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How To Convince A Skeptic

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Sujit Ghosh
Sujit Ghosh

The document discusses how to convince skeptics by providing four steps to prepare and four tools to use. The four steps are to identify your main message, potential objections, common experiences, and frame your introduction accordingly. The four tools are using suggestive language, doing a "Macho Test" to avoid coming across as superior, getting an outside perspective with a "Sanity Check", and choosing an approachable nonverbal style. The overall goal is to understand skepticism and effectively communicate your message while addressing potential objections.

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The Quality Connection Welcome March 27, 2012 1
About SCQAA-SF- A Not-for Profit Organization  SCQAA-SF (www.scqaa.net) chapter sponsors the sharing of information to promote and encourage the improvement in information technology quality practices and principles through networking, training and professional development.  Networking: We meet once in 2 months in San Fernando Valley.  Check us out on LinkedIn (SCQAA-SF)  Contact Sujit at sujit58@gmail.com or call 818-878-0834 March 27, 2012 2
The Quality Connection How to Convince a Skeptic www. qualityconn. com 3
The Quality Connection Some Definitions 1. What does communication mean? 4 www.qualityconn.com
The Quality Connection Some Definitions 1. What does communication mean? - What is being understood 5 www.qualityconn.com
The Quality Connection Some Definitions 1. What does communication mean? - What is being understood 5. What are different points of view? 6 www.qualityconn.com
The Quality Connection Some Definitions 1. What does communication mean? - What is being understood 5. What are different points of view? - 1st position – your point of view - 2nd position – walk in other’s shoes - 3rd position – fly on the wall 7 www.qualityconn.com
The Quality Connection Question  What are the kinds of things you would like to convince others of? 8 www.qualityconn.com
The Quality Connection Agenda  4 Steps to prepare yourself  Psychology of Skepticism – 4 patterns  4 Tools 9 www.qualityconn.com
The Quality Connection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? 10 www.qualityconn.com
The Quality Connection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections 11 www.qualityconn.com
The Quality Connection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had 12 www.qualityconn.com
The Quality Connection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had s Frame your intro with objections and common experiences 13 www.qualityconn.com
The Quality Connection Psychology of Skepticism  Pessimistic belief 14 www.qualityconn.com
The Quality Connection Psychology of Skepticism  Pessimistic belief  Away from pattern 15 www.qualityconn.com
The Quality Connection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal 16 www.qualityconn.com
The Quality Connection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal  Don’t like being told what to do 17 www.qualityconn.com
The Quality Connection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal  Don’t like being told what to do  Change their minds frequently – need to be constantly reassured 18 www.qualityconn.com
The Quality Connection 4 Tools 1. The language of suggestion 19 www.qualityconn.com
The Quality Connection The Language of Suggestion  Examples 20 www.qualityconn.com
The Quality Connection 4 Tools 1. The language of suggestion 2. The Macho Test 21 www.qualityconn.com
The Quality Connection The Macho Test Have I stated or implied in anything I’ve said or done (or written) that… b. I know something you don’t know or that I know more than you do? c. You are not completely perfect in everything you do? d. Someone else is more important than you are? 22 www.qualityconn.com
The Quality Connection 3 out of 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 23 www.qualityconn.com
The Quality Connection The Sanity Check  Give to someone else and have them review in your audience’s shoes  Then, look at from the 3rd position: What does that say about my relationship with x from y’s position 24 www.qualityconn.com
The Quality Connection 4 out of 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 4. Nonverbal – credible versus approachable styles 25 www.qualityconn.com
The Quality Connection Nonverbal Considerations 1 Credible style: stands still when no talking, monotone voice, less facial expressions, goes up on the second to last syllable in the last of a sentence, CNN talk, etc. l Approachable style: moves when not talking, has many facial expressions and great variety in tonal inflection, large asymmetrical hand gestures and goes up on the end of each sentence so that each sentence sounds like a question. 26 www.qualityconn.com
The Quality Connection Review: 4 Steps to go through in preparing i Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had s Frame your intro with objections and common experiences 27 www.qualityconn.com
The Quality Connection Review: 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 4. Nonverbal – credible versus approachable styles 28 www.qualityconn.com

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How To Convince A Skeptic

  • 1. The Quality Connection Welcome March 27, 2012 1
  • 2. About SCQAA-SF- A Not-for Profit Organization  SCQAA-SF (www.scqaa.net) chapter sponsors the sharing of information to promote and encourage the improvement in information technology quality practices and principles through networking, training and professional development.  Networking: We meet once in 2 months in San Fernando Valley. ��� Check us out on LinkedIn (SCQAA-SF)  Contact Sujit at sujit58@gmail.com or call 818-878-0834 March 27, 2012 2
  • 3. The Quality Connection How to Convince a Skeptic www. qualityconn. com 3
  • 4. The Quality Connection Some Definitions 1. What does communication mean? 4 www.qualityconn.com
  • 5. The Quality Connection Some Definitions 1. What does communication mean? - What is being understood 5 www.qualityconn.com
  • 6. The Quality Connection Some Definitions 1. What does communication mean? - What is being understood 5. What are different points of view? 6 www.qualityconn.com
  • 7. The Quality Connection Some Definitions 1. What does communication mean? - What is being understood 5. What are different points of view? - 1st position – your point of view - 2nd position – walk in other’s shoes - 3rd position – fly on the wall 7 www.qualityconn.com
  • 8. The Quality Connection Question  What are the kinds of things you would like to convince others of? 8 www.qualityconn.com
  • 9. The Quality Connection Agenda  4 Steps to prepare yourself  Psychology of Skepticism – 4 patterns  4 Tools 9 www.qualityconn.com
  • 10. The Quality Connection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? 10 www.qualityconn.com
  • 11. The Quality Connection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections 11 www.qualityconn.com
  • 12. The Quality Connection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had 12 www.qualityconn.com
  • 13. The Quality Connection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had s Frame your intro with objections and common experiences 13 www.qualityconn.com
  • 14. The Quality Connection Psychology of Skepticism  Pessimistic belief 14 www.qualityconn.com
  • 15. The Quality Connection Psychology of Skepticism  Pessimistic belief  Away from pattern 15 www.qualityconn.com
  • 16. The Quality Connection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal 16 www.qualityconn.com
  • 17. The Quality Connection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal  Don’t like being told what to do 17 www.qualityconn.com
  • 18. The Quality Connection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal  Don’t like being told what to do  Change their minds frequently – need to be constantly reassured 18 www.qualityconn.com
  • 19. The Quality Connection 4 Tools 1. The language of suggestion 19 www.qualityconn.com
  • 20. The Quality Connection The Language of Suggestion  Examples 20 www.qualityconn.com
  • 21. The Quality Connection 4 Tools 1. The language of suggestion 2. The Macho Test 21 www.qualityconn.com
  • 22. The Quality Connection The Macho Test Have I stated or implied in anything I’ve said or done (or written) that… b. I know something you don’t know or that I know more than you do? c. You are not completely perfect in everything you do? d. Someone else is more important than you are? 22 www.qualityconn.com
  • 23. The Quality Connection 3 out of 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 23 www.qualityconn.com
  • 24. The Quality Connection The Sanity Check  Give to someone else and have them review in your audience’s shoes  Then, look at from the 3rd position: What does that say about my relationship with x from y’s position 24 www.qualityconn.com
  • 25. The Quality Connection 4 out of 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 4. Nonverbal – credible versus approachable styles 25 www.qualityconn.com
  • 26. The Quality Connection Nonverbal Considerations 1 Credible style: stands still when no talking, monotone voice, less facial expressions, goes up on the second to last syllable in the last of a sentence, CNN talk, etc. l Approachable style: moves when not talking, has many facial expressions and great variety in tonal inflection, large asymmetrical hand gestures and goes up on the end of each sentence so that each sentence sounds like a question. 26 www.qualityconn.com
  • 27. The Quality Connection Review: 4 Steps to go through in preparing i Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had s Frame your intro with objections and common experiences 27 www.qualityconn.com
  • 28. The Quality Connection Review: 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 4. Nonverbal – credible versus approachable styles 28 www.qualityconn.com