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ETHOS LOGOS PATHOS

RHETORIC

MYTHOS

THE ART PERSUASION

MY FAVORITE LESSON

Attention Getter

1st in any Presentation

Quote

Question

Story

Startling Statement or Statistic

Humor

Establish NEED

NEEDS

Convince your audience there's a problem. This set of statements must help the audience realize that what's happening right now isn't good enough – and needs to change.

Use statistics to back up your statements.

Talk about the consequences of maintaining the status quo and not making changes.

Show your audience how the problem directly affects them.

Remember, you're not at the "I have a solution" stage yet. Here, you want to make the audience uncomfortable and restless, and ready to do the "something" that you recommend.

SATISFY THE NEED

SATISFACTION

Introduce your solution. How will you solve the problem that your audience is now ready to address? This is the main part of your presentation. It will vary significantly, depending on your purpose. In this section:

Discuss the facts.

Elaborate and give details to make sure the audience understands your position and solution.

Clearly state what you want the audience to do or believe.

Summarize your information from time to time as you speak.

Use examples, testimonials, and statistics to prove the effectiveness of your solution.

Prepare counterarguments to anticipated objections.

VISUALIZE THE FUTURE

VISUALIZATION

Describe what the situation will look like if the audience does nothing. The more realistic and detailed the vision, the better it will create the desire to do what you recommend. Your goal is to motivate the audience to agree with you and adopt similar behaviors, attitudes, and beliefs. Help them see what the results could be if they act the way you want them to. Make sure your vision is believable and realistic.

MOVE TO ACTION

ACTION

Your final job is to leave your audience with specific things that they can do to solve the problem. You want them to take action now.

Don't overwhelm them with too much information or too many expectations, and be sure to give them options to increase their sense of ownership of the solution. This can be as simple as inviting them to have some refreshments as you walk around and answer questions. For very complex problems, the action step might be getting together again to review plans.

Homework

Homework

Submit a 30 second commercial of you selling something. It can be a product, a service, a new invention.

Submit on Goreact Platform

By 5PM Thursday, 4/30.

Read Chapter 18 in textbook on Persuasion.

Complete Online Survey.

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