MAGNETIC PERSUASION
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D. Is your audience or prospect assertive or amiable? Assertive Considers results more important than relationships Makes decisions quickly Wants to be in control Is task-oriented Doesn’t waste time Is independent Amiable Considers relationships more important than results Is friendly and loyal Likes to build relationships Is a great listener Avoids contention Is nonassertive and agreeable It is important to note that, when it comes to persuasion, personality directions most like our own personality type create a feeling of comfort and safety for us. Styles that differ from our own create tension and defensiveness. Master Persuaders can match all personality directions.
Structuring Winning Arguments Why should we be concerned with the structure of an argument? Well, persuasive messages have several pieces that must be included. Just as Plato stated that every message should have a structure like an animal (head, body, and feet), so must our arguments follow an understandable pattern. There are two basic elements to any persuasive message. These are the substance (arguments, facts, and content) and the form (pattern of arrangement). If you make up the form and pattern of your presentation as it comes into your head, it will be a detriment to long-term persuasion. A confused mind says “no.” If the audience can’t follow your facts or the
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