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.
Agenda
1.
Qualities of Effective Influencers
2.
How people make decisions
3.
Framing your recommendation
4.
Weapons of Influence
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
Rational
Emotional
Political
13
Framing the Recommendation
You
Build
Rapport
Your
Arguments
Ask
Questions
Stakeholder
Their
Needs
Relevant
Arguments
Rational
Emotional
Listen
Persuade
Political
9
Clues
 I’ve never done this before.
Fear
 Who else is doing this?
Politics / Fear
 Why are you asking me?
Ego
 Have you spoken to…about this?
Power
Weapons of Influence
Reciprocity
Liking
Social Proof
Scarcity
Commitment
Authority