Andrew Pickin

Director

Motiv8 Development Ltd

By the end of this session, you will

have;

Gained knowledge of two influencing

strategies

A simple questioning structure to

follow in one to one transactions

The effect a person or thing has on

another

Moral ascendancy or power

Thing or person exercising such

power

Shape Change

Affect

Stimulate Effect

Inspire

Induce

Sway

Persuade Control

Authority

Pressure

Power

Encouragement Manipulation

Push Pull

Persuasion

Preparatory

Preventative

Push a string and

it goes nowhere

A “Push” strategy can be viewed as;

•Coercion, control, manipulation power

•Hard sell, “limited offers / discounts”

•One-way discussion

•Tell not sell

•Little value placed in the relationship

A “Pull” strategy can be viewed as;

•Invisible pulls (charisma, personality, reputation)

•Persuade, encourage, inspire

•Two-way discussion

•Sell not tell

•Value in the relationship

Pull a string and

it follows you

What’s

In

It

For

Me

Feature - is an attribute of a product

– what it does.

E.g. power steering on a car.

Benefit- is a way that a product or

service solves a problem or adds

value.

E.g. power steering makes a car

easier to park and more

comfortable to drive.

W W W W W I keep six honest serving-men

(They taught me all I knew);

Their names are What and Why and When

And How and Where and Who.

Rudyard Kipling

Probe

Open

Reflect

Check

Clarify

Be aware of the benefits to the person that

your product, service or the task you are

asking them to complete provides to them

Use the “Question Funnel” to get the person

talking and identify their specific needs

Think “Pull” (sell) not “Push” (tell)

Many thanks for your attention

Andrew Pickin

Director

Motiv8 Development Ltd

07515 279718

andy@motiv8development.co.uk