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The Cialdini "Influence" Series for Managers

robert    

 

 

 

 Robert Cialdini Ph.D.

 President, INFLUENCE AT WORK 

 

 

 

 

Author of "Influence: The Science of Persuasion"

and  "Yes! 50 Scientifically Proven Ways to be Persuasive"

 

 

 

Series Guest Speakers:  This series is divided into seven (7) sessions.   

Each session is facilitated by a genuine Cialdini Method Certified Trainer (CMCT), listed below. 

See below for schedule of sessions and speakers. 

 

Time: 10 AM Pacific / 1 PM Eastern (30-Minute Session)

Can't attend all the sessions?  Register and attend the ones you can.

Cost: $ 0.00 

Who should attend:   Sales Managers & Sales Executives, CXO, EVP, RVP, VP of Sales, Team Leaders, Top Producers, Chief Learning Officers, Trainers

 

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Session Description 

Although some people view influence as a way to get what they want, regardless of the ethics, New York Times author, Dr. Robert Cialdini, in his ground-breaking book, Influence, emphasizes the wisdom and effectiveness of using the science of influence ethically, for long-lasting behavior change.  Dr. Cialdini’s years of research have earned him a world-wide reputation as the seminal leader in this field.  With over 30 years of scientific research into what leads to “Yes”, Dr. Cialdini continues to “connect the dots” to ethically apply these important findings in business.
 
Influence is not a sales training program.  It’s a “power-booster” for all your other training, making all other training even more powerful.
 
In this series, CMCTs (Cialdini Method Certified Trainers) from around the world will explore the core principles and how they apply top and increase business.  Today, when professional selling is more important than ever, the ethical application of the science of influence provides that critical edge to persuading key decision--makers. Join us for this eye-opening Influence Series.


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Session 1 - February 13, 2014:  
The Foundation – What is the “Influence Difference”  And How to Prepare for Persuasion 
 
CMCT / Facilitator: Anthony McLean  
 
In this first session, we will introduce participants to the six universal principles of the science of influence that assist in ethically gaining compliance and changing  the behavior of others.

Participants will explore the Contrast Phenomenon and how to use it to help decision-makers focus on the important elements of a request.   We will explore examples from around the world and discuss what top sales and marketing people use in their ethical application of Contrast.  Overlook this deceptively simple, yet mighty, ingredient at your own expense.

We will explore the different types of influence professionals and what it means to be a Bungler, a Smuggler and a Sleuth of influence.  While we have all bungled influence opportunities in the past, this session will arm you with the resources to be an ethical and far more effective sleuth in the future. 
 
Here we will cover:
  • What the Science tells us about influence – What are the six different tools
  • The three different approaches to Influence
  • Why the ethical approach is important and most effective
  • How changing the sequencing can have a powerful effect on the outcome of your request
 
 

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Session 2 - March 6, 2014:
The Principle of Reciprocity – How We Can Use This Most Effectively
 
CMCT / Facilitator: Dan Norris
 
On some level, we already think we know what reciprocity means.  But to use it most effectively is a whole other story, one that too many people bungle away.  In this session Dan Norris will explore how Reciprocity can be so very powerful, when used correctly, and what the expensive consequences are if bungled away.   We will explore how to use Reciprocity for little or no capital outlay and what is important to do before using this principle with decision-makers. 

Here we will cover:

  • What the research tells us about Reciprocity
  • What makes Reciprocity most effective
  • What you can do to use Reciprocity now
  • Why Reciprocity is a good investment that does not need to cost for a great payoff
 
 

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Session 3 - March 27, 2014:
The Principle of Scarcity – The Hidden Aspects That Can Help… or Hurt Our Messages
 
CMCT / Facilitator: Brian Ahearn
 
Scarcity is one of the most basic and most powerful principles.  We want more of what there is less of.  But, do we know how to most effectively communicate this without it backfiring?  In this session we will explore how you, as sales people, can find the honest scarcity in your proposal, your product, your services and yourself.  We will discuss how to effectively communicate those elements, when to address them, and how to avoid the scarcity backlash.

Here we will cover:
  • What the science tells us about scarcity
  • The consequences of “manufacturing” scarcity
  • How you can find your own “unique” scarcity combination
  • When to most effectively use scarcity
 
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Session 4 - April 17, 2014:
The Principle of Authority… How to Use it When You Might Not think You Can
 
CMCT / Facilitator: Hoh Kim
 
We are all faced with situations where we are not in authority, but still need to influence others' behavior.  One powerful way to do that is to establish our own authority.  In this session we will clarify the difference between being in authority and being an authority.  We will discuss when is the best time to reveal our own authority and different ways it can be done.   
 


Here we will cover:
  • How to mine your own authority
  • How to mine the authority of your company
  • Different ways to effectively communicate your authority
  • When is the best time to provide this information
 
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Session 5 - May 8, 2014:
The Principle of Consistency… It’s Right in Front of You… If You know How to Use it
 
CMCT / Facilitator: Steve Martin
 
We all have a tendency to want to be consistent with what we’ve already done or said.  The best influencers find those facts or attitudes that already are important to their decision-maker and highlight the same facts or attitudes within their proposal or offering.   In this session, we will discuss how to do this both effectively and ethically.  We will also explore how small things can lead to big effects.  This is a very easy and powerful principle to use, if you know what you’re looking for.

Here we will cover:
  • What types of prior statements or actions leverage Consistency
  • Different methods to find these prior acts or statements
  • Why the ethical approach is the smart approach

 
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Session 6 - May 29, 2014:
The Principle of Liking - Helping a Decision-Maker to Like You… It’s Just Half of The Equation
 
CMCT / Facilitator: Debbie Hixson
 
Often we’ve heard that helping a decision-maker like us is the most important part of sale.  This too often encourages a false representation and too often leaves sales people in a very vulnerable position.  Liking is very important, but we show how to make it authentic and how to make it even more powerful.
 
 
 
Here we will cover:
  • What are the most important things to look for to help establish Liking
  • How to uncover these traits and interests
  • What can sabotage our efforts
  • The powerful, but hidden form of liking that sales trainings fail to cover
 
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Session 7 - June 19, 2014:
The Principle of Consensus - …People Proof… Using The Power of Many
 
CMCT / Facilitator: Matt Barney Ph.D.
 
For years we’ve been taught to see what’s appropriate to do by looking at others.  Indeed there is some wisdom in that.  It’s very human and in fact, it very fundamental.  If everyone was running out of a building, it would probably be unwise for us to go in.  But, if everyone was jumping off that bridge your mom was always talking about, it would be unwise for us to do the same.  How do we know the difference?  How can we ethically use this to help guide our decision-makers to move in our direction?  How do we most effectively use this powerful tool?
 
Here we will cover:
  • How to show what others are doing and how that relates to our clients and customers
  • How and when to solicit help to demonstrate this
  • How this principle can backfire if used incorrectly

 

 

 

 

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