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

Empathy

Qualities of Effective Influencers EmpathyFlexibility

Qualities of Effective Influencers EmpathyFlexibilityClarity

The Fundamentals of Influencing

“People buy things for two reasons – the right reason and the real reason.” J.P.Morgan

Decision Making EmotionalPolitical Rational 13

Framing the Recommendation You Stakeholder Their Needs Rational Emotional Political 9 Build Rapport Ask Questions ListenPersuade Your Arguments Relevant Arguments

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