This document outlines a presentation by Richardson, a global sales training company, on developing presentation skills for influence and persuasion. The presentation covers identifying what makes someone persuasive through trust, authenticity, clarity and value. It also discusses different influencing styles, critical skills for influencing like presence, relating, questioning, positioning, listening and checking, and challenges like cognitive dissonance and resolving objections. The overall content is aimed to help clients across industries improve their influencing and persuasion abilities to drive revenue and customer relationships.

2. CONSULTING SKILLS:
PRESENTATION SKILLS FOR INFLUENCE AND PERSUASION
SEPT 21
2018

3. AGENDA
WHO IS RICHARDSON
WHAT MAKES SOMEONE PERSUASIVE
CRITICAL SKILLS FOR INFLUENCING
INFLUENCING CHALLENGES

4. WHO IS RICHARDSON

5. RICHARDSON
A GLOBAL SALES TRAINING COMPANY FOCUSED
ON HELPING OUR CLIENTS ACROSS INDUSTRIES
DRIVE REVENUE AND GROW LONG-TERM
CUSTOMER RELATIONSHIPS

6. WHAT MAKES SOMEONE
PERSUASIVE?

7. WHAT MAKES SOMEONE PERSUASIVE?
TRUST 1
AUTHENTICITY 2
CLARITY 3
VALUE 4

9. Charismatic
people have
charming
personalities and
strong relating
skills. They are
good at building
rapport and are
likable.
High-pressure
consultants are
energetic, assertive,
and unafraid to ask
for the sale.
Technical people
are experts on
product and
provide real
substance. They
use knowledge
and expertise.
Charismatic Technical High-Pressure
DIFFERENTTYPES OF INFLUENCING STYLES

10. Charismatic
TRULY CONSULTATIVE
Technical High-Pressure
DIFFERENTTYPES OF SALES STYLES

11. CRITICAL SKILLS FOR INFLUENCING

12. 6 CRITICAL INFLUENCING SKILLS

13. 6 CRITICAL INFLUENCING SKILLS

14. SIX CRITICAL SKILLS: PRESENCE
Projecting confidence, credibility, and conviction in body language, voice, and words to show interest, gain respect, and inspire trust
BODY
LANGUAGE
APPEARANCE
POSTURE
VOICE

15. Friend/Foe Bias
for Relating
Friend/Foe Bias tells us that, if an intentional
interaction is going well, oxytocin is released in our
brains. The result of this chemical release causes
us to feel that we are “warming up” to the person.
Feeling connected to someone helps to foster trust.
The more we “warm up” to someone, the more
willing we are to collaborate and share information.

16. SIX CRITICAL SKILLS: RELATING
Using acknowledgement, rapport and empathy to connect
TAILOR
INCLUDE
CONNECT

17. 1CLIENT &
INTERNAL
HOMEWORK
ATTITUDE EYE CONTACT BREATHING
2 3 4
MANAGING NERVOUSNESS

18. SIX CRITICAL SKILLS: QUESTIONING
Fostering openness and creating dialogue to uncover, explore, shape, and define needs
Pursuing —
Ask drill-down
questions in order to
go deeper into
something that the
customer said that is
vague or broad to
learn more about the
customer’s thinking.
Prefacing —
Introduce your
question with a
rationale to make
you and the
customer more
comfortable with
the question and
to encourage a
more complete
response. Pacing — Maintain
an effective pace
that allows your
customer time to
think and respond.
Phrasing — Word
your questions to
be most effective.
Ask open-ended
questions to
encourage
openness.
FOUR Ps OF
QUESTIONING

19. Anchoring Bias
for Listening
Natural tendencies around Anchoring may cause us to
be anchored to our own assumptions. While
anticipating customer needs is an important part of
preparation, we need to be highly self-aware that
we’ve made assumptions that may become anchors in
our thinking. Those anchors may cause us to miss or
dismiss the valuable information that could benefit us
by informing our next move in the dialogue and
enabling us to create and position a more
differentiated and compelling solution. To counteract
our Anchoring tendencies, we need to mindfully
engage in active listening to “tune into” new or
conflicting information, as well as pursue the
customer’s thinking, rather than moving away from it.

20. Actively understanding content and emotional messages in order to show interest, connect, learn, and build trust
SIX CRITICAL SKILLS: LISTENING
THREE Es OF
LISTENING
Equip
Yourself to
Listen.
Engage Yourself
in Listening.
Exhibit Signs That
You Are Listening.

21. CHAT QUESTION
40-110
110-180
180-250
On average how many words can an
American person speak per minute?

22. 100-200
200-300
300-400
On average how many words can an
American person hear and
understand per minute?

23. 110 - 180
300 - 400
Here’s where we get in trouble.

24. Presenting compelling information in a relevant, tailored, and logical way to be intellectually and emotionally persuasive
SIX CRITICAL SKILLS: POSITIONING
Create
Structure
Shape
messaging to
persuade
Be concise
Customize
Be
specific
Keep it
interactive

25. 63%
72%
91%
According to New York Times best
selling authors, Chip and Dan Heath,
after a presentation, what % of
attendees remember stories while only
5% remember statistics?

26. SIX CRITICAL SKILLS: CHECKING
Eliciting feedback to inform your next best move
After you have answered a question or
an objection:
• “How does that answer your question?”
• “How close is this to what you were
driving at?”
Before you transition to
Commit:
• “What other concerns or
issues can I address
while I’m here?”
After you have positioned an idea or
solution:
• “How does that sound?”
Before you ask for
commitment, do a final
check.
• “How do you feel
about what we
covered today?”After you have talked for several
minutes:
• “We’ve covered … up to now. Perhaps
this is a good time to get some
reactions or questions.”
• “Let me stop for a moment. What
questions or thoughts do you …?”

27. INFLUENCINGCHALLENGES

29. Cognitive Dissonance
for Resolving Objections
Cognitive Dissonance shows that we are prone to discount, dismiss, or
oppose information that is new or conflicts with our beliefs because it
creates emotional discomfort. Both customers and sellers are prone
to it. Customers object because of it. Sellers are naturally wired to
react by defending their points of view in order to relieve their
emotional discomfort. This only increases the level of cognitive
dissonance for the customer and may trigger a threat response. Being
aware of the effects of cognitive dissonance helps you to maintain
Presence. Using acknowledgment or empathy helps to diffuse feelings
of defensiveness for both you and the customer. This, in turn, creates
a more collaborative and emotionally positive environment for you to
ask questions to truly understand the objection and resolve it.

30. Copyright ©2017 Richardson.
OBJECTION RESOLUTION MODEL

31. company/richardson/
https://www.richardson.com/blog/
linkedin.com/in/andreagrodnitzky/
THANK
YOU!