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1、,THE 5 PATHS TO PERSUASION,Hewitt | 2008/9,A two-year study of 1,700 executives, found that there are actually only five general types of decision making styles in use:,If you accurately identify the preferred decision making style of the person youre selling to, you can then tailor your sales proce
2、ss to provide them with more of what they need and less of what wont influence them to act. This will lead to your being more persuasive and getting more business doneFollowers (36-percent) who make decisions based on how other highly successful people have made decisions in the past.Charismatics (2
3、5-percent) who get enthusiastic about new ideas but rely on others to think through all the details.Skeptics (19-percent) who automatically distrust anything they hear, especially if it conflicts with their view of the world.Thinkers (11-percent) who need to methodically work through all the advanta
4、ges and disadvantages before making a decision.Controllers (9-percent) who have to be hands-on and involved in every aspect of the decision making process.,Can you figure out what kind of decision-making style the person youre attempting to sell to has?,Dont confuse personality traits with decision-
5、making style because for many executives, the way they make decisions differs dramatically from their general personalities. Their personality may give some hints but dont automatically assume both will be aligned. That often isnt true.Heed their past actions and decisions look carefully at how they
6、 have handled complex decision in the past. Find out whether they need input from others, or prefer to make important decisions on the strength of their own analysis. Pay more attention to what they actually do than to what they say.Never base your classification on one specific instance (especially
7、 one that is still in the process of being played out) but instead look for a recurring pattern which is found in a number of their past decisions.,Can you figure out what kind of decision-making style the person youre attempting to sell to has?- Use the process of elimination,narrow your choices by
8、 first eliminating any options they obviously are not. In practice, this usually means finding the answers to five questions: Is he/she always looking for the next big thing?If not, they are probably not a charismatic. Is he/she always weighting the pros and cons of a decision?If not, they are proba
9、bly not a thinker. Is he/she suspicious of every piece of new data presented?If not, they are probably not a skeptic. Does he/she need to be in control of the decision making?If not, they are probably not a controller. Does he/she only move forward with well proven ideas?If not, they are probably no
10、t a follower.,Figure out what kind of decision-making style look at how people handle both risk and responsibility when making important decisions,Thinkers will have a very balanced and disciplined approach to decision-making, preferring to let the facts speak for themselves. They will painstakingly
11、 cover all their bases and evaluate every pro and con before making a decision. Thinkers can be persuaded by someone who has done their homework and double-checked all their data.,Controllers,Seek risk,Avoid risk,Seek responsibility,Avoidresponsibility,Charismatics,Skeptics,Followers,Thinkers,Discus
12、sing & Sharing (10 minutes),Find decision making style of a CEO or other people you meeted and sharing his/her decision style (performance and behavior)Belcome sharingJames sharingLandy Sharing,How to meet with and persuade decision makers who are followers,Followers can be the most difficult to ide
13、ntify because very few executives will like this label. Fortunately, however, followers are the most straightforward to persuade. As long as youve laid the proper foundation and supplied enough proof that your proposal has worked in comparable situations in the past, followers will often be willing
14、to give you a favorable decision right on the spot. Followers are always looking for a bargain, so if your proposal shows that youre offering one, youll be halfway there.,How To Persuade Charismatics,Charismatics live for the next big idea. They are quick to embrace bold innovations with energy and
15、enthusiasm. Therefore, they are easy to sell to, as long as you provide them with balanced, detailed information that the charismatic decision maker can pass along to his or her details person to go through. Charismatics make decisions quickly but always require someone to be following through on th
16、e details for them later on.,How To Persuade Skeptics,About one-in-five decision makers will be skeptics inherently suspicious of anything you say. These are the people who will doggedly march to the beat of their own drummer, even if the rest of the world is going in a different direction. Fortunately, this also makes them one of the easiest types of decision makers to persuade. All you have to do is present them with a good proposal and build their confidence in you as a source of good ideas. Do that, and skeptics will make decisions quickly.,
