Not Wow, Not Sell - Woo 'Em with Social Intelligence

In the spirit of Halloween - Woo! Woooooooooo. Win Others Over

Influence: The Psychology of Persuasion (Collins Business Essentials)

A while ago I had an article on how we are all selling - whether we know and like it or not. One of my all time favorite books on that has been Robert Cialdini's "Influence - the Psychology of Persuasion".

Here is a recent one that seems to be very interesting from a corporate perspective - 'The Art of Woo: Using Strategic Persuasion to Sell Your Ideas.'

I could not agree more that 'selling starts at home' - literally and figuratively. It is probably harder than selling externally. No idea or brilliance has value until it is executed upon.

The 4 steps they seem to advocate are:

1. Use social networks to reach decision makers
2. Addressing the five barriers:
   
• Unreceptive beliefs (Change is a common culprit here)
  
• Conflicting interests (Are the company
  

  The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

  G. Richard Shell
  and people's goals aligned and clearly communicated?)
  
• Negative relationships (Ccorporate culture and social intelligence?)
  
• A lack of credibility (Reputation?) and
  
• Failing to adjust one's communication mode to suit a particular audience (Do you ever talk in Greek to those who only understand English?)
  
3. Presentation that is compelling. This does not have to be powerpoint only - timing, relevance, context and problem solving help
4. Securing individual and organizational commitments. A biggy- especially the last one and there you need the buy-in of the top dawg

I assume they assume that one is passionate about what one is selling, 'own' and live it.
 
One factor that is common across the board - its about people all the way.

Wharton has more details on the book here

Imagine: Social Intelligence offline