While we may think the basics of public speaking starting recently, it was actually 2,300 years ago that Aristotle recorded his theory on effective public speaking. He espoused the importance of ethos (credibility), pathos (emotion), and logos (logic) to influence behavior. His principles are still the key foundation for negotiations training. Here’s how Aristotle’s tenets […]
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Many employers consider influence training for their staff but are unsure of how to measure their return on investment. Often, managers must provide metrics to the C-Suite to justify the expense of such programs. There are several ways to assess the benefits of influence training: Take A Look At Their Actions People may say a
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Influence is essentially a person’s ability to effect change in another. Ethical influencing is not manipulation. It is effective communication that resonates with others. If you understand the psychology behind influence and persuasion, you can build rapport with anyone and meet your goals in any industry. Understanding Influence Influencers amass hundreds of followers on
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Many business owners are so preoccupied with the task of acquiring more customers, they stop attracting the right customers. Even in the world of retail and services, sometimes quality is much more important than quantity. For many small and large businesses, high-end clients can significantly boost monthly revenue, profitability, and growth. All you need to
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Working as a salesperson in retail has evolved into a very unusual profession. When people walk into a store, it’s a fair assumption that they would like to buy something. Otherwise, they wouldn’t really have any reason to enter the store. Ironically enough, though, many people will do everything in their power to avoid engaging
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Andrea Kupfer Schneider, Marquette University Law School professor, recently wrote an article for the Washington University Journal of Law and Policy explaining the importance of teaching five specific skills for negotiation, rather than teaching with negotiations style labels alone. These five critical abilities, according to Schneider, are assertiveness, empathy, flexibility, social skills/intuition, and ethics. Consider
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Sometimes leads are already interested before you start your pitch, but how you attempt to influence them will make or break the deal. There’s a big difference between influencing and selling – your audience is less likely to take your words to heart if you come off as pushy, rehearsed, or “salesy.” When it comes
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Building credibility is the first step toward influencing others. You wouldn’t want your team to say yes to someone who walked off the street with zero credentials—and neither does the client you’re pitching to. How does one build credibility in a world where businesses come and go at supersonic speeds? With honesty, authenticity, and a
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Business relationships are just as focused and dependent upon trust as any other relationship. Sometimes, deals fall through, deadlines aren’t met, or the result doesn’t meet expectations. Failings such as these can lead to resentment, but that doesn’t have to be the end of a business relationship. When you’re thinking about whether you should try
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The younger generations entering today’s workforce are far less concerned with benefits and compensation than previous generations were and are more concerned with sustainability, personal freedom, and responsible corporate citizenship. Today’s workforce wants to work for companies that are more concerned with helping their fellow man and the world than they are with their bottom
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