Six persuasion channels:
Channel 1: Interest Based Persuasion
Any time someone frames a sales pitch in terms of the other person’s interest, you have an interest based persuasion.
Channel 2: Authority
This applies whenever you appeal to your formal position or to authoritative policies/rules.
Merely invoking rules is not enough. Justify them! Provide explanations as to why invoking this authority is legitimate and consistent with the audience’s core interests.
Channel 3: Politics
Channel 4: Rationality
This is using reason. But keep in mind: The audience holds the key to this, not you. If they are not willing to listen to reason, then no amount of rational justification will help.
Channel 5: Inspiration and Emotion - The Vision Channel
Use visionary techniques like stories and images to appeal to the audience’s intuitions and emotions.
Channel 6: Relationships
The best salesman are not better than the average in terms of the knowledge of the product. Nor in the number of sales calls. The main differentiator was finding common experience or affiliation.
Misc
One variable in how you come across is how quickly you can go from a normal conversational tone to a touch or enthusiastic tone.
Don’t try to be who you’re not: Always be a first rate version of yourself than a second rate version of somebody else.