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Aristotle and the Art of Persuasion: Delivering a Persuasive Sales Pitch

Influence should be your main concern when it comes to speaking before an audience–may it be consumers, employees, teammates, or potential investors. Your goal is to make an impact big enough to either change your audience’s opinion or strengthen an already existing point of view.

The point of an effective sales pitch is to persuade your audience into buying or to think about your pitch, may it be a product, service, or concept. To do so, you must appeal to the listeners and convince then that what you’re offering is the most favorable choice.

The content and design of your custom pitch deck should work together to convince your audience.

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The Greek philosopher Aristotle (384-322 B.C.) was incredibly influential, especially that he made significant and lasting contributions to various aspects of human knowledge. One of his concepts included the modes of persuasion, which, according to him, can be furnished by the spoken word. These are as follows:

Ethos (Credibility)

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When delivering a pitch, you must assert your credibility and intelligence as a speaker. Your tone, pitch, and diction help establish this–you have to look and feel confident. Stage presence is also necessary in gaining the audience’s trust.

How do these factors translate to your pitch deck?

Include your credentials in a self-introduction slide.

Let your audience know who you are and what you specialize in, as these give your listeners a sneak peek into your expertise. If you have achievements that would help build your credibility as a speaker in the field, the better.

Leverage your credibility by quoting other industry experts.

Quoting industry experts add value to your pitch. It shows how familiar you are with the topic, boosting your credibility.

Pathos (Emotion)

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The emotional content of your pitch makes it more memorable. That said, you become a better speaker when you have the ability to work with your audience’s emotions just as you handle your own.

How will you add an emotional factor to your slides?

Tell a story.

Stories can get in touch with your audience on a personal level, hence making it an effective pitching technique. The more people can relate to it, the better they understand what the pitch is all about.

Rehearse your pitch in front of other people and have them give you feedback. Remember that storytelling can either make or break your pitch so you have to make sure that the story you’re sharing is appropriate for your audience.

Evoke emotions through visuals.

Colors have the power to change or reinforce your audience’s mood in a matter of seconds. Apart from the design itself, companies that build pitch decks put the palette they use into careful consideration.

Logos (Logic)

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Aristotle emphasized the appeal to logic and reasoning the most. Once you’ve captured your audience’s attention, the next step is to take action. Convince them that the change or action is within reason and in their best interest.

Survey results, market data, trends–the last mode of persuasion is the most common and the easiest to incorporate into a pitch deck.

How can you incorporate logic and reasoning into your custom pitch deck design?

Use backup in the form of case studies and testimonials.

When you include these into your pitch deck, it shows the effects of the practices, ideas, products, or services, in action.

Use common concepts as analogies and make comparisons.

Explaining complex concepts may not be an easy feat, but if you make the right analogies and comparison, those who may not know much about the subject can easily understand the topic.

While these strategies may seem obvious to many people, there are still those who are miss out on the advantages that these pointers give to the pitch itself, making them bland and unconvincing.

Hopefully, you apply these to your next sales pitch. Not only will you improve your credibility, but these will increase your confidence, too.

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References:

Brooks, Chad. “Get Emotional: 5 Ways to Give Better Presentations.” Business News Daily. September 12, 2014. https://www.businessnewsdaily.com/7117-give-better-presentations.html

Zetlin, Minda. “5 Presentation Tips: How to be a Stronger Storyteller.” The Enterprisers Project. February 6, 2018. https://enterprisersproject.com/article/2018/2/5-presentation-tips-how-be-stronger-storyteller

History.com Staff. “Aristotle.” A+E Networks. 2009. http://www.history.com/topics/ancient-history/aristotle

PowerPoint Presentations: Do You Really Need Them?

PowerPoint is the undisputed king of all presentation software. With about 500 million users relying on it to create their visual aids, no one can deny its dominance.

Aside from the contemporary presentation designs it offers, we need them to enhance and support our core message.

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We still get questions from some presenters, wondering if they even need slides to go with their speech. To answer this question, let’s first examine how they benefit your presentations:

All-Around Usefulness

What helps PowerPoint immensely is its inclusion in Microsoft Office.

Its similarity to Word (and even freeware Word variations) means that it’s convenient for all types of users and purposes.

This software has basic photo-manipulating capabilities, whereas animations and image placement are easy to do. It’s also made it easier to edit and layout text. With these advanced features, sharing visual information has become easier to plan for and execute.

According to tech guru, Aaron Parson, most presentations will benefit from PowerPoint’s versatility. It can be used for pitching, selling, teaching, and even entertaining. It lets you draw diagrams, assorted graphs, charts, and even basic illustrations, with possibilities for online sharing.

Notable Exceptions

While PowerPoint exhibits all-around usefulness, there are still some situations where you shouldn’t depend on it.

Motivational speeches often don’t need accompanying visual aids. They require greater focus on the presenter’s body language and facial expressions – things that projected slides could distract from.

Speeches that focus on a speaker’s personal experiences generally don’t need an accompanying deck. Better described as performances, presenters serve as their own visual aids through non-verbal communication.

PowerPoint by Default

Determine from the beginning if your presentation needs an accompanying deck. This allows you to better divide and plan your time and resources for maximizing your speech.

Knowing that you almost always need a deck to back you up, it pays to know what makes for effective PowerPoint presentations.

Conclusion

PowerPoint remains a vital tool to complement your message visually because of its convenience and ease of use.

Knowing from the beginning whether you need to include a PowerPoint deck will help you plan for it, or prepare to present without it.

Certain types of presentations lend themselves to PowerPoint decks. If you’ll be giving a speech based on personal experience, without needing to explain complicated facts, people will focus more on your facial expressions and body language. In the instances you do need to use slides, learn the various factors that determine its success or failure.

Looking for something to inspire you on PowerPoint presentations? Check out our portfolio, or contact us now for a free quote.

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References

Parson, Aaron. “5 Uses of PowerPoint.” EHow. June 2, 2015. Accessed July 6, 2015.
PowerPoint Usage and Marketshare.” Infogr.am. Accessed July 6, 2015.