grannis ieee influence you can bank on final · “people prefer to say yes to those they know and...

Influence You Can Bank On

Presented by:

Roger Grannis

© 2011, Creative Communications

© 2011, Creative Communications

© 2011, Creative Communications

Speak Well, Influence, & LeadWorkshopsCoaching & ConsultingSpeaking

Free offers

Common Influencing Mistakes

1. Lack of connection2. Pitch, present, and deliver3. Content:

- Too much information- Not tailored - Logic-centric (no emotion)

Who do you need to influence?

Influencing Model: C.A.P.

1. Connect2. Ask (and listen)

3. Present

3 Keys to Connecting With People

Key # 1: Find Things in Common

“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

Key # 1: Find Things in Common

Key # 2: Flex Your Communication Style

Match Communication Styles

DiSC® Model

100

© 2011, Clearview Creative Communications

Pace

Fast

Moderate

Fast, Active, Direct, AssertiveLouder Speech

Moderate, Thoughtful, CalmSofter Speech

DiSC® Model

1000

© 2011, Clearview Creative Communications

Priority

Task PeopleTaskLogical

PeopleFlowingAccepting

DiSC® Model

Conscientiousness

© 2011, Clearview Creative Communications

ConscientiousnessModerateTask

ModeratePeople

FastTask

FastPeople

Dominance influence

Steadiness

D

C S

i

DiSC® Model

1000

DominanceDirectStrong-willedResults-drivenFirm

InfluenceOutgoingEnthusiasticOptimisticLively

SteadinessEven-temperedAccommodatingPatientTactful

ConscientiousnessAnalyticalReservedPreciseSystematic

© 2011, Clearview Creative Communications

Characteristics

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

Example

Key # 3: See Their Point of View

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

You Client

Key # 3: See Their Point of View

ClientYou

Key # 3: See Their Point of View

ClientYouClient’s

Influencer

Key # 3: See Their POV

Ask&

Listen

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

“She got me.”

Learn About Them

“Interested is interesting.”

- Dan Aykroyd, from the movie Loser

Project or Department

What’s Important to Them?

What’s Important to Them?

Organization

Project or Department

Personal

Ask Meaningful Questions

• Open-ended- What’s important to you about …- Tell me about …- Share with me ...

• Close-ended questions- Who?- What?- When?

Ask Meaningful Questions

The Funnel

Open ended –general

Closed –specific

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?

Listen vs. Tell

__% __%

Listen vs. Tell

75% 25%

Present

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

Appeal to Logic and Emotion

Logos(Logic)

Pathos(Emotion)

“More truth is comprehended through the emotions than the intellect.”

- C.S. Lewis, author

Appeal to Logic and Emotion

“Emotion is the fast lane to the brain.”

-Doug Stevensonmotivational speaker

Appeal to Logic and Emotion

Emotions by Style

D: Control Losing ControlI: Admiration Losing PrestigeS: Liked ConfrontationC: Accurate Embarrassment

Hopes Fears

Appeal to Logic and Emotion

The Case of the Call Center

Three Modes of Persuasion

Three Modes of Persuasion

Logos(Logic)

Pathos(Emotion)

Three Modes of Persuasion

Logos(Logic)

Pathos(Emotion)

Ethos(You)

Ethos (You)

Credibility

Ethos (You)

Value

© 2011, Creative Communications

Next Webinar:

Present With ImpactWeek of November 11

© 2011, Creative Communications

Speak Well, Influence, & LeadWorkshopsCoaching & ConsultingSpeaking

Free offers

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roger@grannisgroup.com(203) 431-2999

© 2011, Creative Communications

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