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