Learn the secrets of effective influence from Tom Bird and Jerry Cassell (aka "Tom and Jerry"). A pragmatic and powerful blueprint to influence in ANY situation.

1. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Improve your ability to influence with
The C3
Model of Influencing™
Tom Bird and Jeremy Cassell

2. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
The Secrets of
Effective Influence
‘Tom and Jerry’

3. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Agenda
• Your context for influencing
• What gets in the way?
• Key Principles underpinning the model
• The C3
Model of Influencing™
• The voice as your secret influencing weapon
• Commitment to action

4. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Improved performance bottom line results
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Outcome

5. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Influencing - a definition
“Producing an effect on an individual or group by
imperceptible or intangible means.”
“An active process whereby one person seeks to
modify the opinions, attitudes or behaviours of an
individual or group by consciously adapting his/her
own communication style or behaviour to secure
commitment to ideas or plans”
Source: Ashridge Management Centre

6. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
What are your influencing contexts?
•Convince people to take action
•Team issues
•Managing investment partners if a start up
•Gaining buy in
•Selling
•Negotiations with suppliers
•Networking
•Presenting
•Motivating team
•Conducting difficult conversations
…What else?
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7. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Performance = Potential - Interferences

8. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Key Principles
1. It’s 2-way. Be open – key to collaboration &
influencing
2. Pace… Pace… Lead…
– You can only influence (lead) by first pacing the
individual or group…
– Put yourself in their shoes, then other’s style
1. “The person with the greatest flexibility controls
the system”
– Behavioural flexibility is critical
– Self-awareness is key in developing flexibility
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9. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation

10. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation

11. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Surface and Deep Confidence
Surface
Confidence
Mindset /
Deep Practice
Deep
Confidence
Tactics /
Techniques

12. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Amy Cuddy on TED.COM
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13. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation

14. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Power poses
Saliva test:
Power Pose for 2 minutes
Saliva test results:
•20% increase in testosterone
•25% decrease in
cortisol

15. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Mind-set
“a fixed mental attitude or
disposition that predetermines
a person’s responses to and
interpretations of situations”

16. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Mindset Behaviours Results
The impact of mind-set

17. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
“Talent is NOT a God given skill...”
• “The Talent Code: Greatness isn’t born,
it’s grown”
Daniel Coyle
• “Bounce: The myth of talent & the power
of practise”
Matthew Syed
• “Outliers: The story of success”
Malcolm Gladwell

18. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation

19. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation

20. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation

21. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Credibility attractors
What I know works is
My professional advice to you is …..
What is happening out in the market is
My experience tells me …..
I have a great deal of experience in this
area
I am an expert in ….
I have led/managed/influenced
Credibility detractors:
• Hedging
• Over smiling
• Apologising
• Hesitating
• Being humble
• Softening
• What do you think?
• We, we, we
Credibility detractors:
• Hedging
• Over smiling
• Apologising
• Hesitating
• Being humble
• Softening
• What do you think?
• We, we, we

22. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Matching and mirroring for connection
If you want to influence at an
unconscious level, then copy:
•Body language
•Voice
•Words

23. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Voice patterns

24. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Voice patterns
 Slow, deliberate
 Monotone
 Pauses
 Down at the end of the
sentence or phrase
+ palms down / dip head
• Fast
• Variety
• No pauses
• Up at the end of the
sentence or phrase
+ palms up / head up
Pilot (credible) Flight attendant (connector)

25. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Questions
What questions do you have
about influencing?

26. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
What are you
going to do as a
result of this
session?

27. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Committing to action...
• If improving your influencing skills is
important, what do you commit to
doing differently?
• What are the three key actions that
you will take to develop your
influencing skills?

28. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation
Want to find out more?
If you would like to develop your influencing
skills connect with us at:
•C-cubedinfluence.com
•Facebook.com/tomandjerryUK
•Twitter.com/tomandjerryUK
•Linkedin.com/in/tombird1
•Linkedin.com/jeremycassell

29. www.c-cubedinfluence.com – a pragmatic and powerful new blueprint to influence in any situation