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Welcome
Secrets of the Great Influencers
Ernie Schwartz
Outcomes
Understand what it takes to influence without authority.
Determine the decision-making criteria of stakeholders faster and more accurately.
Build a more persuasive case to influence the stakeholder.
1. Qualities of Effective Influencers
2. How people make decisions
3. Framing your recommendation
4. Weapons of Influence
Agenda
What is Influencing?
“The ability to let other people willingly have your way.”
What is Influencing?
“The ability to let other people willingly have your way.”
Qualities of Effective Influencers
Qualities of Effective Influencers
Qualities of Effective Influencers
Empathy
Qualities of Effective Influencers
Empathy Flexibility
Qualities of Effective Influencers
Empathy Flexibility Clarity
The Fundamentals of Influencing
“People buy things for two reasons – the right reason and
the real reason.”
J.P.Morgan
Decision Making
Emotional
PoliticalRational
13
Framing the Recommendation
You Stakeholder
Their Needs
Rational
Emotional
Political
9
Build Rappor
t
Ask Question
s
Listen Persuade
Your Argument
s
Relevant Argument
s
Clues
I’ve never done this before.
Who else is doing this?
Why are you asking me?
Have you spoken to…about
this?
Fear
Politics / Fear
Ego
Power
Weapons of Influence
Liking
Reciprocity
Social Proof
Commitment
Authority
Scarcity