Whether you are a sales person, manager, or entrepreneur you increasingly need to influence people at all levels to succeed. Can you afford not to be outstanding at influencing?

1. The C3 Model of Influencing™
Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Tom Bird and Jerry Cassell

2. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
The good old days
The good old
days…
Market conditions
were easier
Relationships
often more
‘personal’
Lots of work, less
competition..
2

3. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Today’s reality
Today’s
reality…
More
competition
Really need
to know your
clients
Can be tough
to win new
clients
3

4. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
The market has changed
Clients are smarter…
We need to be smarter to
engage them, retain them
and ensure the right profit
in return for the value we
bring
4

5. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Few of us like to be sold to…
…but everyone is open to influence
5

6. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Influencing - a definition
“An active process whereby one person seeks to
modify the opinions, attitudes or behaviours of an
individual or group by consciously adapting his/her
own communication style or behaviour to secure
commitment to ideas or plans”
Source: Ashridge Management Centre
6
“Producing an effect on an individual or group by
imperceptible or intangible means.”

7. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Key Principles
• Pace… Pace… Lead…
– You can only influence (lead) by first pacing the
individual or group…
oPut yourself in their shoes
oMatch your communication style with theirs
• “The person with the greatest flexibility controls the
system”
– Behavioural flexibility is critical
– Self-awareness is key in developing flexibility
7

8. The C3 Model of Influencing™
Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
8
www.c-cubedinfluence.com

9. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Surface and Deep Confidence
Surface
Confidence
Mindset /
Deep Practice
Deep
Confidence
Tactics /
Techniques
9

10. Are you a cat or a dog? A connector or a credible?
Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
What do YOU sort for?
10

11. body language can change our mind…
which can change behaviour…
which can change our outcome.
Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Amy Cuddy:
11
Check her out on ted.com

12. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Pride Pose
12

13. Saliva test
Power Pose for 2 minutes
Saliva test results:
•20% increase in testosterone
(the ‘dominance’ hormone)
•25% decrease in cortisol
(high levels indicate stress)
Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
13
TomandJerryUK
Power Pose

14. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
The C3 Model of Influencing™
14
www.c-cubedinfluence.com

15. Voice tone of Credible Voice tone of Connector
Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
15
TomandJerryUK
Credibility

16. Few people like being sold to… but everyone is open to influence
Visit www.c-cubedinfluence.com to find out more
TomandJerryUK
Few of us like to be sold to…
…but everyone is open to influence
16
www.c-cubedinfluence.com
Keep in touch: Facebook.com/TomandJerryUK