Influence: Use It or Lose the Consulting Deal
by Jon Seidel CMC and Alex Lamb
Su7, Sunday, October 24 - 11:15 AM to 12:30 PM
Description:
Influence is important: without it, you can’t get people to work together, commit to a project, and deliver results. This presentation will show you how to bring influence to bear in your dealings with business connections and project teams to help you achieve your goals.
Objective / Value:
We’ll ask and answer the following questions:
1. When offering options, which should you offer first: the more costly or the least costly?
2. Is it better to tell prospects what they stand to gain, or what they stand to lose?
3. Should a proposal’s weaknesses be acknowledged early or late in a sales effort?
In addition, we’ll discuss the science that lies behind the answers to these questions and how you can become more influential by using the Six Laws of Persuasion.
Finally, we’ll pose some questions about the ethics of Influence and offer references for further study.
From A.I. to Accenture, Alex Lamb’s diverse background spans both business and science. An expert in learning simulation, he is known for his pioneering approach to improvisational theater, and his achievements in providing a rational analysis of the concepts and their application in understanding human dynamics.
His groundbreaking research has yielded results that explain improvisation in terms of learning theory, psychology, and behavioral economics.
Speaker Biographies:
Technology operates not in a vacuum but in an encompassing matrix of people, business processes, management policies, and market/customer imperatives. Since 1979, Jon Seidel has helped companies identify and solve the core issues which technology presents. Titles include: “IT Connects: Value-Based IT Management,” “Information is Where IT’s At,” and “The Computer is not THE System.”
Speaker Web Site: www.edpci.com
BLOG: www.techblech.com
Alex Lamb
Alex Lamb will be assisting Jon with his presentation. From A.I. to Accenture, Alex Lamb’s diverse background spans both business and science. An expert in learning simulation, he is known for his pioneering approach to improvisational theater, and his achievements in providing a rational analysis of the concepts and their application in understanding human dynamics.
Alex has used improvisation techniques to teach CEOs, high school students, sales professionals, astrophysicists, doctors, world-class athletes, and graduate students. He was a speaker at the ASTD International Conference in 2008—the largest business training conference in the world. His recent focus has been on empowerment training for women in science and minority student groups in collaboration with UC Santa Cruz. He is an expert on human status interactions.
His groundbreaking research has yielded results that explain improvisation in terms of learning theory, psychology, and behavioral economics.
