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Few people like being sold to… but everyone is open to influence

TomandJerryUK

The C3 Model of Influencing™

Tom Bird and Jerry Cassell

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

The good old days

The good old days…

Market conditions were easier

Relationships often more ‘personal’

Lots of work, less competition..

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

Today’s reality

Today’s reality…

More competition

Really need to know your

clients

Can be tough to win new

clients

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

The market has changed

Clients are smarter…We need to be smarter to engage them, retain them and ensure the right profit in return for the value we bring

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

Few of us like to be sold to…

…but everyone is open to influence

5

Visit www.c-cubedinfluence.com to find out more

Few people like being sold to… but everyone is open to influence

TomandJerryUK

Influencing - a definition

“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

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

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

Key Principles

• Pace… Pace… Lead…– You can only influence (lead) by first pacing the

individual or group…oPut yourself in their shoesoMatch your communication style with theirs

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

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

The C3 Model of Influencing™

8

www.c-cubedinfluence.com

Visit www.c-cubedinfluence.com to find out more

Few people like being sold to… but everyone is open to influence

TomandJerryUK

Surface and Deep Confidence

SurfaceConfidence

Mindset /Deep Practice

DeepConfidence

Tactics /Techniques

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

Are you a cat or a dog? A connector or a credible?

What do YOU sort for?10

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

Amy Cuddy:

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Check her out on ted.com

body language can change our mind…which can change behaviour…which can change our outcome.

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

Pride Pose

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

13

Saliva test

Power Pose for 2 minutes

Saliva test results:

•20% increase in testosterone (the ‘dominance’ hormone)•25% decrease in cortisol (high levels indicate stress)

Power Pose

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

The C3 Model of Influencing™

14

www.c-cubedinfluence.com

Visit www.c-cubedinfluence.com to find out more

Few people like being sold to… but everyone is open to influence

TomandJerryUK

Voice tone of Credible Voice tone of Connector

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Credibility

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Few people like being sold to… but everyone is open to influence

TomandJerryUK

Few of us like to be sold to…

…but everyone is open to influence

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www.c-cubedinfluence.com

Keep in touch: Facebook.com/TomandJerryUK