Persuasive speakers bend their personality muscles to appeal to a wide range of audiences. They adjust how they speak—their tone, manner and word choice—to woo a particular individual or group.
Don’t assume that you can steamroll over just about anyone because you’re confident and articulate. Despite your seamless logic and passionate delivery, your arguments can fall flat if you overlook your audience.
Nance Rosen, a Los Angeles-based consultant, profiles different types of listeners. Ducks are followers who want clear marching orders. Owls like to learn about your long-term vision. Woodpeckers scan data and nitpick before they decide to accept your argument. Chicken Littles are anxious pessimists who thrive on worst-case scenarios.
Most people don’t fall neatly into a specific category. But as you get to know colleagues and study how they process information, you can then customize your approach to gain their buy-in.
If ...(register to read more)