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Recording Details

 

Influence:  Does Your Sales Team Understand It?
Are They Using Proven Influence Methods?

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Speakers:

Dave Stein,  CEO and Founder, ES Research Group

Robert Cialdini Ph.D., President, INFLUENCE AT WORK


 

 

Author of "Influence: The Science of Persuasion" and

"Yes! 50 Scientifically Proven Ways to be Persuasive"

 

 

 

Recorded: Tuesday, January 28, 2014

(30-Minute Session)


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Session Description

Is your sales team using proven scientific methods to change people?  Or, are they wasting their valuable time and not effecting decision-makers?

Today, when our clients are already bombarded with sales messages, do your sales and marketing people already know what has been scientifically proven. Now, more than ever,  it’s increasingly important to know the truth about what moves others to change, to comply with requests. 
 
Dr. Robert Cialdini has spent over 30 years studying what works most forcefully and reliably to produce “yes”, making him the acknowledged expert in the fields of social influence and persuasion.  His classic book, Influence has sold millions of copies world-wide.  Join us for this overview of what the science has proven and what small, costless changes your people can make to have optimal  effects on your sales.  In this case…what they don’t know can hurt you.

In this session Dr. Cialdini will cover:
 
  • What makes this is a science
  • The Six Universal Principles of Influence
  • How one UK government agency saved over a billion pounds using these powerful principles
  • How your people can easily use these same underlying principles as well—often by altering just a word or two in their persuasive messages
 
 

About Dave Stein

Dave Stein, CEO and Founder of ES Research Group, Inc., is recognized as the world’s leading independent expert on sales training. His research and advisory firm profiles, evaluates, and compares sales training programs and the companies that provide them. His blog is widely read by both sales training providers and sales training buyers worldwide.

 

About Robert Cialdini Ph.D.

Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.

His books including, Influence: Science & Practice, are the result of decades of peer-reviewed research on why people comply with requests. Influence has sold over 2 million copies, is a New York Times Bestseller and has been published in twenty-seven languages.
Because of the world-wide recognition of Dr. Cialdini’s cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the “Godfather of influence.”

Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University.  Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

Dr. Cialdini is President of INFLUENCE AT WORK; focusing on ethical influence training, corporate keynote programs, and the CMCT (Cialdini Method Certified Trainer) program. Dr. Cialdini’s clients include such organizations as Google, Microsoft, Cisco Systems, Bayer, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, AAA, Northern Trust, IBM, Prudential, The Mayo Clinic, GlaxoSmithKline, Harvard University – Kennedy School, The Weather Channel, the United States Department of Justice, and NATO.

 

 

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