Learn persuasive techniques in highly entertaining keynotes
Learn persuasive techniques in highly entertaining keynotes
UK
Persuasion and influence expert inspiring businesses and organisations to improve their relationships to customers
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About Philip
Keynote
Articles
In his talks, speaker Philip Hesketh combines thought-provoking, well-researched, persuasive techniques with his own highly entertaining, unique brand of humour.
The result? Audiences are enthralled as well as informed from first minute to last. Smiling throughout and often laughing out loud. But more importantly, they leave the event inspired and better informed on how buying, selling, persuading and influencing actually work. His talks are always tailored to a client’s particular organisation or industry.
His audiences include accountants, lawyers, direct sales people, bankers, engineers and CEOs to name just a few. One delegate said recently, “It didn’t seem to go more than ten minutes without feeling the need to either laugh out loud or write something down.”
Philip is a Psychology graduate from Newcastle University and a sales graduate from Procter & Gamble.
Having spent his entire working life studying and practicing persuasion and influence, Philip is now speaker on ‘The Psychology of Persuasion’. Although the format, subject and content may change, the outcome is always the same. An inspired and better informed team of people who understand how influence, persuasion, and negotiation work. Not only from their point of view, but more importantly from that of their colleagues and clients.
Speaker Philip Hesketh’s clients range from well-known multinational companies to more modest, locally-based concerns. The one thing they all have in common is that they understand that knowing how to persuade and influence a client or colleague is a key part of their role in today’s working environment.
Through understanding our ‘Psychological Drivers’ we learn to persuade and influence people through asking what Philip calls the ‘Killer Questions’. This is an inspiring keynote with ‘Can-use-tomorrow’ tips to improve business development.
Learn:
– how to influence people
– How to improve your relationships and put a smile on clients’ faces
The only thing that is constant is change. A challenging but highly amusing look at what happened to The Roman Empire, Marks & Spencer, Gerald Ratner, Enron and The Beatles ~ and what companies and individuals need to do to ensure they move from Good-to-Great.
The five secrets to excellent customer service, the four ingredients to ‘Intellectual Trust’, the three components in every conversation, the two secrets to happiness, the single most important thing to do if you want to build trust and credibility and the purpose of life. All in 42 minutes.
One of speaker Philip Hesketh’s popular talks on how and why people pay a premium, and how to make them feel good about paying a high price. Amusing and full of wry observations on business class travel, luxury goods and premium brands with a whole new way of looking at the concept of ‘WIN-WIN’.
Learn:
– A more purposeful and practical view on business relationships, discounting and why people buy.
How do you maximise income from current clients and have them delighted at what they have bought? Through understanding the psychology behind ‘Do you want fries with that?’, the psychology of how we choose and the role of the word ‘enough’, keynote speaker Philip Hesketh offers well-researched techniques that increase average order value and have your clients and customers choosing to buy more than planned.
Everyone knows that the odds of winning the lottery are 14 million to one. Yet we still think it’s worth a punt. Statistically, there’s more chance of being eaten by a shark.
So why do we buy lottery tickets so avidly when, for the organisers, it’s little more than a licence to print money? The answer is because it cleverly exploits a simple weakness in the way the human mind works. Called the ‘availability bias’, it’s the tendency that we have to judge probabilities on the basis of how easily examples come to mind. So it doesn’t matter that the odds of winning the lottery are very long – every week we hear about yet another lucky jackpot winner. Hence, we assume that we’re much more likely to win than we really are.
When I speak at conferences and ask delegates to guess the percentage of UK households consisting of a husband, wife and two children – a boy and a girl – they always overestimate wildly. This is because they are so used to seeing the ‘typical’ nuclear family in TV dramas and in advertising they think it’s more common than it really is. The actual figure is less than 4%.
So how can you exploit the ‘availability bias’ to influence the behaviour of others? Well, you can start by reminding them how common it is to benefit from what you want them to do. For example: ‘Join the thousands whose eyesight has already been restored with laser eye surgery’ might be your slogan if you’re a laser eye surgeon. If you’re a tree surgeon this doesn’t work at all.
Of course, there’s always the exception to the rule. Luxury brands like LVMH, Cartier and Ferrari manage high demand by reducing the number they produce. Most companies would boast of increased productivity to keep pace with demand. But Ferrari’s priority is to protect exclusivity and thereby increase the value of its brand.
The good news is that there’s still more chance of you owning one than winning the lottery.
What got you interested in the psychology of persuasion?
I read Dale Carnegie’s ‘How to win friends..’ when I was 15 years old and was hooked. I did a degree in psychology (and was going to become a psychologist but decided to go into business after 12 months on a psychiatric ward) and ever since have been interested in how and why people behave and buy. Working in advertising was perfect for me and now I speak on the psychology of persuasion and influence
What are 3 habits you think are essential for success?
Do you have a favourite experience from your speaking career?
I spoke to over 1,000 people at the Harrogate International Conference centre (my home town) and got a standing ovation after 90 minutes on stage. That is a real high for a speaker but anytime people tell me that what I have taught them has worked and they’ve closed a deal or made more money (or even got their daughter to play the piano) is very satisfying.
How much does humour factor into your keynotes and other speaking engagements?
Not only is it critical I can’t speak without getting people to laugh. I somehow seem to have funny bones.
How do audiences gain from your keynote presentations?
People tell me I inspire them – which is nice. People tell me they enjoyed a Keynote because of how I made them laugh, made them feel and made them think differently. But the big gain is when people improve their relationships with clients, hold a higher fee and convert a doubting prospect.
What would you like to achieve in the next 5 years?
To be regarded as the best speaker on the planet.
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