In Daniel Pink's book, "To Sell Is Human," he explains what he calls "Non-sales selling: persuading, convincing and influencing others to give up something they've got in exchange for what we've got." The role of today's executive has shifted from order-giver to "mover." Pink explains, "Moving other people to part with resources, whether something tangible like cash or intangible like effort or attention -- so that both get what they want."
"Begin with the end in mind" is one of Dr. Stephen Covey's Seven Habits of Highly Effective People. This approach applies directly to persuasive presentations.
When you are preparing to give a presentation, the key question to ask yourself is: "What do I want the audience to think, feel and do?" This powerful approach addresses the three components to effectively drive the recipients towards a "yes."