Chaoters 9, 11 Flashcards
(5 cards)
1
Q
What is A.I.M:
A
Analyzing your audience
Gathering right information
Developing a message
2
Q
Key ingredients to persuasion (methods of influence) Rasscl
A
Reciprocation
Consistency
Social proof
Liking
Authority
Scarcity
3
Q
Key elements to persuasion
A
Use emotion and reason
Gather correct information
Use indirect and implicit messages
Gain attention
Make them need it
Validate others views
Call to action
4
Q
Kesslers five touch points for persuasion
A
- The sniff (finding target)
- The story (yap)
- The data
- The ask
- The close
5
Q
7 steps for bad news messages
A
- Deliver in timely manner
- Choose right channel of delivery
- Sympathize
- Provide simple clear rationale
- Explain immediate impact
- Focus on solutions and long term benefits
- Share goodwill
