Persuading — Blog — Gordian Business

Posts tagged Persuading

How can you decide in a dust storm of data?

How can you decide in a dust storm of data?

As a lecturer in change management at AGSM, I talk with many professionals from different companies and industries. A few innovative companies are working on improving their customer experience and their employee experience. These innovative companies are introducing artificial intelligence (Ai) and increasing the skills of their people, particularly their social intelligence. These companies are making courageous decisions to invest in a time of uncertainty to create a competitive edge. In an increasingly challenging business environment, sitting back and waiting to see what the future will bring is a very dangerous strategy.

Artificial Intelligence, Change, Gary Peacock, PersuasionGary Peacock13 March 2019Persuading, Persuading for Results, Artificial Intelligence, Data, Human Intelligence, Augmented DecisionsComment

How can you persuade a customer you can't afford to lose? (Part 1)

How can you persuade a customer you can't afford to lose? (Part 1)

Donald Trump would probably say: Just tell em!

In the real world it's often not appropriate to just tell em! So, we need to have more sophisticated tools available.

At the end of 2016, Persuasion guru Robert Cialdini published his latest book Pre-suasion. To condense his 300 page book into two sentences he says:

What do you do before you persuade customers can have a major (hidden) influence on their decisions.
We and our customers assume that what we are focusing on is especially important.

So, what's so important about Pre-suasion?

Gary Peacock, PersuasionGary Peacock7 February 2017Persuasion, Presuasion, Persuading, Persuading for Results, Cialdini, Social Proof, Authority, Questions, Influence, Influencing, Customers, CompetitorsComment

Using Colour to persuade

Using Colour to persuade

Colour is a powerful tool that can enhance any presentation. Research shows that colours can evoke an emotional response and make your message more memorable and persuasive. However the psychological impact of colour can also ruin your persuasive message, so think carefully about your choice of colour.

Gary Peacock, PersuasionGary Peacock24 May 2016Colour, Presenting, Persuasion, Persuading, Persuading for Results, Emotion, Logic, Shades, Logic & Emotion Comments

How well do you use big data to persuade?

How well do you use big data to persuade?

There is no doubt that Big Data is coming. No, let me correct that: Big Data is here.

But how much big data are we generating?

Gary Peacock, PersuasionGary Peacock2 November 2015Big Data, Persuasion, Persuading, Persuading for Results, Simple, Executives, AnalyseComment

No time to persuade?

No time to persuade?

We are all busy, too short of time with our too long to-do lists.

When I suggest spend some time preparing to persuade, some people roll their eyes. They have too little time without taking more time to persuade. So, they will do nothing or ....

Gary Peacock, PersuasionGary Peacock14 August 2015Persuade, Persuading for Results, Persuasion, Persuading, Time, Busy, Short-cut, Want, Know, Feel, Do Comment

Flatlining: Senior managers does your presentation have a heartbeat?

Flatlining: Senior managers does your presentation have a heartbeat?

Senior managers often ask us to review critical presentations. These presentations may be critical because of who they are being presented to: directors, head office, best customers or important prospects. Or presentations may be critical because of what is being presented: winning the sales is budget-critical or convincing the audience is career-critical...

Gary Peacock, PersuasionGary Peacock6 June 2014Emotion, Excitement, Persuading, Presenting Comment

How not to run a two day strategy session [Boring your people to Death by PowerPoint]

How not to run a two day strategy session [Boring your people to Death by PowerPoint]

An envelope arrives, a letter inviting you to a two-day strategy session for your department. What’s your reaction? Based on our experience, you will probably ...

Gary Peacock, PersuasionGary Peacock6 June 2014Persuading, Strategic Comment

Do you need to Persuade Faster?

Do you need to Persuade Faster?

During one session with a client, on a flip chart we summarized the pressures acting on their buyer:

More Results
Less Time
More Problems

Given these three pressures— more results, less time and more problems— our client must ...

Gary Peacock, PersuasionGary Peacock5 June 2014Persuading, Strategic Account Management, ConsultingComment

Negotiations need a solid framework

Negotiations need a solid framework

In their marketplace, your top accounts are under tremendous pressure and are struggling to deal with ...

Negotiation, Stephen KozickiStephen Kozicki5 June 2014MGSM, Training, Account Management, Persuading, Consulting, Negotiation, Problem Solving Comments

With your best customers, should you Persuade or Negotiate?

With your best customers, should you Persuade or Negotiate?

When consulting, clients often ask when should I negotiate with my best customers?
To answer this question we ...

Gary Peacock, Negotiation, PersuasionGary Peacock5 June 2014Account Management, Negotiation, Persuading, Consulting, Logic & EmotionComment

How do you influence your best customers - part 3

How do you influence your best customers - part 3

In Part 2 we recommended you should ask one simple question: What business results can we help them achieve? The next challenge for you is ...

Gary Peacock, Persuasion, Account Management, SAMGary Peacock5 June 2014Account Management, Negotiation, Persuading, ConsultingComment

Persuading customers you can’t afford to lose - part 2

Persuading customers you can’t afford to lose - part 2

In part 1, we suggested identifying your customers you can’t afford to lose by looking at ...

Persuasion, Gary Peacock, Account Management, SAMGary Peacock5 June 2014Account Management, Negotiation, Persuading, Consulting, Problem SolvingComment

Risk Management is a key part of Account Management

Risk Management is a key part of Account Management

As we saw with Gary’s post last week, the world of strategic account management is changing faster than the world of social media. To remain a key partner, you must ...

Stephen Kozicki, SAMStephen Kozicki5 June 2014Training, Account Management, Persuading, Consulting, Negotiation, Problem Solving Comment

Persuading customers you can’t afford to lose - part 1

Persuading customers you can’t afford to lose - part 1

Who are the customers you can’t afford to lose? Often they are those customers who ...

Persuasion, Gary Peacock, Account Management, SAMGary Peacock4 June 2014Account Management, Negotiation, Persuading, Consulting, Problem SolvingComment

Account Leadership is about Accountability

Account Leadership is about Accountability

Like many of our clients in Australia, Asia, Europe and the USA, I continually look at ways to grow a sustainable revenue stream and EBIT from our client base. We grow revenue and profit from our top clients by ...

Stephen Kozicki, SAMStephen Kozicki4 June 2014Account Management, Persuading, Training, Account, Consulting, Solve Impossible Problems, Pro, Negotiation, Problem Solving Comment

Solving Impossible Business Problems

Solving Impossible Business Problems

One of the purposes of the Gordian Blog is to help busy managers in fast-growing or mature organizations solve ...

Gary Peacock, Business ProblemsGary Peacock4 June 2014Account Management, Business Problems, Negotiation, Persuading, Solve Impossible Problems, Problem Solving, SYIP Comments

DECISIVE ACTION IN 2012

DECISIVE ACTION IN 2012

We need bold and decisive action in 2012 to deal with the issues of our day. We have entered a new phase, what I call the Era of Rapid Adaptability® (ERA). This means that we need to ...

Stephen Kozicki, SAMStephen Kozicki4 June 20143M, ERA, Era of Rapid Agility, Training, Account Management, Persuading, Consulting, Negotiation, Problem Solving Comment