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How to Sell Yourself and Your Ideas

Chris Weir Business Development Executive with EY

Agenda

• 2.5 minutes - Introduction

• 10 minutes – 5 Foundational Principles

• 10 minutes – 5 Foundational Skills

• 20 minutes – 5 Specific Challenges faced by Project Managers and how to apply “Selling” best practices

• 2.5 minutes - Conclusion

• 15 minutes - Questions

The Path that has lead me here

My Path

Did you know…?

Imagine if…

You Don’t Have

to Imagine…

Five Foundational Principles

Principle #1

Principle #2

Principle #3

Principle #4

Principle #5

Five Foundational Persuasion Skills

Foundational Skill #1 – Listening

Foundational Skill #2 – Communicating

Foundational Skill #3 – Self Knowledge

Foundational Skill #4 – Helping

Foundational Skills #5 – Telling Stories

Five Common Challenges and How to Overcome them

Challenge #1 – Mobile Workforce

Challenge#1 - Solutions

Challenge#2 – Lack of Clarity on Scope

Challenge#2 - Solutions

Challenge#3 – Shifting Organizational Priorities

Challenge#3 - Solutions

Challenge#4 – Project Changes not well Managed

Challenge#4 - Solutions

Challenge#5 – TBD

• What is a common challenge that you face?

Challenge#5 - Solutions

Let’s talk about ways to use our leaning to overcome that challenge:

– Possible Solution #1 –

• Specific example

– Possible Solution #2 -

• Specific example

Let’s Review

• 5 Foundational Principles – Reciprocation; Authority; Commitment Consistency; Scarcity; Social Proof

• 5 Foundational Skills - Listening; Communicating; Self Knowledge; Helping; Telling Stories

• 5 Specific Challenges faced by Project Managers and how to apply Persuasion best practices

Take Away Challenge

• Pick one of the 5 Foundational Principles or 5 Foundational Skills and apply them to your Project Management practices.

• Which one will you try?

References

• Influence; the Psychology of Persuasion by Robert B. Cialdini, Ph.D. • The Power of Body Language by Joe Navarro • Strengths Based Selling by Tony Rutigliano and Brian Brim • Yes! – 50 Scientifically Proven Ways to be Persuasive by Noah J. Goldstein,

Steve J. Martin and Robert B. Cialdini • Persuasion; A New Approach to Changing Minds by Arlene Dickinson • How to Win Friends and Influence People by Dale Carnegie • Crucial Conversations: Tools for Talking When Stakes Are High by Kerry

Patterson, Joseph Grenny, Ron McMillan, Al Switzler • Kiss, Bow, Or Shake Hands: The Bestselling Guide to Doing Business in

More Than 60 Countries by Terri Morrison and Wayne A. Conaway • The Pyramid Principle: Logic in Writing and Thinking by Barbara Minto • To Sell is Human by Daniel Pink

Contributors

• Pierre-Andre Fruytier; EY Senior Manager; Lean Six Sigma Master Black Belt

• David Whelbourn; Government of New Brunswick; Director of PMO (NBISA; DGS; SNB)

• Karen MacDonald; EY Manager; Senior Change Management Professional

• Rob Doley; EY Senior Consultant; Project Management Professional

Thank You

• How may I help you?

Supporting slides

How to Sell Yourself and Your Ideas

Delegate Take-Away - Top 5 Tips • Tip #1 – When presenting choices to your stakeholders, if there is more than one option then make sure

there are at least three choices and lead with the most expensive option. Your ideal choice should be the one in the middle. (supporting law - commitment consistency). People tend to act when they feel they are making the “responsible” decision, are consistent with their values and are aligned with their commitment to their employer.

• Tip #2 - When presenting your qualifications, skills and / or experience always refer to other projects where you have done similar work, especially if it is for businesses or for people similar to the ones you are trying to work for (supporting law – social proof). Social proof is one of the most powerful motivators yet it is the one people most deny being affected by.

• Tip #3 - Look for people you can do favours for and always ask “how may I help you?” Be proactive in these favours by anticipating what the person will need before they even know they need it or ask for it. Furthermore, find out what they like and become a provider or source of that (supporting law – reciprocation and liking) People feel obliged to return favours and prefer to do things for people they like.

• Tip #4 - People look to experts to show them the way. Display your certifications where people can see them; write blogs; speak publicly about topics that are important to the people you are trying to influence or persuade (supporting law – authority).

• Tip #5 – Use important key persuading words such as “because” and “now.” Humans are wired to seek out options where cause and effect is understood (i.e., “because” provides that). And in a world of conflicting choices and demands on our time, humans like to know when things need to be done (i.e., “now” provides that). (supporting law – commitment consistency)

By Chris Weir – EY, Business Development Executive Mobile: 506.636.0965; Email: chris.weir@ca.ey.com

Scientifically Proven Persuasion Techniques

– Reciprocation – we feel obligated to return favours done for us

– Authority – we look to experts to show us the way

– Commitment consistency – we want to act consistently with our commitments and values

– Scarcity – the less available a resource the more we want it

– Liking – the more we like people the more we want to say yes to them

– Social Proof – we look to what others are doing to guide our own behaviour

Social Proof – Current Online Course