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