Aristotle taught in 350 B.C. that there are three elements to influencing – ethos (credibility), pathos (emotion), and logos (logic). Based on research from the last 2,000-plus years, SNI has added a fourth element – action – to update and create a practical process for influencing people in any situation.
In this engaging session, Jeff will teach participants the four-step process and provide participants with tools and tactics to:
•Build credibility quickly, even within purely online communication
•Engage the other side’s emotions, which is the most important factor in persuading a person and/or their decisions
•Share logic/data/evidence in the most compelling manner possible
•Facilitate action to actually compel others to act
The end result will be arming SAMs and KAMs with a process to more effectively influence their clients, which in turn will lead to growing wallet share, improving margins, having easier renewals, and building deeper and wider relationships with client organizations.
Please note that this is an interactive session that will include the use of breakout rooms and a live simulation. We ask that you give it your undivided attention throughout, as well as having your camera on and microphone available for most of the session!
Partner and Master Facilitator, Shapiro Negotiations Institute (SNI)
Jeff has coached and trained groups within organizations from 45 minutes to three days in length. His audience size has ranged from five executives around a boardroom table to 1000 people in an auditorium. And, he has done all of this in 6 continents across all industries. A few sample clients include Verizon, PwC, Chicago Bears, Bristol Myers Squibb, ESPN, Corporate Executive Board, TEKsystems, and Tony Robbins.
General Manager, Research - SAMA
As the leader of the Research organization within the Strategic Account Management Association (SAMA), Joel works with top professionals in the world’s leading companies to develop the practice of Strategic Account management. He conducts practical research focused on creating knowledge and tools for current and emerging trends and practices within SAM.
Prior to joining SAMA, Joel was most recently a Strategic Account Manager in the world of logistics, directly responsible for enabling fulfilment logistics for several brands including Yankee Candle, jARDEN, Hallmark, and AutoZone.
Joel has always put the customer at the center of business strategy, starting his career consulting with organizations on developing Customer eXperience programs in order to create strategies that drive Customer Loyalty.