Influencing and Persuasion Skills
This course is designed to build on your existing skills of rapport and persuasion and take your ability to inspire and influence others to a new level. It contains many highly practical and proven techniques and methods for presenting your ideas persuasively and inspiring others to accept your proposals, ideas and propositions.
Who will benefit
It is aimed at account managers, professionals, technical specialists and executives who want to delve deeper into the art of influencing and the ways to maximise your persuasive efforts.
By the end of this course you will be able to:
- How to get others, including clients, to accept your ideas, changes, suggestions, proposals and requests easily and quickly.
- Understand your own predominant influencing style and know when to adapt it.
- Practice their skills of advocacy and inquiry – putting across ideas and ‘suggestions’ in a conversational way.
- How to discuss and turnaround objections and concerns and generate new ideas from stalled proposals.
- Appreciate the principles underpinning successful influencing and inspiring persuasion strategies based on psychology and motivational science.
- Understand the importance of power in influencing and the psychology of influence.
- Use an influencing structure flexibly to guide meetings with stakeholders and external clients.
- Understand how to use influencing and persuading strategies at all levels.
- Appreciate the value of personal power and positional power.
- How to get your point across in 30 seconds or less – a proven principle of persuasion and influence.
- Understand the mind-sets that you consciously and unconsciously carry that both help and hinder your ability to influence and persuade others.
To gain the maximum benefit from the course, you will be sent a pre-course questionnaire to complete which asks you to consider current expectations. This will help you set the context of the course and the information you provide will be used on the day as part of the course activities.
Participants will also be asked to bring an example of a current or typical situation they are working on.
Course outline: Advanced Inspiration, Influencing and Persuasion Skills
Case studies, learning exercises and work on relevant examples are run throughout the course.
One-day course 09.00 to 17.00
Introduction, objectives and key principles
- Review of personal objectives and examples
- Key principles of how to impress, influence and persuade others
- Define the difference between impressing, influencing and persuading
Creating an Influencing and Persuading Strategy
- Following a practical structure to achieve effective influencing and persuading skills
- Understanding how to use personal power or positional power to your advantage
- How to create an influencing and persuading strategy that works over time
Influencing and inspiring others
- Push and Pull in your influencing attempts and its impact on your capacity to persuade
- Self-assessment of influence and persuasion in your work-based and client relationships
- Identify your own influencing style and learn to flex it and to become more influential as a result
- Creating a positive impression, communication dynamics and unconscious bias
Persuading Through Advocacy and Inquiry
- Expressing your ideas to gain credibility and contributing effectively at meetings
- Saying “no”, positively and managing expectations to build an agreement staircase
- Persuasive communication techniques to gain others’ agreement using a proven structure
- Using your body language to strengthen your position
- Advanced questioning techniques and enhanced active listening skills
- How to create a compelling 30-second pitch using benefits, consequences, proof, facts and inspiring thoughts or ideas.
Achieving the Required Commitment
- Being aware of your own predominant influencing style and its limitations
- Recognising other people’s style and behaviour and how to respond
- Understanding how and when you may need to adapt your own style and approach
- Dealing with the decision ‘nucleus’ and the importance of relationship mapping
- The challenges of attempting to influence and persuade people more senior to you
Unconscious Influencing, Decision Making and Persuading Principles
- Understanding and applying the six core principles of in-direct influence
- Introduction to using language patterns to present ideas in psychologically appealing way
- How to present information that is based on how people make decisions and internalise information
Practical sessions on:
- Action planning – the essential next steps
- Continuous Professional Development – what next?
- Your personal work-based mindset challenge