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How to Persuade the Decision Maker


Mary Lee Gannon

 Mary Lee Gannon, CAE

The Life/Career/Business

Reinvention Strategist

From Welfare to CEO of organizations with up to

$26 million in assets

  

Mary Lee Gannon is a Reinvention Strategist and president of
StartingOverNow.com - a coaching and consulting firm that helps people and organizations reinvent to enjoy the freedom that comes from success. 
She is a graduate of Duquesne University's Professional Coaching Program, an alumnus of the Harvard Medical School and McLean Hospital Coaching in Medicine & Leadership Conference and a Certified Association Executive. 

 

Mary Lee's personal turnaround came as a stay-at-home mother with four children under seven-years-old who endured a divorce that took she and the children from the country club life to public assistance from where she earned success to support her family.   

 

Are you:

  

* An entrepreneur in a flat business

* Chilled from divorce

* Idle in your career

* Burdened by a job loss

* Void of life purpose

* Missing loving relationships

* Afraid that "empty nest" means "empty future"

* In eed of executive presence

* Unable to "just move on"


Clients, across the US, are working hard but not smart because there is a lack of clarity, vision, goals, optimized work environment, accountability or good work/life balance in place to produce exceptional results. So fear, bureaucracy, personal agendas and cynicism have grabbed hold when what they want is rekindled passion to create the best product or service in their industry, be the provider of choice and be fulfilled by a lifestyle friendly business.

  

Services: Reinvention Coaching for Life-Career-Business / Strategic Planning / Board Developmentl / Healthcare / Management Consulting / Public Relations / Meeting Facilitation / Leadership / Productivity. 

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Mary Lee Ganon is Recognized 

Michelle Wright of WTAE-TV, Mary Lee Gannon and Beth Caldwell of PPW - Women of Integrity Award 

Mary Lee Gannon is awarded the 2012
"Woman of Integrity" award by Pittsburgh
Professional Women on December 1st at Le Mont.  Awardees are women of distinction who have balanced career and civic responsibility, who share their success by mentoring others and
supporting their communities.  Pictured
here with Michelle Wright of WTAE-TV
and Beth Caldwell of PPW.

The Book 

Cover to Starting Over Book
Starting Over

Mary Lee's personal turnaround came as a stay-at-home mother, with four children under seven-years-old, who endured a divorce that took she and the children from the country club life to public assistance. From there, within a short time, she worked to the level of CEO, directing three hospital foundations over the last 16 years each with assets of up to $26 million.  

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When you can persuade others to take action you undoubtedly will find success. Persuasion is different than motivation. When you motivate someone - generally they are indifferent before you start. When you need to persuade, the subject you are trying to persuade is generally already skeptical or on the defensive.

 

People are motivated by things that give them what they crave: money, pleasure, power, status and fulfillment. The most important element of every persuasion conversation is the perspective of the subject you are trying to persuade. Failing to speak from their perspective and thinking you can argue them into your perspective is senseless.

 

How to Ace the Persuading Conversation: 

  1. Transfer your mindset to their head, think like they do.
  2. Tie the message to the subject's key business drivers.
  3. Tell them upfront that you are going to share information that will help them with a key challenge. Tell them at the end of that conversation you'd like to agree at that time on whether or not this brings value. If it does not, you will respect that. If it does, let's figure out a way to make it work. (This up front agreement eliminates the drawn out "Let me think it over" time.)
  4. Smile and have open body language. Practice this in a mirror.
  5. Be clear and concise - don't give too much information.
  6. Exude executive presence - be someone they can depend on.
  7. Use the "Rule of Threes" - patterns of three key points are easier to remember. Less is more.
  8. Listen to yourself speak with authority by practicing your proposal out loud - notice pitch, tone, pace, volume, inflection, articulation.
  9. Establish credibility with testimonials, newspaper articles, examples of success, education, certifications, etc.
  10. Script answers to anticipated questions.
  11. Share a personal anecdote that demonstrates how your product or service met their goals for others.
  12. Ask if this has value, agree on which option works for them and set the plan in motion with a signed contract, first appointment, or next step. Don't leave or end the conversation without the agreement or a "No."

 

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    Mary Lee Gannon is a life/career/business reinvention strategist and president of StartingOverNow.com. She championed a life change that took her from welfare to CEO of organizations with up to $26 million in assets across the last 17 years. She is a graduate of the Duquesne University Professional Coaching Program, a Certified Association Executive and an alumnus of the Harvard Medical School and McLean Hospital Coaching in Medicine & Leadership Conference. Her personal turnaround came as a stay-at-home mother with four children under seven-years-old who endured a divorce that took she and the children from the country club life to public assistance from where she worked up to the level of CEO to support her family. Read testimonials from her clients.  Her book "Starting Over - 25 Rules for When You've Bottomed Out" is available in bookstores, from online booksellers or on her web site at www.StartingOverNow.com 

      

             

      

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