Power of Persuasion and Collaboration

Power of

Persuasion and

Collaborationwww.jermaineedwards.com

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Just do it – how to be productive

Do you feel like these three people when

CHANGEIs happening?

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Just do it – how to be productive

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When you’d rather be here!

www.jermaineedwards.com

Spoken to, trained and supported

just over 800 key account

managers, directors and sales reps

across UK and Europe since 2015


An Author Key customer growth Coach and

speaker

http://www.jermaineedwards.com/book


Write for biggest sales magazines in

UK and Internationally

I’ve personally managed stakeholders

across 17 industries and 42 countries

Recently helped a Dutch company

grow two of their key customers

from $152,000 into $1.9 million in 8

months

The aim of this talk is to give you more

options when it comes to persuading others

What is persuasion

How and why does it work?

How to activate it – 7 keys

Power of collaboration

AGENDA

The future and action plans

…process aimed at changing a person

(s) or groups attitude or behaviour

toward some event, idea, object or

other person by using written or

spoken words to convey information

feelings, reasoning or a combination of

them…

When persuading you are an agent of

CHANGEWhat is the change you’re looking to bring about?

Persuasion is everywhere and everyone is trying to do it!

What if you could

be as influential

and persuasive as

a global brand?

• Better results more often

Benefits of being a

more persuasive

person

• Better equipped to help others

• Increase your influence

• Deepen your confidence

• Raise your profile

Everyday influencing

and persuading

What skills, tools, strategies and

techniques do you have already?

Talking your way out of a parking ticket

Getting some cash from a friend

Persuading someone to go to your holiday preference

Getting your Husband to take you out for dinner

‘If the only tool

you’ve got is a

hammer, you’ll

treat everything

as if it’s a nail’

Abraham Maslow

People are different – and

require different strategies

Some like lots of detail

Others just want bullet points

Some need facts and evidence

Others just have to be excited

And so on

• Show genuine interest

Benefits of being a

more persuasive

person

• Be present • Be confident

• Be friendly

• Build trust…

Persuading the

impossible

person!


Benefits of being a

more persuasive

person

• Be present

• Be confident

• Be friendly

• Build trust…

We cant just speak loudly more often

ADAPTABILITY

The secret to success in persuading others is

You can’t use a one-size-fits-all approach

INTERNAL:

Peers,

colleagues

EXTERNAL:

Customers,

patients,

suppliers, other

stakeholders

The

Circle

of

Influence

YOUR BOSS, the senior team

Your employees

What you need are more options

rightKey(s)

for the lock

PERSUASION

Defining our terms…

Persuasion Obvious, direct, open

Influence present, Indirect, invisible

Manipulation Intent to take advantage

The most important thing:

You can’t make people do

what you want them to do

You have to get them to want

to do what you want them to do

• People often don’t decide rationally

• They decide emotionally …

• … and justify with logic

Cialdini’s research

made everyone aware

of 6 more common

approaches anyone

could use to become

more persuasive

Likeability

Social Proof

Reciprocation

Authority

Scarcity

Commitment & Consistency

Cialdini’s six weapons

3 things!

Options for doing research 3 things that precede

successful persuasion

See their world & listen to their words

Acknowledge their concerns

Share the outcome

Put yourself in their shoes

What’s important to them?

What are their criteria?

What is their ‘hot button’?

To persuade others

your ideas need to match

their needs and desires

One of the biggest

barriers to

persuasion is the

unspoken risk and

external conditions

that often drive our

decisions

Our goal

Sooth the voice of

internal risk and

increase the

confidence of

external expectation

Towards Away From

40% 40%20%

Toward getting,

having and achieving

Away From problems,

hassle and danger

GAIN

PLEASURE

LOSS

PAIN

We all have Motivation

Preferences

Away From Motivation

Towards Motivation

Now think of 2-3 people

you would like to

persuade

Cialdini’s Six Weapons of Influence

1Likeability

Be likeable, build trust

Rule number one:

focus on the relationship

Likeability, commonality and affinity are important

People are more easily influenced by people they like


5 ways to become

more likeable

• Be present

• Be confident

• Be friendly

• Build trust…

How do you do that?

The importance of building

Equation

The

= c + r + i

s

credibility reliability intimacy

self-interest

How can you use

Likeability

to influence and persuade

others?


2Social Proof

(Everybody’s

doing it!)

• Share the facts

Using Social proof

• Make it about them

• Give them the benefits

• Show them the results

• Ask for their commitment

How can you use

Social Proof


others?


3Reciprocation

(You scratch my

back…..)

Giving first always

comes back to you and

people are more open to

listen to you

• Look to help others

Using Reciprocation

• Express where there is mutuality

• Get person/group involved

• Ask for commitment

• Ask for their opinion

How can you use

Reciprocation


others?


4Authority

Many feel a sense of duty

to those in authority

regardless of position or

seniority. The influence of

authority is limited only

by your ability to meet or

manage the expectations

of others needs

• know their expectations of you

Using Authority

• Be accountable

• Be consistent

• Ask for their commitments

-Make it based on their role

How can you implement

Authority


others?


5Scarcity and

urgency

Think like Groupon, if its urgent and important

make it known and make it time specific

• Assess what’s most important and why

Using Scarcity and Urgency

• Know what the roles of other should be and why

• Be clear and make it time specific based on their role

• Demonstrate your commitment of working together

• Ask for their commitment…

How can you use

Scarcity and urgency


others?


6Commitment

and

consistency

Principles and

values are

strong

connectors to

influence

Commitment

and

consistency

• Take interest in what drives people internally

Using commitment and

consistency

• Are those values aligned with you or your organisation

• Find one you can resonate with

• Promote it

• Ask for their commitment based on it

How can you use

Commitment and

Consistency


others?

The 7th Key

Enhancing your collective ability to get

better and greater results faster

people working together to

create greater value for

everyone, in order to achieve a

recognised common goal

One of the biggest

barriers to a sale is

the unspoken risk that

a prospect gives

Its often the case many are working

towards the same goal and bearing the

work load alone. WHY?

Being Collaborative Exercise

List as many skills or qualities your

nearest practice has that could benefit

your practice now

What one action could you do right now

that would move you closer to achieving

a key goal for your practice

Commit to engage with each other

Listen and communicate often

Focus on the result and common goal

Promote openness & take responsibility

Work harder on yourself than

you do your job… You’ll discover

a person you never knew and

the potential of a job you’ve

always had


Click below to find out how

to work with Jermaine or

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growth newsletter.

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Power of Persuasion and Collaboration