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Welcome Secrets of the Great Influencers Ernie Schwartz

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.

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Welcome Secrets of the Great Influencers Ernie Schwartz

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  1. Welcome Secrets of the Great Influencers Ernie Schwartz

  2. 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.

  3. Agenda • Qualities of Effective Influencers • How people make decisions • Framing your recommendation • Weapons of Influence

  4. What is Influencing? “The ability to let other people willingly have your way.”

  5. What is Influencing? “The ability to let other people willingly have your way.”

  6. Qualities of Effective Influencers

  7. Qualities of Effective Influencers

  8. Qualities of Effective Influencers

  9. Qualities of Effective Influencers

  10. Qualities of Effective Influencers

  11. The Fundamentals of Influencing

  12. “People buy things for two reasons – the right reason and the real reason.” J.P.Morgan

  13. Decision Making Emotional Political Rational 13

  14. Framing the Recommendation Stakeholder You Build Rapport Ask Questions Their Needs Rational Emotional Political Your Arguments Relevant Arguments Listen Persuade 9

  15. 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

  16. Weapons of Influence Reciprocity Liking Social Proof Scarcity Commitment Authority

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