Download - Power of Persuasion and Collaboration
www.jermaineedwards.com
Spoken to, trained and supported
just over 800 key account
managers, directors and sales reps
across UK and Europe since 2015
www.jermaineedwards.com
An Author Key customer growth Coach and
speaker
Write for biggest sales magazines in
UK and Internationally
I’ve personally managed stakeholders
across 17 industries and 42 countries
Recently helped a Dutch company
grow two of their key customers
from $152,000 into $1.9 million in 8
months
What is persuasion
How and why does it work?
How to activate it – 7 keys
Power of collaboration
AGENDA
The future and action plans
…process aimed at changing a person
(s) or groups attitude or behaviour
toward some event, idea, object or
other person by using written or
spoken words to convey information
feelings, reasoning or a combination of
them…
• Better results more often
Benefits of being a
more persuasive
person
• Better equipped to help others
• Increase your influence
• Deepen your confidence
• Raise your profile
Everyday influencing
and persuading
What skills, tools, strategies and
techniques do you have already?
Talking your way out of a parking ticket
Getting some cash from a friend
Persuading someone to go to your holiday preference
Getting your Husband to take you out for dinner
People are different – and
require different strategies
Some like lots of detail
Others just want bullet points
Some need facts and evidence
Others just have to be excited
And so on
• Show genuine interest
Benefits of being a
more persuasive
person
• Be present • Be confident
• Be friendly
• Build trust…
Persuading the
impossible
person!
• Show genuine interest
Benefits of being a
more persuasive
person
• Be present
• Be confident
• Be friendly
• Build trust…
We cant just speak loudly more often
ADAPTABILITY
The secret to success in persuading others is
You can’t use a one-size-fits-all approach
INTERNAL:
Peers,
colleagues
EXTERNAL:
Customers,
patients,
suppliers, other
stakeholders
The
Circle
of
Influence
YOUR BOSS, the senior team
Your employees
Defining our terms…
Persuasion Obvious, direct, open
Influence present, Indirect, invisible
Manipulation Intent to take advantage
The most important thing:
You can’t make people do
what you want them to do
You have to get them to want
to do what you want them to do
Cialdini’s research
made everyone aware
of 6 more common
approaches anyone
could use to become
more persuasive
Likeability
Social Proof
Reciprocation
Authority
Scarcity
Commitment & Consistency
Cialdini’s six weapons
Options for doing research 3 things that precede
successful persuasion
See their world & listen to their words
Acknowledge their concerns
Share the outcome
Put yourself in their shoes
What’s important to them?
What are their criteria?
What is their ‘hot button’?
To persuade others
your ideas need to match
their needs and desires
One of the biggest
barriers to
persuasion is the
unspoken risk and
external conditions
that often drive our
decisions
Towards Away From
40% 40%20%
Toward getting,
having and achieving
Away From problems,
hassle and danger
GAIN
PLEASURE
LOSS
PAIN
We all have Motivation
Preferences
• Show genuine interest
5 ways to become
more likeable
• Be present
• Be confident
• Be friendly
• Build trust…
• Share the facts
Using Social proof
• Make it about them
• Give them the benefits
• Show them the results
• Ask for their commitment
• Look to help others
Using Reciprocation
• Express where there is mutuality
• Get person/group involved
• Ask for commitment
• Ask for their opinion
Many feel a sense of duty
to those in authority
regardless of position or
seniority. The influence of
authority is limited only
by your ability to meet or
manage the expectations
of others needs
• know their expectations of you
Using Authority
• Be accountable
• Be consistent
• Ask for their commitments
-Make it based on their role
• Assess what’s most important and why
Using Scarcity and Urgency
• Know what the roles of other should be and why
• Be clear and make it time specific based on their role
• Demonstrate your commitment of working together
• Ask for their commitment…
• Take interest in what drives people internally
Using commitment and
consistency
• Are those values aligned with you or your organisation
• Find one you can resonate with
• Promote it
• Ask for their commitment based on it
people working together to
create greater value for
everyone, in order to achieve a
recognised common goal
One of the biggest
barriers to a sale is
the unspoken risk that
a prospect gives
Its often the case many are working
towards the same goal and bearing the
work load alone. WHY?
Being Collaborative Exercise
List as many skills or qualities your
nearest practice has that could benefit
your practice now
What one action could you do right now
that would move you closer to achieving
a key goal for your practice
Commit to engage with each other
Listen and communicate often
Focus on the result and common goal
Promote openness & take responsibility
Work harder on yourself than
you do your job… You’ll discover
a person you never knew and
the potential of a job you’ve
always had
www.jermaineedwards.com
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