything we dio, and we think this is good. People like our passion for it. But if we're overwhelming them with the process, we can in fact work against ourselves. We could be less persuasive. Now this can happen to anyone. A few years ago, this even happened to me. I found myself when I was giving a sales presentation pitch, trying to persuade someone to hire me for a day of public speaking training or media training. I went on and on and on into the process, and I would send them a nice, personalized video. But I would then walk them through every step of the process. I would tell what we'll have our pre training conference call and you'll hear. You'll send me a video after ticket in advance and then during the day of presentation training, I'll get you on camera a dozen times, and after that you'll have Skype follow up with me, and you can text her York email or call me with questions and I'll answer you in a video back and you can go back into the online training school with any point and I'll send you follow up training videos every single day for the next year. Went on and on and on. Interest is some of the people who hired me did like that level of detail, but a lot or other people. Other prospects were just overwhelmed. I spent too much time talking about the process of every little thing I'm going to do to help them become a better presenter. And what I should have done is focused on the benefits to them. So now when someone pitches may or ask May for a pitch, I focus on the benefits. I say, Hey, if you work with me, I'm gonna make sure you are more comfortable, confident, relaxed Any time you speak doesn't matter if it's in front of one person. Ah, 100 1000 or 10,000 people. I'm going to really give you the skills so that you'll know in advance your audience will understand you. And here's the tricky part. I'm gonna make sure your audience will actually remember your key messages. Because most speakers are so boring. No one remembers anything because of that. There's a much greater chance that you will persuade your audience to do what you want, and in this case I personalize it and fill in the blanks of what I know that person's trying to accomplish. Sal do whatever it ISS, so that pitch only takes me 60 seconds or so in a video. The old one took 89 10 minutes, and it was just too long. So you have to catch yourself on this and make sure you don't accidentally fall into the temptation of MAWR ISMM or is more narrow. The focus. This is especially true if it's one sided communication. You're sending someone a video and email. You're talking to them over the phone or in a Skype video. But there's other people there, and it's not quite a one on one conversation. It's a little bit different when it's a one on one meeting, but even then, nearly your focus to the benefits to them if they have questions about all the other process, by all means answer their questions in detail. But when you have the open floor to just start off, focus on your benefits. Don't tell people every part of your process 10. The 5 Key Messages for Your Persuasion Success: as we've discussed in earlier lectures, most people give way too much data way too many fax messages, talking points when they're trying to persuade somebody in the workplace. My recommendation is get stare at that one sentence of what you're trying to get people to dio and then before you right out of Power Point slide deck or a whole speech or a long memo. Just sit back, get comfortable, put your feet on the desk of that, works for you and brainstorm on every possible message you have that could in fact motivate the person you're speaking to to do what you want. You're looking at it through that screen. Not every single interesting fact, obviously not the process. Obviously, you're trying to isolate messages that will, in fact motivate your person you're speaking to to do what you want to persuade them to do what you want, and you may come up with 50 102 100 messages. Don't limit it, but here's the catch. I want you to narrow your messages down to your top five. Why do I say that I work with business executives, United Nations officials, government officials in their workplaces all over the world, and I always ask them when someone's giving you some pitch a presentation trying to persuade you on something. Think of the best speaker you've seen in your office in your industry at a convention in the last year, the last five years, maybe ever. Now, don't tell me what you liked about their presentation that they were funding your they moved around or I don't care about that. I want to know. What do you actually remember about their presentation, their talk, the way they tried to persuade you? What do you remember the actual messages? The substance? Not all of the years I've asked people that quite off on the responses. Well, teach everybody in our field is boring and remember anything? Sometimes it's one message. Occasionally it's two, sometimes three messages. Every 34 months, someone will sell. Yet T. J. There was this fantastic speaker at our annual convention who persuaded us, and then they'll tell me maybe four points every six months or so. I'll have someone who says Yes, teacher. I remember the best speaker I've ever seen in my life, and they remembered five points. Now I've asked more than 10,000 people That question. Over the last 30 years, I have never yet had anyone remember more than five key messages. Five key ideas from any presentation in the workplace for many sales pitch or any other form of a pitch. So that's why I say to you, narrow it down less is more. You've heard that cliche again. Some cliches are true. We don't like to follow it, but it is true. So if you want to be persuasive, a lot of it has nothing to do with the Silver Town or a nice smile on your face or whether you get someone free tickets to the professional sporting event. Those things might help, but so much. Uh, what will really determine whether you are successful when you persuade is just you have the willingness and ability to sit back, maybe close your eyes, really think and really narrow down to your top five messages. Of course, they should be important messages to you, but if they're not important messages, relevant interesting messages to the person you're speaking to, get rid of it, throw it in the trash can. Maybe you come up with 10 messages that are important to you that you think might motivate the person you're speaking to. That's still too much. You've got to put them in priority from least important, the most important, and then get rid of anything that doesn't make your top five. 11. Your Secret Source of Winning Persuasion Messages: some of the most persuadable people when it comes to how they persuade others are not necessarily any harder working than you or anyone else. In fact, quite often they can be lazy in sheet. Now, here's what I mean. It's nothing unethical. But if you're trying to figure out what messages are really gonna work on these new prospects or these new clients or some new executive within your organization, just ask people you've persuaded in the past. What worked? You'd be surprised what you find out. Sometimes it's what you think is the least important aspect of your pitch. The thing that you thought was perhaps least persuadable or persuading the person who ultimately signed onto what you want did what you wanted became a client, a customer or approved a budget. That's what resonated without well, guess what? That person is a lot more credible on what's gonna work. Teoh Someone you haven't spoken to yet, then you in your own gut. Sure, sometimes you do have to rely on your own gut. But if it's a choice between my gut and what a client who hired me last week says worked on him or her, I'm going to go with what that client says When I'm talking to a new prospect, all you have to do is ask. Most people are afraid to do it, whether it's an outside client customer or whether it is a colleague that you sit next to on a Monday morning staff meeting every week and you can tell they endorsed your measure from a month ago. Now you've got to pitch something new, or now you have to pitch someone higher up in the organization about the same thing that you pitched a month ago to your group. Ask that person what persuaded them. What did they like about your pitch? Why did you think it worked? And you'll be surprised what you hear. It's typically not gonna be the process if we've as we've discussed before, I could say I do this in my own business. So when I pitch people on media training skills, I want to make sure I have the best possible pitch. So I've asked my clients, Why did you hire me? And on many occasions, the person hiring me, whether it's a CEO are account executive of public relations firm, They've said to me T J. There's two things we like. Number one. We like that. You don't just show up for a day and that's it. There's a more comprehensive process to this, and you give follow up. Number two. You're the Onley media trainer we've ever heard in the world who actually explains a process of how to go from a message point to a sound bite that could be duplicated. That's what people have told me. You don't deal with media and don't know, even know what media training is. This is your relevant to you. Doesn't matter. You're not my prospect, but I hear people say that. So I make a point of really mentioning those two points. Those were two of my messages when I have to try to persuade a prospect for media training . So I need you to really listen to people were, you know, you've already been successful. When you think about it, everything in life is like that. People who do well in one sport or they start to kick goals in a certain way. Try to do more of that great musicians who have luck in a certain genre and a certain album takes off will doom. Or in that genre, it's not constantly scattershot, something new. Every single time when you're trying to persuade people to do something in particular and you've already had some success persuading other people, I asked them what worked. That information is, frankly, more valuable than anything you're gonna find in this course, although I hope this course motivates you to actually ask them. 12. Note I Probably Shouldn't Have to Mention This, But Don't Lie: This isn't really a full lecture here. It's more of a side note disclosure. When you're trying to persuade people don't lie, Number one is just not a nice thing to to number two. I hope you have ethics that would preclude that. I know there are some wildly successful people in the world who everybody knows they're liars, and they're successful in their billionaires, and sometimes they have high political offices and powers. But I'm assuming you want a career for the long term, and you care about your reputation and you're not. Just after one quick approval of the budget today or one quick sale, you want to build a career, you wanna build a reputation. You wanna build a legacy, so don't lie. Be truthful. Be confident that your statements when you're trying to persuade someone in any other time , will stand up to scrutiny, and that a fair minded person who really looks at what you said and had a lot of other available fax in front of them would conclude that you were honest and ethical and fair. And maybe you didn't convince the person, but people still have a strong sense that you're a fair, decent person because ultimately, if you want to persuade more and more people, your reputation as someone who's honest is crucial. 13. Persuade More By talking Less: the most persuasive people in many offices are often the people who speak the least who talk the least when they are trying to persuade people. What do I mean by that? If you're not pitching, how do you persuade anyone? What I mean is, you've got to really listen to the person you're trying to persuade now, whether it's an outside client prospect or someone internally, it's always good to first ask people about their needs. What are they looking for? What's a source of problem irritation, pain and what do you have? What solutions do you have, Whether it's a product service and idea a budget concept, what is it you have that you now want to persuade them to do that you think will solve that the more you can find out about what their actual source of conflict is of pain of need, then you can tailor your pitch to them. Big problem so many people have is they've got some products and service. Some idea they're so excited about it. They're so confident all their abilities, they have a chance to pitch to someone, and they just start talking and talking and talking. It's one sided. And if they had just listened to what the person was saying, they get completely tailor their pitch presentation in a different way, and it could be 100% responsive. So one of the first things you should do, whether it's a client prospect, a customer prospect or someone within your company, is ask a bunch of questions. Find out what is it they are looking for? If they specifically you're looking for a service you offer, ask them. What is the deciding factor in their decision process? Going to be a Believe it or not, people actually tell you quite often people tell me this all that I ask them. And if they say and they're based on the other side of the country, they say our number one factor is is the person local and there's zero transportation cost . I know this is not a good prospect for May, and I'll maybe try to get them to do an online training, but beyond that, I simply no, it's not a good fit. On the other hand, if they say well, we really want someone who is experienced and has gray hair because the CEO is very arrogant, and he's more than 60 and he only wants to deal with some. Then I mentioned Hey, I got gray hair and I've been doing this for 35 years. So you've got to really listen to the people to find out what is going to be their decision process, what's gonna motivate them? And then you can tailor your messages in a way that's even Mawr specific. So always ask. They might not tell you they may give you something. General, if you're trying to persuade somebody to hire your ad agency and they've cast a wide net and they are ketchup company, they're going to say, Well, we are going to hire the advertising agency that has the most creative approach to sell more ketchup. It may be obvious, but it might not be. You can still ask them what's wrong with the incumbent firm. What are you looking for? That your current agency isn't doing what's gonna be your decision process in the deciding factor. So always ask, and because of that, you have to realize when you're trying to persuade someone you can't walk into this with a sensible. Here is my deck, and I'm gonna go through the deck to sell them now. It's not your power point presentation. It's not your deck. It's not your speech. It's not your presentation. It's the other person's presentation. It's all about them. So you gotta listen. Be in the moment, be present and then put out messages that are the most relevant to your prospects. That's the way you'll be much more persuadable. 14. There is Nothing Like Seeing Your Persuasion Messages in Text: I hope you've done your due diligence. Now you've really thought about every possible message that could persuade the person you're trying to speak to or the group you've asked other people in the past. You've persuaded what worked and ideally have also asked people you're trying to persuade what will actually persuade them. Now, I want you to put it all together, refine it, narrow it down, and I want you to literally right down here in the discussion section of this lecture top headline. What is it? You're trying to persuade people to do the same as before. But now what are the five messages you're going to try to convey when you are presenting to them to try to persuade them? Write it down. Each message is something you should be able to say in a single sentence. It's something that should be conveyed about 10 words or less. Now, that doesn't mean your whole pitch is gonna be 50 words. But I need you to have clarity in your own line what is truly most important. So that's the assignment. Go ahead. We need to take a little time to do this. It's critically important to do this if you just sit back and watch old T J speak. Well, you could be watching a Seinfeld episode or something else. I'm not not that entertaining. Believe me. I want to get something out of this. I need you to put this exercise into practice and actually write it down. Thanks. 15. More for You, By Not Talking About You: another classic blunder to avoid talking too much about yourself. Now this is especially applicable when you're trying to persuade somebody who does it work next to you in the office every single day, perhaps someone who doesn't know you, a new investor prospect or client prospect. I see this again and again and again. People make the same mistake and it's me, me, me, me, me. I'm happy to be here today. I'm so glad that I get the chance to speak to let me tell you about great. I am. Well, here's a hint for you. Nobody cares about you yet. Your co workers may like you and be on friendly terms. But still, the number one thing that anyone's thinking about when they're sitting across from you in a meeting or than a room hearing your pitcher presentation or talk is how are you gonna help them? How are you gonna help them accomplish their mission? Their goal, their objectives? So I believe that everything out of your mouth should be focused first and foremost on helping them. That's why you may have noticed in the promo video in this very course where I'm trying to sell you on taking this course and go on and on and on. And I'll so I've written of number one USA Today bestseller book Secret to foolproof presentations. And I'm in the Guinness Book of Records for most presentations ever on talk radio shows all over the world. I could go on and on and on for things, But you know what? I decided That's not gonna persuade you to take this course. If you want to know my bio the bios right here on the website. It's in the description. Further down on the course page, you can always find out by clicking on any of the social media buttons. So I didn't want to waste your time going on and on about my credentials. Certainly, if I'm pitching a new prospect, I'll have a paragraph or two or three deep in any kind of print proposal, text proposal. But when I'm talking to people of focused on what is going to persuade them now, they may need one or two facts about my bio that's really gonna resonate with them. So if it's really important to them that the Onley work with a trainer or coach has worked in mutual fund industry. Then I will go and spend 10 or so seconds talking about old mutual funds I've worked with and all the different people in their industry I've worked with, because that will make them feel more comfortable. But it's not a generic bio. Let me tell you about how great I am. Big big problem in so many presentations when people are trying to persuade somewhat too much on the bio, too many fax, too many numbers, too much of anything and everything other than a focus on the messages that are going to move your audience, it will actually persuade them. 16. Here is How You Get People to Remember Your Messages: you've done a good job of looking at all the possible messages you could try to use to persuade someone You've narrowed it down to your top five. You're comfortable with him. But here's the problem we haven't addressed yet. If the people you're speaking to, don't remember your messages two seconds later, how they can act on it, how are you actually going to persuade them? Unless you're just taking a vote the second you finish? If you really want Teoh, persuade people to take an action to support a new initiative. Approve a budget buy from you. Become a new client. You've got to package your messages in a way that's actually memorable. This is the biggest problem so many speakers have now. It's related to that problem I told you about earlier of doing the data dump. When you dump way too much data, nobody remembers anything. But even if you've narrowed your messages down to the top five doesn't guarantee people will remember your messages. Let me give you the easy way, the lazy man, the lazy woman's way of doing it. Tell a story. Just tell a story involving a riel conversation you had about a real problem with a real person where it waas, how the conflict was resolved, how you felt about it. All of us tell stories all the time, and that's what human beings do when they want Teoh see something visualize it tasted touch it realize it really share with another human being. That's what makes it easier for people to absorb it. So when someone says T. J, we got a whole bunch of beginners here. Some of them are really fearful. I'm not sure you're the good fit because you just seem so comfortable inarticulate. You're a natural born speaker. So what? Actually not I was very shy, is a kid, but it took me a long time to get comfortable, and I am comfortable, in part because I've had a lot of failures and a lot of mistakes. My worst experience ever speaking, has more than 20 years ago I was on a political talk radio show in South Florida, and I'll never forget. I had advocated for a particular candidate who was currently in office, and I said something in the host got very angry with me. He pulled the microphone right out of my hand Mr Walker, I have more respect for a Klansman than I do for you. I looked a little shocked, Surprised, but I thought, Well, I'm already a tough media consultant. Presentation, coach. Persuasion Coach. I'm not gonna let him intimidate me. I'm pulling the microphone back. Yeah, Mr Stick. What? I really think before I could say anything else, he reaches under the console. It's a talk radio show. No one can see it. He's in a big chair looking down on this tiny little share like a little child looking out , He reaches under the console, the table where all the microphones are. He pulls a gun on me, Talk radio. Nobody can see it now. Do you see my point, Mr Walker? You know what I said at that moment? Not much effect. It was my worst speaking moment ever. But here's the thing. I didn't let that one awful media experience persuade me to never do anything in the media again or never speak. I like speaking. I like speaking in the media, helping other people be persuasive when they're speaking in the media giving presentations . And I just tried to learn from it. In fact, I went back to that studio, that radio station a few weeks later and went back many times on other people shows. I even guest hosted other shows on that radio station. Now I stayed away from that guy, that one host, I think he uses lunatic. But I didn't let it bother me. I just tried to learn from it. Now the good news is every interview I've ever done since every speech I've ever given sense piece of cake. Nobody's pulled a gun on me, so I try to learn from my mistakes. Okay, what did I just do there a client surfaced, a point where they want someone that as a trainer, that there people can relate to, many of whom may be awful speakers, beginners, uncomfortable. And I can't just say Well, you know, I've been uncomfortable speaker to I wanted to illustrate that message with a story. The story had a character. May another character, Mr Sick. The talk show host had a setting. The talk radio station had some dialogue, conversation, had a problem, had a gun on me, had feeling emotion. What scared and had a resolution. Yeah, I did lousy there, but I learned from it and went back, kept doing it because I have a passion for So the story takes less than 90 seconds to tell , but it's more memorable. Sometimes I bump into clients 10 15 years later, they'll say, Hey, deejay headed the guns pointed at you lately, and by the way, I didn't get shot. There was no blood coming out. So that's the beauty of stories is it forms memories. So this is not a course on storytelling or even public speaking. I've got a lot of other courses on you to me if you want to go deeper in that. But just remember telling somebody a message straight. A straightforward way doesn't stick. It doesn't work. You've got a package it with a story, and the more can involve an actual conversation you had with a customer client prospect colleague. Better people say to me, all that will teach you. Can I just make it up? You could, but that's a lot harder. The easiest thing I want to make life easy for you. The easiest thing is just to really an actual conversation with a real person that makes the point. You're trying to get across do That's gonna be easier for you. Guess who else? It's easier for the person you're trying to persuade. 17. Ironing Out the Kinks in Your Persuasion Presentation: okay. I've been very light on the homework. Now you can't say. Well, he's given us to money stuff into money, quizzes and all that. I have been very light on you. Now I want you to do something. This next assignment. We've already got your main objective of what you're trying to persuade people to dio You've narrowed it down to your five main messages. I hope after the last lecture, you've been able to think of interesting stories, examples, case studies for each message point. But now I want you to practice. You don't have to show anyone. Just practice in privacy of your own home, your own cubicle. Go to an empty conference room at lunchtime and just pull out your cell phone, say your pitch presentation and then look at it. Figure out what you like. Figure out what you don't like. Keep doing it again and again until you like what you said. You don't have to show anyone. I know you don't want to do this. Most of us don't like looking at ourselves. We don't like the sound of her own voice. We don't like the way we look because most of us so I looked better when I was 20 years old . It's not about being perfect. I'm very comfortable on camera, but it's not because I think I'm perfect. I can look at a video of myself and say, My God, where did my hair go? Look at these jowls and I'm getting wrinkled and ugly. It's not that I think I'm perfect, but I'm comfortable speaking on video because I've watched myself and I know exactly how I'm coming across. And I know that this is how I want to come across. And this is the best. Aiken, Dio and I also an objective enough to know that you don't care how I look. If I can give you information to help your career, it ultimately doesn't really matter how I look. I'm not trying to be the next movie star and the next George Clooney. I don't have to be gorgeous. I just had to give you interesting information. That's what I want you to take away when you start practicing your presentation on video 18. Mastering Persuasive Body Language: We haven't spent a lot of time in this course talking about your body language when you're trying to persuade somewhat how long to look at them and all that sort a few basics, though, the more you can actually look at someone, not a stare down contests. But you're looking at the person most of the time or looking at individuals in the room. The better big problem most people make is they're staring at their pitch presentation debt there staring. It slides there, staring at notes, or there's daring at the whole room and never looking at someone so so much of what will make you more effective when you are trying to persuade someone is, Are you looking at them? And are you being interesting now? We don't have the time in this course to go over all the aspects of body language. For every scenario seated, pitch, presentation, standing keynote addresses, large audiences, small audiences. He want more on that. I've got dozens of other courses on how to give successful presentations and body language courses, but I want to give you the most important basics now. If you did the exercise, I asked you a moment ago to do you recorded yourself. I just want you to look at yourself and then watch your best one without any sound. What do you see if all you see is this, ask yourself. Is that someone you would want to buy from work with indoors? Probably not the most important thing when it comes to your body language and when you're giving a pitch presentation or any other presentation is their movement. When people are comfortable, confident, relaxed, everyone, they move their hands. It's a huge myth that you're not supposed to move your hands. The move, their body removed her head that move their face. Their arms are moving. If you're standing, you can actually walk around the room. No, you don't want to be pacing too much. But the far bigger problem is people standing totally stiff, frozen or grabbing elector. And you'll be much more persuasive when you seem completely comfortable, confident and relaxed and just having a conversation with one person. Even if they're 1000 in the room, you need to look like and sound like you're having a conversation with one person. So I need you to go back to your best video now and really look at it. If there's something you don't like about how you're moving, then redo it. But let me caution you. So many people, when they are reviewing their persuasive pitch presentations, will miss diagnosed. They'll see their head moving. They'll think, Oh, that doesn't look professional. I better hold my head straight. No, that will make you look scared or they'll see their hands moving and they think they need to tighten it. You don't want to tighten your hands or they'll see themselves blink and they think that looks weird. Well, everyone blanks. It looks weird if you don't blink. So don't worry about the blinking. So that's the assignment right now. Just look at the one you did on your cell phone or iPad or Webcam Really? Figure out. Are you coming across? Interesting. Are you looking at people? And if you're practicing just with yourself, are you looking out? If you are looking at a piece of paper or a computer screen, you have dramatically reduced your ability to be persuasive. People universally hate to be read to the universally hate to be ignored, So if you're staring at a whole bunch of papers to go over all your points in all your messages, which I know you won't do because you've narrowed it down to five. You made a mistake. Now it's perfectly fine to have a single sheet of No, this is what I would use for an hour long keynote speech. It's large font, large bullet points. I only have a handful of points, but the other points there for my examples and my stories find to occasionally glance down at a piece of paper. But your body language and primarily your eyes, most important part of your body should be looking at the person or persons you're trying to persuade. 19. Persuading Yourself to Go Outside of Your Comfort Zone: now comes to the part of the course, which will be the biggest breakthrough moment for a lot of you. It's also the least favorite part of this course. What I'm gonna ask you to do now is that video that you did that your favorite video where you think you're doing everything the way you like. You've got five good messages you've got. Example stories for each one. You've redone it. If there was something about your body language that didn't look right, I want you to upload that Teoh YouTube or Facebook or some file sharing site. And then I want you to put the link of that the U. R L into the discussion section of this course. Let the other students look at it. I will look at it and I will give you my professional critique. Obviously, I can't reach through this computer and force you to do it the way I can when I'm doing my in person live workshops all over the world. But if I could, I would, because this is the single most important part of doing it, letting other people look at it, figuring out what works, what doesn't work being your own critic but also getting some dispassionate perspective on it. And that's where I can help. That's what I do with my clients in real life. That's what I can do for you. I can tell you far less than 1% of my students less than 0.1% of my students here in Utah me take me up on this. But you might as well doesn't cost anything to you. It costs other people. Live world, the real world off a lot. So please, I'm not gonna beg anymore, but post the or L of your best persuasive pitch presentation. 20. The Single Best Way to Prepare for All Persuasion Presentation Opportunities: not many of you put your u R L in the discussion list. That's OK, but what I do want to stress is that if you're serious about getting better and better at being more persuasive when you're making presentations giving talks, asking people in the workplace to do things, the more you can rehearse on video, the better. I do not recommend you just talk to Amir. I don't recommend that you closed the door in your office or your cubicle and just talk out loud practice on video and look at it. Figure out what you like, what you don't like. The other thing that very few people do, but it's highly effective is once you've come up with a video you like and you want to share with me or the other students here, send it to other people in your workplace who are not going to be the decision makers. They're not gonna be. The people were ultimately going to decide your fate, but they know enough about the culture of the clients, the prospects, the other people you're dealing with, you know their mindset. Send them your pitch. Presentation in a video didn't say the slide deck. That's the least important part of this. Send them the video of you speaking and then walk down to their office or call them up and ask them What do they remember? Don't just say, what did you think they'll tell you? Oh, you're good, your professional Well done. Meaningless advice You want to know? What did they remember? Because if they don't remember anything, how persuasive could it have been? So that's the ultimate is not whether you pass my test. I'm frankly the least important part of this process, but people in your workplace or in your industry, in your field, they're the ones who really matter. And with technology these days, there's no reason not to do it. Everyone is surrounded by video cameras, every phone, iPad, laptop Webcams everywhere. There's no expense reason not to do this part of due diligence. Most people don't because it doesn't feel comfortable. Well, get over it. Get over yourself. Everyone else in the world has to listen to their own voice. Everyone else you're pitching are trying to persuade has to see your face, so you're gonna have to see it and listen to it as well. But this will help you dramatically. You'll get fantastic insights from again, not meet your own colleagues 21. Persuasion That Takes 6 Months Is Still Persuasion: people in the work world who are really persuasive understand that no matter how good your presentation is, no matter how good your communication skills are, sometimes the person you're talking to isn't ready to give a yes. Just because they don't say yes today or endorse you today or higher you today doesn't mean it's no forever. So you really gotta listen. You really gotta ask them what else they need. When should we talk about this issue again and listen to them? Sometimes people will say, You know what? We've just decided we're absolutely not going to hire any media trainer because the interview was canceled and the board of directors has decided we're not gonna ever talk to the media. Well, that's a pretty definitive now. That means I don't have to spend time pitching them. It also means there's nothing really valuable I could get from the feedback there because their decision has nothing to do with how persuasive I waas. It also means I don't need to follow up with them. But sometimes someone I've pitched someone you might pitch could say we still got to think about it. We're talking about it. We're undecided call back in two months. We've got to get through the next annual meeting. A lot of people just say I was wanting that quick win. I wanted to show the sales for the end of the month. Forget it. It can't be like that. You've got a look at the long term long game. So regardless of how you manage your time or your calendar, I use sales I'm not plugging sales from I use sales for, So I just go in every day. So someone tells me today calling. Two weeks or two months, I'll just put follow up. Two months from today, it goes into my salesforce, and I don't think about them for two months and two months from now I go to my sales force . It pops up. There is the person's name saying This person has to be called today. You might use Google calendar. There's all sorts of systems. You've got to manage that on your own. The point is, listen to people just because they're not saying what you wanted them to say today, which is yes, approved by invest. That's not a no. Sometimes they'll say, call back and two weeks sometimes two months, sometimes a year. Follow up now Don't hound someone every other day for the next six months. If they just said Oh, I'm not sure yet. That can be a no follow up. I can tell you, in my own business, I've had people contact me about media training and presentation training services. And it was literally six years between First contact, the first request for a proposal until they hired. And they sense hired me many, many other times. And sometimes they said, We know we're not gonna do anything for the next year. Okay? I may have shared newsletters with them and sent them, but they didn't actually call to pitch them for a year because that's what they asked for against so much of being a good persuadable presenter, talker, business communicator is just listening toe what people say. If they tell you absolutely no, never, ever, ever, ever. Don't ever talk to me again about this, will listen to them. But if they say maybe in the future, ask them what I dio in my own calls, I'll say so. Would you like me to call you and say, six weeks or middle of next quarter, which would be three months from now and then six weeks will be good. I listen, I make notes and then I follow up and I try to persuade them again when they asked for me to do so. It's not that complicated, but a lot of people just dropped the ball. 22. Persuasion Is Sometimes More Effective At the Top Than At The Bottom: when you're trying to persuade people inside your organization or outside, don't automatically do the same thing every time. Don't automatically start out at the bottom and work your way up. Sometimes it's easier to persuade the person with high rank higher status. I'm not saying Ignore the little people. I don't mean to sound condescending at all, but sometimes a pitch will resonate more with someone who has even more stature. I remember this is 35 years ago. We're going folks, but I was in college. I was looking for a senior adviser. I was doing an independent study project on communication, believe it or not, in political campaigns. So I approached all these junior professors who had not been tenured, thinking Well, they're the ones who will have the time for May, and they also help teach and busy. It sounds like a great concept. That's nice, and I'd almost given up because they were all saying they were too busy. I'm walking past the door of the most famous political science professor at my university. Well known guy had 10 books. He's on network TV all the time was a well respected noted presidential scholar and political scholar, and I walked by the last second I said, You know, he'll say no, but with that, why not? I went him, pitched him on my idea. He said, Oh, that sounds fascinating. I'd love to. It just goes to show you can't discount any possible person that might be persuadable. Now, if it's your own organization and you're part of a big company and you ignore your boss in your boss's boss and go right to the seat, you know that could alienate, then they could feel like you're not respecting them. So I'm not saying always go to the highest level person, but look around and figure out of the people you persuade they could be in a lot of different places. Don't take anyone formula that works for someone else and have it work for you. So, for example, there is an extremely famous, wildly respected consultant speaker by the name of Alan Weiss. I like Alan. I've read all his books. If you are a consultant or a speaker, I recommend his books to you. But one of the things he does is he says, that he only deals with the CEO of a company that's worked really well for his business. He, by all accounts, seems to be wildly successful. Andi financially and every other. But I constantly come across other speakers, other trainers, consultants who have read Alan Weiss books and try to emulate him. And they spent all their time trying to get into the sea, the CEO because they think that's the person that the persuade to hire them. Well, it might be, but it might not be occasionally in my own business. CEOs hire me, but far more often it's not the CEO. It's the head of the training department of the head of the public relations department, sometimes the head of HR. Those are the people who hire media trainers, public speaking coaches. So that's my focus. So you've got to figure out again of all the people you talk to within your workplace, but your larger work environment, including your prospects and clients who are the best people to speak to but also who is anyone that could be persuaded to help you get to the ultimate yes, in particular decision. You're trying to get out of them 23. Conquering Your Fear To Pitch Again: as I mentioned to you, Just because someone you're trying to persuade didn't say yes right away doesn't mean you can't come back to them and ask again. You don't want to be annoying or irritating, but let me practice what I preach because the vast majority of you did not record yourself on video giving a persuasive speech and uploaded and put the link here in the discussion as I asked you to recently. So I'm gone. It's just one more time. Get I'll still love you. If you don't do it, you'll still get a certificate of completion from you to me, even if you don't do it. But I'm still gonna ask you again, because I think I can help you even more. Another lesson from this is I'm okay not being persuasive 100% of the time. I'm OK if you look down and say, Well, gosh, not that many people followed up on T. J. He might not be that persuasive. Now I don't persuade everyone of everything I'm doing all the time. Sometimes I stretch further, hoping if I can just get one or 2%. That's good too. So that's the lesson if you win, don't be afraid to go back to someone if they haven't given you a hard No, because not many people that you wrote in the discussion you would never do that. Don't be afraid to go back and ask again. Just be polite about it. Not too needy and also realize it's OK if you don't succeed 100% of the time with everything you're trying to do to persuade people. 24. Conclusion You are Now Ready to Persuade!: Congratulations. You have completed this course. Thanks so much for joining me in this journey. I want to wish you tremendous success in all of your future attempts to persuade people in your office. And I do hope you realize it's not about being perfect today after taking this class. It's about a process where you get sometimes just 1/2 of 1% better said over time. The more you present, the more you talk. The more you pitch, the more you're communicating with your customers, clients, colleagues, co workers. You get better at you, get more comfortable at it. You enjoy it more. You're able to refine more. You're able to really be in the moment and listen to people so that you can then react and give them information and messages, thinking messages that will motivate them to take the actions you want. I hope you've gotten a strong sense of the most important tools in your tool kit. Number one, actually having clarity what you want them to do. If you don't know, they won't figure it out. Number two. Narrowing your messages down to just a handful of what is going to motivate them to take the action you want Number three having interesting relevant stories to flesh out these messages to make them remember and number four practicing on video. If it's an important presentation or you're pitching people for super important new contractor piece of business, practicing on video until you love how you're coming across, do that. Do that consistently. Learn a little bit from each one you give, and you're going to be wildly successful in your ability to persuade people in the workplace. I'm T. J Walker. Thanks for joining me.