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.Read More
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?Read More
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.Read More
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 ....Read More
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...Read More
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 ...Read More
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 ...Read More