What Dr. Robert Cialdini Talks About:

Influence: The Ultimate Power Tool
Produce Lasting Business Relationships and Strong, Long-Term Change

What can we do to shorten the time required to develop and deepen relationships with our prospects, customers, and co-workers? How can we effectively establish our authority and trustworthiness with those we meet for the first time? When others are sitting “on the fence,” which principles of persuasion are most likely to spur them to act?

In this program, Dr. Cialdini answers all these questions and more by weaving compelling stories with evidence-based statistics. He will identify and explain the six universal principles of persuasion that move others toward “Yes!” and how these scientifically tested principles produce lasting relationships and strong, long-term change.

After this presentation, attendees will be able to:

• Identify the universal Principles of Persuasion that have been both scientifically tested and validated in practice
• Recognize how the Principles incorporate the most effective individual persuasion tactics
• Employ the Principles ethically in ways that are best for business results
• Understand the conditions under which each Principle becomes most powerful
• Register how you can use the Principles to improve your professional (and personal) outcomes immediately
• Avoid the mistakes that can sabotage your influence attempts

Pre-Suasion: Opening the Door to Persuasion
A New Approach to Sales, Leadership, Marketing and Management

When your company needs that extra edge, understanding how to recognize and leverage that Moment of Power before a request can make a critical difference for your company’s sales, marketing, leadership and management.

This keynote explores the concept, rationale, and implementation of Pre-Suasion. There’s an under-recognized moment of power that comes right before a request is made. What goes into that moment can have dramatic effects our persuasion attempts.

After this presentation, learners will have the power to:

• Recognize the highly effective piece of “psychological real estate” that exists right BEFORE your influence attempts
• Leverage the pre-suasive moment before a request is made through images, words, and situations that you structure
• Implant, pre-suasively, the most persuasive feature of your message into the consciousness of your audience
• Learn the simple 2-step process to boost your success through pre-suasion
• See how the truism “Timing is everything” applies to pre-suasion
• Arrange for audiences to focus on the aspect of your communication you most want them to register
• Recognize how Cialdini’s Principles incorporate the most effective individual persuasion tactics

Influence During Times of Uncertainty
Eliminate Hesitation Before Making Important Decisions

During times of uncertainty, whether professional, societal, or personal, people hesitate to make decisions. How can leaders, managers, marketers and sales people help others make decisions? During this global uncertainty, there are certain Principles of Influence that are especially effective to move others in our direction.

In this program, Dr. Robert Cialdini takes us on a deep dive into these specific principles and the enlightening research that makes these specific principles work for us…and on us. During this revealing keynote, Dr. Cialdini discusses which principles are most effective, most productive, and why they have this outsized power. Importantly, he shows how we can use these principles effectively and ethically. And, just as importantly, he shows us mistakes to avoid that would hurt our relationships, ourselves, our company.

After this presentation, your people will be able to:

• Recognize and use each of the universal Principles of Persuasion
• Learn the conditions under which uncertainty dominates decision-making
• See how uncertainty can be channeled to produce optimal influence
• Identify which of the Principles work best under conditions of uncertainty
• Identify which aspects of these Principles to highlight for greatest persuasive success
• Avoid the mistakes that can sabotage your influence attempts
• Recognize the highly effective piece of “psychological real estate” that exists right BEFORE your influence attempts

Leadership Through the Power of Persuasion
Using Influence to Create New Opportunities

It is through the influence process that we lead, generate, and manage change. Like most things, the process can be handled poorly or well. It can be employed to foster growth and to move people away from negative choices and in more positive directions, thereby creating the conditions for new opportunities. Or, it can be used clumsily, reducing the chance for genuine movement and, in the worst of cases, boomeranging into conflict and resentment.

As such, it is important for those wishing to lead effectively to understand fully the workings of the influence process. Fortunately, a vast body of scientific evidence now exists on how, when, and why people say yes to influence attempts. In his presentation, Dr. Robert B. Cialdini extracts from this formidable body of work the six universal principles of influence—those that are so powerful that they generate desirable change in the widest range of circumstances. The principles are: Reciprocation, Commitment/Consistency, Authority, Social Proof, Scarcity, and Liking.

After this presentation, your team will be able to:

• Use Dr. Cialdini’s powerful Six Principles of Persuasion to compel others to say “Yes!” to requests
• Understand how and why using the Six Principles ethically is especially important and how to apply them optimally as a leader
• Identify how leaders can persuade others without backlash
• Recognize how leaders can use the Principles to most effectively create new teams
• Provide leadership that brings out the leader in others
• Avoid the mistakes that can sabotage a leader’s influence attempts
• Recognize the highly effective piece of “psychological real estate” that exists right BEFORE your influence attempts