Influencing and Persuading with Impact
This business skills course will provide you with the practical tools and techniques to get others to say ‘yes’ more often, to buy into your ideas and to give you commitment - an essential skill for anyone in business.
This course will provide you with the practical tools and techniques to get others to say ‘yes’ more often, to buy into your ideas and to give you commitment - an essential skill for anyone in business.
Continuing Professional Development
This event can contribute towards your Continuing Professional Development (CPD) hours as part of the IET's CPD monitoring scheme.
24 Sep 2019
9:00am - 5:00pm
Reasons to attend
By attending this course you will learn how to:
- acquire practical techniques and strategies for influencing with impact
- be able to get the information you need to influence others, through questioning and listening
- icrease your awareness of your own behavioural style and how to adapt to others
- boost your confidence in getting buy-in to ideas (and persuading upwards)
- learn how to win people over, maintain trust and make a positive impact when persuading
- be more aware of the impact your persuasion style has and be able to vary it as needed
- know how to influence strong characters or those in positions of authority.
- Typical situations
- The difference between influencing, persuading and manipulation
- How behaving ethically helps foster sustainable working relationships
Rapport and trust
- Cialdini’s ‘6 Weapons of Influence’ – the seventh principle
- The importance of rapport and connecting with others
- Understanding the part non-verbal communication plays in influencing with impact
- How trust plays a vital part in influencing others to buy your ideas
- Maister’s ‘trust equation’
Questioning and listening
- Understanding what makes the other person tick
- How to ensure you’re asking the right questions
- Effective techniques for identifying needs, motivations and circumstances in others
- Listening at a deeper level for emotions, not just facts
Influencing through behavioural styles
- Identifying your behavioural style
- The importance of self-awareness, self-management and identifying your preferred style of persuasion
- Adapting your style to persuade others
- Positive intention
Getting others to do what you want
- Push or pull?
- How to encourage managers to see things from a different perspective
- The ‘broken record’ technique
- Most people fail at influencing due to a lack of confidence and assertion
- What is assertiveness?
- The differences between assertive, aggressive and submissive behaviour
- Identifying different levels of assertion and assertive rights and responsibilities
- How to make assertive requests and challenge thinking and suggestions when they’re not right
- How to say no without appearing difficult.
Presenting your ideas to get buy-in
- Six effective strategies
- Why a fact-based and objective approach, with a structured argument supported by evidence, is central to influencing
- How to take a logical structured approach when negotiating
- The power of the word ‘because’ and why it’s essential to give reasons
- How being specific helps get people to do what you want.
Influence as ‘selling ideas’
- How are you influenced? What makes you say yes? What makes you say no?
- Selling the sizzle – turning features into benefits
- What motivates people?
Leveraging contrast and choice
- Why people like to have a choice – but not too much
- How to make it easier it is for them to choose
- The ‘anchoring’ technique.
- The challenges of persuading when others have positions of authority or power
- Standing your ground – how to be assertive and come across as confident with strong characters.
Actions and next steps
- Personal action planning
- Next steps.