Sharing some tips on how to pitch, convince, sell, persuade your boss, wife, kid...
Persuasive selling format, asking the right questions, win-win mindset...
2. AT THE END OF THIS TRAINING YOU’LL
KNOW
SOME USEFUL
TIPS/CONCEPT
KNOW HOW TO THINK
AND BEHAVE IN THE
RIGHT MINDSET
KNOW HOW TO
USE EASY
COMMUNICATION SKILLS
4. Actually it’s all we’re doing, professionally and
personally
PERSUASION
• ENGAGING OTHER MARKET ENTITIES
Pitching for plans, money etc
PERSUASION
• MANAGING ACROSS
Engaging Xfuntional teams
PERSUASION
• MANAGING DOWN
Engaging your team
Convincing your kids to eat their vegies
PERSUASION
• MANAGING UP
Pitching a project to your Leadership team
Convincing your wife to leave for a buddy weekend
9. - Charisma
- Improvisation
- Manipulation
- Untruthfulness
- A 0sum game =>Winner/loser
- Push
- Facts
- Method
- Persuasion
- Truth
- Win-win (Triple win)
- Pull
E
M
P
A
T
H
Y
Q
U
E
S
T
I
O
N
S
What persuasion actually is
10. From a Win – Lose mindset…
Short-term
Transactional
It’s not a zero-sum game
11. … to a Win – Win mindset
https://www.thoughtco.com/mutualism-symbiotic-relationships-4109634
Long-term
Mutually
beneficial
relationship
12. Mutualism
• Mutualism describes a type of mutually beneficial relationship between organisms of different
species.
• It is a symbiotic relationship in which two different species interact with and in some cases,
totally rely on one another for survival
13. • Let’s kill a few clichés
• Asking the right questions: the Ws
• 9 reasons why they’ll say YES
• Persuasion in action : SIMAC
• Conclusion
2
14. WHAT – Set the right objective
What do you want, i.e.
what’s your end goal
What level of
purpose/relationship
• Long-term relationship = higher
purpose
• Short-term = transactional
What do you want
them to do?
• Decision
• Reaction
• Think about it
• ….
A transformation
before/after your interaction
a b c
15. WHO - Know your audience
What’s their profile? Why are they here?
• Do they want to be here?
• What expected transformation?
• What’s in it for them?
What keeps them up at night?
• Fears
• Painpoints
How can you best reach them?
• Control=> preread
• PPT haters
16. WHY (NOT) – Identify all layers of potential
resistance
- Practical - Time
- Money
- Geographic distance
- Mix
- Logical - Don’t understand
- Don’t need
- Don’t want to take risk
for fear of losing job
- Emotional - Moral code
- Culture bias
- Ego
17. WHEN/WHERE/WHAT FORMAT
Adapting to their conditions
Format/environment
• Face to face/call
• Ppt/word
• Conditions : temperature
etc
Time:
• Basic physicals: morning vs
after lunch, 45min attention
span
• Right moments
Ethos/ ‘decorum’
• Formal restaurant vs
casual finger food
• Dress code
• Conditions :
temperature etc
18. Recap on the right questions
WHAT – Set the right
objective
WHO - Know your
audience
WHY (NOT) –
Identify all layers
of potential
resistance
WHEN/WHERE/W
HAT FORMAT
Adapting to their
conditions
19. • Let’s kill a few clichés
• Asking the right questions: the Ws
• 9 reasons why they’ll say YES
• Persuasion in action : SIMAC
• Conclusion
3
28. • VALUE Are you growing in value?
The V.E.D.E.T. options#1 Necessity
‘I NEED THIS’
• DE-AVERAGE Is it the success of one, or all?
• EGO/BENCHMARK Are you catching up with competitors?
• TREND Is the pace of growth steady?
• EVERLASTING Will today’s success last?
31. …creating Scarcity/Urgency
2. Emphasize loss => missed opportunity / FOMO
#2 Limitation
‘I need this now’
Scarcity and UrgencyScarcity and Urgency
1. Provide Reasons for limitation => limited resources/time
a. There will not be enough for everybody => SCARCITY
b. Limited time offer => URGENCY
37. #4 Likeability
‘I (‘m) like you’
The heart
The eye
ETHOS
LOGOS
1-1
Maximum
common ground
1-few
PATHOS
Medium common
ground
1-many Minimum
common ground
The mind
44. #6 Authority - Homework
‘If you say so’
Displaying methodology/depth of
preliminary work/study upfront, to
reassure the audience, discourage
rechallenge
53. The baseball bat
If a baseball bat and a ball cost a total of $1.10, and the
bat costs $1 more than the ball, then how much does the
ball cost?
#9 No-brainer
‘It’s obvious’
59. The US represent 60% of
our global profit, which
is both a strength and a
weakness (depending on
how you see it)
#9 No-brainer
‘It’s obvious’
the human brain processes images 60,000 times faster than text
68. S.I.M.A.C.
• Let’s kill a few clichés
• Asking the right questions: the Ws
• 9 reasons why they’ll say YES
• Persuasion in action : SIMAC
• Conclusion
4
69. SIMAC: FROM A MONOLOGUE TO A CONVERSATION
• SELLER
TALKS
• BUYER
LISTENS
• SELLER
- ASKS
QUESTIONS
- REPHRASES
• BUYER
- ANSWERS
70. S.I.M.A.C. – OR PERSUASIVE SELLING FORMAT
PAINT THE SITUATION:
• Ask the right questions
• Actively listens to the answers
• Rephrase and Frame the
issue/need,
• Get confirmation that there is an
interest in a solution for it
CONCLUSION:
Close the deal
STATE THE IDEA
DETAIL THE MECHANISM
How it works
LIST THE ADVANTAGES:
How it will answer the issue
5
4
3
21
71. Sequence
Pitching live Prep
5
4
3
2
1 SITUATION
CONCLUSION
IDEA
MECHANISM
ADVANTAGES
SITUATION
CONCLUSION
IDEA
MECHANISM
ADVANTAGES • Which attributes of the
thing you want to sell do
you want to bring
forward?
• What’s in it for the
buyer? What kind of
issue/need to you need
to emerge?
76. CONCLUSION: Closing down the transaction
• ALTERNATIVE
• SILENCE
• CLOSING
• COMMITMENT / NEXT
STEPS
‘Do you want to
eat your
Brocoli?’
Focus on the
CHOICE => Yes/No
‘Do you want
Brocoli with or
without butter?’
Focus on the
ALTERNATIVE =>
Yes/Yes
77. • Let’s kill a few clichés
• Asking the right questions: the Ws
• 9 reasons why they’ll say YES
• Persuasion in action : SIMAC
• Conclusion
7
78. One last thing: THE COLUMBO TRICK
Or the art of drowning a key matter into small talk
Remora are small fish that can attach to sharks and other large marine animals. Remora receive food, while the shark receives grooming.
Measuring between 1 to 3 feet in length, remora fish use their specialized front dorsal fins to attach to passing marine animals, like sharks and whales. Remora provide a beneficial service for the shark as they keep its skin clean of parasites. Sharks even allow these fish to enter their mouths to clean debris from their teeth. Remora also consume unwanted scraps left over from the shark's meal, which helps to keep the shark's immediate environment clean. This reduces the shark's exposure to bacteria and other disease-causing germs. In exchange, the remora fish get free meals and protection from the shark. Since sharks also provide transportation for remora, the fish are able to conserve energy as an additional benefit.
Clownfish live within the protective tentacles of the sea anemone. In return, the sea anemone receives cleaning and protection.
Clownfish and sea anemones have a mutualistic relationship in which each party provides valuable services for the other. Sea anemones are attached to rocks in their aquatic habitats and catch prey by stunning them with their poisonous tentacles. Clownfish are immune to the anemone's poison and actually live within its tentacles. Clownfish clean the anemone's tentacles keeping them free from parasites. They also act as bait by luring fish and other prey within striking distance of the anemone. The sea anemone provides protection for the clownfish, as potential predators stay away from its stinging tentacles.
Oxpeckers are birds that eat ticks, flies, and other insects from cattle and other grazing mammals. The oxpecker receives nourishment, and the animal that it grooms receives pest control.
Oxpeckers are birds that are commonly found on the sub-Saharan African savanna. They can often be seen sitting on buffalo, giraffes, impalas, and other large mammals. They feed on insects that are commonly found on these grazing animals. Removing ticks, fleas, lice, and other bugs is a valuable service, as these insects can cause infection and disease. In addition to parasite and pest removal, oxpeckers will also alert the herd to the presence of predators by giving a loud warning call. This defense mechanism provides protection for the oxpecker and the grazing animals.
Nancy Duarte
Ex asking for a raise
I don’t need anything is the #1 objection
Creating the need = creating an issue, something that could be better. And it can always be better
Let’s say a customer is growing in volume => They don’t need you
Objection #2: Let me think about it
When members of the Choctaw Nation heard about the struggles of the Irish in the Great Famine in 1847, the tribe gathered up about $170 — $5,000 in today’s dollars — to send overseas for “the relief of the starving poor of Ireland.”
That 170-year-old act is being remembered, and, in some ways, returned, during the coronavirus pandemic. Small donations from places like Cork, Limerick, and Dublin have poured in after a GoFundMe to support the Navajo and Hopi nations went viral in Ireland earlier this month.
https://www.vox.com/2020/5/13/21251420/choctaw-ireland-navajo-hopi-gofundme-coronavirus
Ethos: Same school
Logos: Same business KPIs in a team
Pathos: Same values
Not stuck in details
Hard to disagree to ideas like being happy, making a world better etc
It stays / sticks / doesn’t die
Expensive => Good
Rare => Good
French => Refined
German => Quality/solidity
