The third step to use persuasion effectively is to appeal to both the emotions and logic of your audience. Emotions can be powerful drivers of decision-making, as they influence our attitudes, beliefs, and values. Logic is also essential, as it provides evidence, reasons, and arguments to back up our choices. However, different personality types have different emotional and logical triggers; therefore, it's important to balance them accordingly. For example, if you are trying to persuade a dominant person, appeal to their emotions by highlighting their status, power, and achievement. To appeal to their logic, show them the bottom line, the competitive edge, and the action plan. If you are trying to persuade an influential person, appeal to their emotions by emphasizing their recognition, influence, and fun; for their logic, show them the big picture, the social proof, and the innovation. When attempting to persuade a steady person, appeal to their emotions by focusing on their harmony, loyalty, and comfort. To convince them logically, demonstrate the continuity, expectations, and support. Lastly, when persuading a conscientious person appeal to their emotions by emphasizing quality, accuracy and competence; for logic show them the data, standards and analysis.