HCC_Training_-_Communication_2

BODY LANGUAG

LEGS

The way we move and position our legs can convey a wide
range of attitudes and emotions.
If someone is seated and their legs are fully extended, this
indicates the subject is losing interest.
Sitting with your legs crossed and elevated foot moving in a
slight circular motion indicates boredom or impatience

BODY LANGUAGE

INTERPRETING BODY LANGUAGE

OPEN

Responsive Reflective

FORWARD BACK

Combativet Fugitive

CLOSED

RESPONSIVE

ENGAGED leaning forward
Open Body
Open Arms
Open Hands
EAGER (sprint position)
Open Legs
Feet under Chair
On Toes
READY TO AGREE closes papers
Pen Down
Hands Flat on Table

BODY LANGUAGE

REFLECTIVE

LISTENING with head tilted
Lots of Eye Contact
Nodding
High Blink Rate
EVALUATING : sucking glasses / pencil
Stroking Chin
Looking Up and Right
Legs crossed
Ankle on Knee
ATTENTIVE (standing)
Arms behind Back
Smile
Open Feet

LOOKING NERVOUS

Crossed arms and legs
Carrying books or papers across your chest
Slumped posture
Sitting perched on the edge of the chair
Tapping foot
Rocking leg
Drumming fingers
Biting nails

COMMUNICATION SKILLS

PERSUASIVE COMMUNICATION

PERSUASIVE COMMUNICATION

What is Persuasive Communication

Communication that is directed towards changing
or altering another person’s beliefs, attitudes
and ultimately behavior.
Purpose is to transform the belief so that attitude is
transformed

Objectives

To change the mindset
To transform attitude
To bring permanent changes
To influence the other person

Need

Building shared vision

Better than Coercion

Basis of leadership

Building team

Applying the AIDA Model

Getting Attention
Building Interest
Increasing Desire
Motivating Action

Getting Attention

Techniques to open your sales letter with excitement:

News Items "The only thing worse than paying taxes
Product benefits is paying taxes when you don't have to.”
Personal appeals
Product samples "In the past 60 days, mortgage rates
Promise of savings have fallen to a 30-year low.”
Problem solutions
"Right now, you can get huge savings on a
new camera phone."

"iPod. 10,000 songs in your pocket.“

"Tired of cold air rushing through the cracks
around your windows? Stay warm and save
energy with AAA Weather-stripping.“

"Here’s your free sample of the new
Romalite packing sheet."

Building Interest

Support Promises
Highlight Key Points
Emphasize Benefits

Increasing Desire

Audience Focus
Dynamic Language
Support for Claims

Motivating Action

The Next Step
A Sense of Urgency
Professionalism
A Good Impression

AIDA Model in Business Letters

Attention: Your opening does more than simply introduce
your topic; it grabs audience attention and encourages
them to hear more about your main idea.
Interest: Your explanation does more than present rea-
sons; it incites the interest of your audience.
Desire: Your continued explanation does more than pres-
ent benefits; it changes your audience’s attitude.
Action: Your close does more than end on a positive note;
it emphasizes reader benefits and motivates readers to
take specific action.

PERSUASIVE COMMUNICATION

How

Analyze the person and situation
Establish credibility
Prepare the receiver to be open minded
Identify the appropriate emotion
Talk about rewards
Talk about obstacles
Appeal to self interest
Use the appealing arguments
Organize the ideas
Create favorable atmosphere
Be flexible
Do not be emotional
Motivate for action

PERSUASIVE COMMUNICATION

Role Play:

Turning NO into YES!!!…..

Game for it ?

COMMUNICATIVE LANGUAGE PROCESSES

Group Exercise:

“How would you pitch a top corporate
employee for a “ CFO position in an MNC ?”

Prepare Pitch Presentation: 10 mins
Presenter’s time: 7 mins

The top corporate employee is already a finance
controller, in an MNC, young and vibrant and well
recognized in his organization, you have got his
reference from your contact.

Human Capital Corporation

COMMUNICATILON SKILLS

THANK YOU