leadership and the psychology of influence
Post on 18-Dec-2014
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Leadership and the Psychology of Influence
Mark M. Deutsch, MBACEO, BNI-Central VirginiaDean, Elephant UniversityCo-Founder, Gangplank-Henrico
Who is Mark Deutsch?
How Has Selling Changed?
The “Internet”
How Has the Buyer Changed?
The Decision Process
Exploration
Phase
Validation
Phase
Resolution
Phase
Influence Principle 1 – Reciprocity
Influence Principle 2 – Commitment & Consistency
Influence Principle 3 – Social Proof
Influence Principle 4 – Liking
Influence Principle 5 – Authority
Influence Principle 6 – Scarcity
More Info. on Influence
Robert Cialdini, Ph.D.http://www.influenceatwork.com
Wrap-Up
Contact Info.
Mark M. Deutsch, MBA
Direct: (804) 338-3987
www.MarkDeutsch.com
mark@markdeutsch.com
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