Everyone leaves with a plan for a real challenge.
A workshop for your team, half a day to two days. Each person brings one business challenge and applies the seven principles to it, with me in the room.
- Half a day, a full day or two days, in person or virtual
- Every participant works on their own live challenge, not a case study
- Small changes that deliver big results, usable the next morning
20 minutes. One idea you can use. No obligation.
“This program will help executives make better decisions and use their influence wisely.”Charlie Munger, Berkshire Hathaway, on the Cialdini programme
We're all in sales now
Some people close deals for a living. The rest of us spend the day moving people anyway: securing a budget, getting a project approved, winning support for a plan, keeping a partner on side. In a week full of noise, nobody has the time or attention to appreciate your idea on its own merits, however good it is.
So hunches and guesswork aren't enough. The workshop gives your team the fundamentals: how people actually decide, and how to apply the science of persuasion to that, ethically and efficiently.
How the workshop runs
The seven principles.
Reciprocity, Liking, Social proof, Authority, Scarcity, Consistency and Unity: the science behind each, with real cases.
Your challenge, your plan.
Each person works on the challenge they brought, principle by principle, and writes down what they'll change.
Small changes, big results.
Everyone leaves with specific changes to make to a real request, easy to remember and simple to apply.
Challenges people bring
Some examples of what a team has worked on during a workshop.
Leadership
Getting approval for a strategic shift, fast enough to matter in your market.
Sales
A value-based proposal for next week's top prospect, rather than competing on price.
Marketing
Improving each step of an online checkout so more people finish it.
Communication
The message about a significant reorganisation that brings every team along.
Procurement
Getting a supplier to sign the contract that has been pending for months.
HR
A job posting that attracts the best people in a competitive market.
The seven shortcuts to a yes
Every workshop covers all seven of Dr. Cialdini's principles, and how to use each one ethically.
| Principle | In one line |
|---|---|
| Reciprocity | People say yes to you if they feel they owe you. |
| Liking | People say yes to you, and want to do business with you, if they like you. |
| Social proof | People say yes to your request if you show them that others like them already have. |
| Authority | People say yes to you if you show them you are an authority, or that established authorities agree with you. |
| Scarcity | People say yes if what you offer is genuinely rare or dwindling. |
| Consistency | People say yes if it is consistent with what they have already said or done, especially in public. |
| Unity | People say yes to you if they see you as sharing their goals, values or identity. |
What companies say about the programme
Our colleagues here at Schering Health Care became much more personally effective whether they are new to their role or very experienced.
I have participated in many high-quality programs, but this one was immediately useful. Additionally, I found that these principles have important relevance across many facets of our business.
Questions people ask about workshops
Half a day, a day or two days?
Half a day covers the principles and one challenge each. A day gives time to work the challenge properly. Two days adds practice and a second challenge. We'll pick on the call.
In person or virtual?
Both. In a room is better for a team that rarely sits together; virtual suits a team spread across countries.
Is it tailored?
Yes. The challenges are yours, and the examples come from your industry where I can find them.
We've read Influence and Pre-Suasion. Is there more?
The books tell you what the principles are. The workshop turns them into actions aimed at your challenges, which is the part most readers never get to.
What does it cost?
It depends on the length and the number of people. You'll have a price in writing after the call.