1 Webinar: Session 3

2 Seminar Objective To provide you with a unique, lifetime skill that will significantly increase your powers of persuasion and therefore give you an outstanding ability to get approval for your ideas, plans, proposals—starting today! Persuasion skill is a major component of leadership.

3 Recap Session 2  Connecting the processes - NEEDS - NEED / RECOGNITION - PLAN - SEARCH - HOW IT WORKS / - EVALUATION RESULTS (BENEFITS) - NEXT STEPS - DECISION  Skill definition Probe, Listen, Present Concept, Present Benefits, Call to Action!  Features, functions, benefits  The Persuasion process Audience Definition & Objective Needs, Plan, How-it-Works Results/Benefits, Next Step

4 Today’s Focus  Sample Persuasion Tasks  Alignment  Selling “up the ladder”  Your Persuasion Task Tips & Best Practices Common Pitfalls  Recap / Q&A  Telephone support access…

5 Sample Persuasion Task #1 Audience: Company President Pete Collins Walt’s Objective: Terminate project work in a cost efficient manner Assignment: Prepare an outline guide for Walt’s persuasion task Sample Task #1

6 Persuasion Task #2 Audience: Three Directors Bob’s Objective: Get the group of Directors to come up with bonafide problem statements for Black Belts to work on in order to achieve current year goals. Assignment: Prepare an outline guide for Bob’s persuasion task Sample Task #2

7 6 Common Persuasion Mistakes 1. Don’t have a clear objective of what they want to accomplish. 2. Don’t uncover and get agreement on needs 3. Don’t mesh their message with the buying mind 4. Talk in terms of features rather than benefits 5. Present too much information rather than getting buy-in in principle 6. Don’t have a “next step” in mind and ask for it

8 Writing a Good Objective  Think of the big picture—beyond the “thing” itself. Are you defining the end or the means?  Use clear, tight words not fuzzy loose ones.  Make your objectives concrete, not abstract. Tips & Best Practices

9 Writing a Good Objective Means objective: To get approval for construction of a $200,000 elevator to run between the first and second floors of a plant. Big picture objective: To get approval for a plan to reduce construction costs by 0.5% and increase safety by moving people and product between the first and second floors with a new elevator. Tips & Best Practices

10 Writing a Good Objective Fuzzy Objectives Become more customer-oriented Know our competition... customer... market Create value and build trust Have a better understanding of... Tips & Best Practices

11 Writing a Good Objective Loose Words Know Understand Appreciate Value Tight Words Recall, recite, write, identify Define, demonstrate, show, tell Describe, compare, rate, increase Price, appraise, reckon, quantify Tips & Best Practices

12 Writing a Good Objective Abstract Objective: To get our service people to improve their understanding of our customers’ needs. Concrete Objective: To get each service person to name the five more important needs of each customer with whom he/she deals. Tips & Best Practices

13 Writing a Good Objective Abstract Objective: To develop a better working relationship between our truck drivers and our customers’ shipping personnel Concrete Objective: To improve the on-time arrivals of our trucks at customers’ locations from 75% to 95% Tips & Best Practices

14 Writing a Good Objective Abstract Objective: To train our staff to be more courteous to clients. Concrete Objective: To teach our employees how to remember clients’ names and titles and the proper etiquette for using them. Tips & Best Practices

15 Seminar Summary  Principles of strategic communication  Understanding and targeting the buying mind  Managing the buying mind  Persuasion Process Build the tool Demo the tool Use the tool  Benefit from a lifetime skill!  Your questions please!