C cubed Influence - THE blueprint to influence in any situation

www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation

Improve your ability to influence with

The C3 Model of Influencing™

Tom Bird and Jeremy Cassell


The Secrets ofEffective Influence

‘Tom and Jerry’


Agenda

• Your context for influencing• What gets in the way?• Key Principles underpinning the model• The C3 Model of Influencing™• The voice as your secret influencing weapon• Commitment to action


Improved performance bottom line results

2

Outcome


Influencing - a definition

“Producing an effect on an individual or group by imperceptible or intangible means.”

“An active process whereby one person seeks to modify the opinions, attitudes or behaviours of an individual or group by consciously adapting his/her own communication style or behaviour to secure commitment to ideas or plans” Source: Ashridge Management Centre


What are your influencing contexts?

•Convince people to take action•Team issues•Managing investment partners if a start up•Gaining buy in•Selling•Negotiations with suppliers•Networking •Presenting •Motivating team•Conducting difficult conversations

…What else?

6


Performance = Potential - Interferences


Key Principles1. It’s 2-way. Be open – key to collaboration &

influencing2. Pace… Pace… Lead…

– You can only influence (lead) by first pacing the individual or group…

– Put yourself in their shoes, then other’s style

3. “The person with the greatest flexibility controls the system”– Behavioural flexibility is critical– Self-awareness is key in developing flexibility

8




Surface and Deep Confidence

SurfaceConfidence

Mindset /Deep Practice

DeepConfidence

Tactics /Techniques


Amy Cuddy on TED.COM

12



Power poses

Saliva test:Power Pose for 2 minutesSaliva test results:•20% increase in testosterone•25% decrease in cortisol


Mind-set

“a fixed mental attitude or disposition that predetermines a person’s responses to and interpretations of situations”


Mindset Behaviours Results

The impact of mind-set


“Talent is NOT a God given skill...”

• “The Talent Code: Greatness isn’t born, it’s grown” Daniel Coyle

• “Bounce: The myth of talent & the power of practise” Matthew Syed

• “Outliers: The story of success” Malcolm Gladwell





Credibility attractors

What I know works is My professional advice to you is …..What is happening out in the market isMy experience tells me …..I have a great deal of experience in this

areaI am an expert in ….I have led/managed/influenced

Credibility detractors:

• Hedging• Over smiling• Apologising• Hesitating• Being humble• Softening• What do you think?• We, we, we


Matching and mirroring for connection

If you want to influence at an unconscious level, then copy:•Body language•Voice•Words


Voice patterns


Voice patterns

Slow, deliberate

Monotone

Pauses

Down at the end of the sentence or phrase

+ palms down / dip head

• Fast

• Variety

• No pauses

• Up at the end of the sentence or phrase

+ palms up / head up

Pilot (credible) Flight attendant (connector)


Questions

What questions do you have about influencing?


What are you going to do as a result of this session?


Committing to action...

• If improving your influencing skills is important, what do you commit to doing differently?

• What are the three key actions that you will take to develop your influencing skills?


Want to find out more?

If you would like to develop your influencing skills connect with us at:

•C-cubedinfluence.com•Facebook.com/tomandjerryUK•Twitter.com/tomandjerryUK•Linkedin.com/in/tombird1•Linkedin.com/jeremycassell


Business

C cubed Influence - THE blueprint to influence in any situation