Hook A great hooksuccessfully takes your mind out of the past or future and hooks you right into the moment and into the conversation. Now I’ve got your attention.
Salting Ever heard, “You can lead a horse to water, but you can’t make him drink?” Scott says, that you can make him drink. Just feed him a few oats beforehand and put lots of salt on the oats. Why? Because salt makes you thirsty!
Emotional Word Pictures An emotional word picture is a word, a statement, or a story that creates an instant picture in listener’s minds that clarifies what you are trying to say and implants a feeling into their emotions.
Liking – People like those who like them. Action: Uncover the real similarities and offer genuine praise. • Win friends • People stand physically closer to one another after learning they shared political beliefs & social values. • Establish the bond early and it will carry you forward.
Reciprocity – People repay in kind. Action: Give what you want to receive. • Smile at someone, watch them smile back. • Managers can elicit the desired behavior from coworkers & employees by displaying it first. Whether it’s a sense of trust, a spirit of cooperation, or a pleasant demeanor, leaders model the behavior they want to see in others.
Social Proof – People follow the lead of similar others. Action: Use peer power whenever it’s available. • Social creatures that we are, human beings rely heavily on the people around them for cues on how to think, feel & act. • Persuasion can be extremely effective when it comes from peers. • Again, influence is often best exerted horizontally rather than vertically.
Consistency – People align with their clear commitments. Action: Make their commitments active, public & voluntary. • Take a stand and stick to it. • Once spoken out loud or written (made explicit), it’s more powerful. • So be verbal and publicly visible.
Authority –People refer to the experts. Action: Expose your expertise; don’t assume it’s self-evident. • “Believe an expert.” That may or may not be good advise, but it’s what we do. • Leaders are to ensure they establish their own expertise before they work to influence. • Display your awards & credentials. • In a social engagement, lightly touch on your experience in a natural way.