BEP 62 ADV – Persuasion 3: Satisfaction, Visualization and Action Steps

In the first two ESL lessons (BEP 59 & BEP 60) in this three-part series on persuasion, we saw how getting your audience’s attention and demonstrating a clear need were essential to the persuasive process. We learned that in the indirect method of persuasion you should demonstrate the problem before you offer a solution. This mirrors the psychological process of decision-making: First we feel a need, and then we look for a way to satisfy that need.

After you have established the need, you then describe the future benefits if your proposal is accepted. This is the visualization step: Talk about how accepting your proposal will have positive future outcomes or maybe how not accepting it will have negative outcomes. Finally, you need to make a concrete, specific call to action – what the audience can do right now to implement your proposal.

Let’s finish listening to Steve give his proposal to Swift management. See if you can identify the satisfaction, visualization and action steps in his speech.

Listening Questions:

1. How long will it take Swift to get back the investment in air conditioning?
2. How much extra profit can Swift make per year by adopting Nick’s proposal?
3. What specific action does Steve ask his manager’s to take?

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BEP 60 ADV – Persuasion 2: Establishing the Need

Welcome to the second in this three-part Business English Pod series on presenting your ideas presuasively.

Last time we heard a bad example and a good example of persuasion. Then we covered the first step of the Monroe Sequence: We learned that to be persuasive, you first need to get the audience’s attention by establishing the relevance of the topic. We also talked about how it’s extremely important to relate your proposal directly to your audience’s needs.

BEP 59 ADV – Persuasion 1: Getting Attention

Do you ever need to persuade or convince someone of your point of view? Do you need to win support for a proposal, or get backing for a project? Of course you do. Persuasion – convincing someone of something – is an essential part of almost everything we do, from informal discussions to formal negotiations. To be successful, you need to be persuasive. You need to get people to accept a different point view, to see things your way. How can you be more persuasive? In this three-part series, we’ll be giving you some answers.

BEP 37 – Presentations: Question and Answer (2)

Today’s advanced Business English Podcast episode is the second in our a two-part series on question and answer, or Q&A, during a presentation in Englishpresentation in English.

The listening starts where we left off last time. Nick, the new European sales director at Harper-Tolland Steel, is answering questions after his English presentation.

Nick has proposed to retrain key sales staff at Harper-Tolland in order to boost sales after a disappointing new product launch. Where we left off, Cindy, the regional sales manager for Germany, is asking Nick how they will measure the success of the new training program.

As you listen, pay attention to how Nick and Nick’s boss, Max, deal with questions and manage the Q&A session.

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BEP 36 – Presentations: Question and Answer (1)

In this Business English Podcast lesson we’re going to take another look at making presentations in English with the first in a two-part series focused on question and answer – popularly referred to as Q&A.

This listening is from the Q&A session that follows on from our previous episode on closing presentations – BEP 33. It takes place during a meeting of senior sales and marketing staff at Harper-Tolland, a global producer of special purpose steel. As we begin, Nick Fisher, the European sales director, is just finishing his presentation.

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