How can you get to hear “yes” more often?

It’s a great question isn’t it? And if we need to persuade others at work or at home, it’s probably something we should give some thought towards.

My client increased persuasion by 28%. You can, too!

The great news is that decades of scientific research has taken place (who knew, right?) to decode what it is that encourages people to say “yes” to you more often than not. And we’re not talking about manipulation here. The wonderful thing about ethical influence is that it is used solely in the interests of both parties.

I never thought I’d become a published author, but along with 7 other like-minded certified Cialdini influence coaches (a bit like “Avengers Assemble”), we’ve created a book to show you how you, too can get more “Yes’s”.

Straightforwardly, it’s called, “How to hear yes more often”.

The authors are a diverse bunch, and bring their insight of how they’ve applied ethical influence across a myriad sectors. 

"𝗙𝗼𝗿 𝗺𝗲, 𝘁𝗵𝗲 𝗴𝗿𝗲𝗮𝘁𝗲𝘀𝘁 𝘀𝘁𝗿𝗲𝗻𝗴𝘁𝗵 𝗼𝗳 𝘁𝗵𝗲 𝗯𝗼𝗼𝗸 𝗶𝘀 𝘁𝗵𝗲 𝗿𝗲𝗮𝗹 𝗹𝗶𝗳𝗲 𝗲𝘅𝗮𝗺𝗽𝗹𝗲𝘀 𝗼𝗳 𝘁𝗵𝗲 𝗽𝗿𝗶𝗻𝗰𝗶𝗽𝗹𝗲𝘀 𝗶𝗻 𝗮𝗰𝘁𝗶𝗼𝗻. 𝗘𝗮𝗰𝗵 𝗮𝘂𝘁𝗵𝗼𝗿 𝗽𝗿𝗼𝘃𝗶𝗱𝗲𝘀 𝘀𝗼𝗺𝗲𝘁𝗵𝗶𝗻𝗴 𝘁𝗮𝗻𝗴𝗶𝗯𝗹𝗲 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗿𝗲𝗮𝗱𝗲𝗿 𝘁𝗼 𝘁𝗮𝗸𝗲 𝗮𝘄𝗮𝘆 𝗮𝗻𝗱 𝗶𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁 𝗶𝗻𝘁𝗼 𝘁𝗵𝗲𝗶𝗿 𝗼𝘄𝗻 𝗹𝗶𝘃𝗲𝘀." Ken Thomas, Tenclub.

You won’t be surprised to learn that my chapter is all about how I’ve used ethical influence techniques throughout my career in Procurement.

In Procurement, we seem to let influence happen to us. We expect salespeople to know and use all the techniques and (sometimes) unethical influence tricks on us.

We also fall short when it comes to effectively influencing stakeholders. We often rely on our default setting of persuasion by logic alone, which I know from my own experience, is largely ineffective.

So, why can’t us Procurement pros seize the initiative and develop these influence skills for ourselves? Not only to understand and counteract when the techniques being used on us, but importantly, to deploy ethical influencing ourselves, for our benefit!

Anyway, back to the book. I’d love to say that I’ve used the ethical influence techniques in the book to gain a huge advantage, or get ahead in some way. The truth is that in some cases, I relied on these techniques just to survive in the role that I had at the time.

You’ll meet some of the more “lively” characters that I’ve had to work with, shall we say. None of them are fictitious, and there’s no exaggeration. I have changed their names though, to safeguard me from a libel action.

The book is available to buy from Amazon and Barnes & Noble. Here’s a handy link to the book’s website (how cool is that?)😊

Anyway, I’m obliged to say that the book will make a perfect birthday / wedding anniversary / baby shower gift. No need to thank me, you’re welcome.