GRANNIS IEEE Influence You Can Bank On final · “People prefer to say yes to those they know and...
Transcript of GRANNIS IEEE Influence You Can Bank On final · “People prefer to say yes to those they know and...
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Influence You Can Bank On
Presented by:
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Roger Grannis
© 2011, Creative Communications
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© 2011, Creative Communications
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Common Influencing Mistakes
1. Lack of connection2. Pitch, present, and deliver3. Content:
- Too much information- Not tailored - Logic-centric (no emotion)
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Who do you need to influence?
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Influencing Model: C.A.P.
1. Connect2. Ask (and listen)
3. Present
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3 Keys to Connecting With People
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Key # 1: Find Things in Common
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“People prefer to say yes to those they know and like.”
- Dr. Robert CialdiniAuthor, Influence, The Psychology of Persuasion
Key # 1: Find Things in Common
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Key # 1: Find Things in Common
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Key # 2: Flex Your Communication Style
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Match Communication Styles
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DiSC® Model
100
© 2011, Clearview Creative Communications
Pace
Fast
Moderate
Fast, Active, Direct, AssertiveLouder Speech
Moderate, Thoughtful, CalmSofter Speech
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DiSC® Model
1000
© 2011, Clearview Creative Communications
Priority
Task PeopleTaskLogical
PeopleFlowingAccepting
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DiSC® Model
Conscientiousness
© 2011, Clearview Creative Communications
ConscientiousnessModerateTask
ModeratePeople
FastTask
FastPeople
Dominance influence
Steadiness
D
C S
i
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DiSC® Model
1000
DominanceDirectStrong-willedResults-drivenFirm
InfluenceOutgoingEnthusiasticOptimisticLively
SteadinessEven-temperedAccommodatingPatientTactful
ConscientiousnessAnalyticalReservedPreciseSystematic
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Characteristics
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DiSC® Model
1000
DominanceBullet pointsSpecific, clearBe efficientNo chit chat
InfluenceTalk about their goals & dreamsBe positive, energizingSocializeStories not spreadsheets
SteadinessBe kind & gentleEmphasize people & teamSupport feelingsBe non-threatening
ConscientiousnessCome preparedData & detailsBe straightforwardGive time to decide
© 2011, Clearview Creative Communications
D
C S
iPresent to Them This Way
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Example
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Key # 3: See Their Point of View
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1000
”If there is any secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as your own.”
- Henry Fordfounder, Ford Motor Company
Key # 3: See Their Point of View
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You Client
Key # 3: See Their Point of View
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ClientYou
Key # 3: See Their Point of View
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ClientYouClient’s
Influencer
Key # 3: See Their POV
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Ask&
Listen
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1. Be heard 2. Be understood3. Be seen as competent4. Feel important; Not look stupid5. Feel safe and secure6. Belong7. To love and be loved
Basic Human Needs and Wants
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“She got me.”
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Learn About Them
“Interested is interesting.”
- Dan Aykroyd, from the movie Loser
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Project or Department
What’s Important to Them?
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What’s Important to Them?
Organization
Project or Department
Personal
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Ask Meaningful Questions
• Open-ended- What’s important to you about …- Tell me about …- Share with me ...
• Close-ended questions- Who?- What?- When?
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Ask Meaningful Questions
The Funnel
Open ended –general
Closed –specific
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Influencing Questions
Current stateTell me about the challenge you’re facing…
Current solutionHow are you addressing it now?
Future StateIf you could wave the magic wand, what would the ideal solution look like?
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Listen vs. Tell
__% __%
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Listen vs. Tell
75% 25%
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Present
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DiSC® Model
1000
DominanceBullet pointsSpecific, clearBe efficientNo chit chat
InfluenceTalk about their goals & dreamsBe positive, energizingSocializeStories not spreadsheets
SteadinessBe kind & gentleEmphasize people & teamSupport feelingsBe non-threatening
ConscientiousnessCome preparedData & detailsBe straightforwardGive time to decide
© 2011, Clearview Creative Communications
D
C S
iPresent to Them This Way
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Appeal to Logic and Emotion
Logos(Logic)
Pathos(Emotion)
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“More truth is comprehended through the emotions than the intellect.”
- C.S. Lewis, author
Appeal to Logic and Emotion
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“Emotion is the fast lane to the brain.”
-Doug Stevensonmotivational speaker
Appeal to Logic and Emotion
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Emotions by Style
D: Control Losing ControlI: Admiration Losing PrestigeS: Liked ConfrontationC: Accurate Embarrassment
Hopes Fears
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Appeal to Logic and Emotion
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The Case of the Call Center
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Three Modes of Persuasion
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Three Modes of Persuasion
Logos(Logic)
Pathos(Emotion)
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Three Modes of Persuasion
Logos(Logic)
Pathos(Emotion)
Ethos(You)
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Ethos (You)
Credibility
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Ethos (You)
Value
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