Leadership and the Psychology of Influence

Mark M. Deutsch, MBACEO, BNI-Central VirginiaDean, Elephant UniversityCo-Founder, Gangplank-Henrico

Who is Mark Deutsch?

How Has Selling Changed?

The “Internet”

How Has the Buyer Changed?

The Decision Process

Exploration

Phase

Validation

Phase

Resolution

Phase

Influence Principle 1 – Reciprocity

Influence Principle 2 – Commitment & Consistency

Influence Principle 3 – Social Proof

Influence Principle 4 – Liking

Influence Principle 5 – Authority

Influence Principle 6 – Scarcity

More Info. on Influence

Robert Cialdini, Ph.D.http://www.influenceatwork.com

Wrap-Up

Contact Info.

Mark M. Deutsch, MBA

Direct: (804) 338-3987

www.MarkDeutsch.com

mark@markdeutsch.com