Influence Techniques or how to be a people Magnet

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  • Farzin FardissHelping people

    Communicate better

    Influenceor How to be a People Magnet

    Farzin Fardissfardiss@parssaman.comManaging Director and Member of BoardPars Saman CompanyMay, 2016

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 2

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 3

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 4

    )(

    )Liking( )Authority( )Scarcity( )Reciprocity( )Social Proof( )Commitment(

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 5

    )Liking Principle(

    / / .

    People are more likely to be convinced by someone they like. Liking comes from things like humor, similarity, attractiveness.

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 6

    )Liking Principle(

    ) . (

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 7

    )Attractiveness Principle(

    /

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 8

    )Similarity Principle(

    . / ( ( ( ( ( ( / ( Mirror (

    People are more likely to be convinced by someone they like. Liking comes from things like humor, similarity, attractiveness.

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 9

    )Mirroring(

    ( (

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 10

    .

    ) (

  • Farzin FardissHelping People

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    . 13

  • Farzin FardissHelping People

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    . ) ( ....

  • Farzin FardissHelping People

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    )Authority Principle(

    / / / . / )( ...

    34

    .

    .

    .

    People are more persuaded if they recognize the influencersauthority. Third-party authority can also be used to bolsterinfluence.

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 14

    )Authority Principle(

    .

    ( ( 15

    %7 %12

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 15

    )Scarcity Principle( / 18

    ) (

    15 5 . 20 50

    People are more likely to be persuaded when they have a sense ofscarcity. That might be a deadline (scarcity of time) or scarcity of inventory(its the last one in the store).

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 16

    )Scarcity Principle(

    . :

    :

    ( )( ( 2.5

  • Farzin FardissHelping People

    Communicate Better

    )Scarcity Principle(

    ( (

    ! What did give it so much value? Touch of a masters hand

    How to be more influential Workshop 17

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 18

    )Scarcity Principle(

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 19

    )Reciprocity Principle(

    . . . ....

    If you scratch my back, Ill scratch yours. People feel obliged to do things in return for someone who

    has done something for them.

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 20

    )Reciprocity Principle(

    .

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 21

    )Social Proof Principle(

    .

    .

    Everyone else is doing it.Seeing other people take the same course or lean acertain way makes someone more likely to bepersuaded.

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 22

    )Commitment Principle(

    .

    . . .

    People are more likely to be influenced when theyhave made a small commitment or are acting in a waythat are consistent with how they see themselves.

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 23

    )Commitment Principle(

    : ..../ . . .

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 24

    . Petition

    83 % 76%

  • Farzin FardissHelping People

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    50 25 .

    .

    .

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 26

  • Farzin FardissHelping People

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    ) (

  • Farzin FardissHelping People

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    ) (

    . 90 9 10

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    . 33 20

    . 5

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    ) (

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    . 19800 20000 19

    . 3000

  • Farzin FardissHelping People

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    ) (

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    ...

    80 80

  • Farzin FardissHelping People

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    )! ( /

    Single Task Multi Task

    . .

  • Farzin FardissHelping People

    Communicate Better

    ! !

    How to be more influential Workshop 32

  • Farzin FardissHelping People

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    )Positive Complement( )Appearance( )Possessions( )Behavior(

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 34

    Hi Farzin, I like your tie Because it complements your suit. Where did you buy it? Why did you choose it?

    Hi Ghazale, I liked your lecture It was short but informative How could you manage to be so on time?

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 35

    ) (

    ) (

    . . . .

    25 . 15- 10

    .

  • Farzin FardissHelping People

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    )First Impression(

    ( ( 99 ( (

  • Farzin FardissHelping People

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    ) (

    ! . . !

    ! ! . . !

    . This is Farzin, what is your name?

    .

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 38

    Being Different

  • Farzin FardissHelping People

    Communicate BetterHow to be more influential Workshop 39

    Questions?

  • Farzin FardissHelping people

    Communicate better

    Thank You

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