Influencing with Impact - Influencing and persuading skills

Influencing with Impact - Influencing and persuading skills

Max number of participants: 8
Duration: 1 day
Available as: In-company and public course
 
Benefits

• Acquire practical techniques and strategies for influencing with impact
• Build rapport effortlessly and use pacing and leading to influence others
• Increase your confidence in getting buy-in to ideas
• Win people over, build and maintain trust and make a positive impact when persuading
• Be more aware of the impact your persuasion style has on others and be able to vary it as needed
• Assert yourself when faced with strong characters or those in positions of authority
 
Course Outline
 
What is influencing? What is persuading? What is manipulation?
• About key elements of influencing and persuading
• How behaving ethically helps foster sustainable  business relationships
 
Rapport and why it’s vital for success in influencing
• The importance of rapport and connecting with others and how to achieve it
• Understanding the part non-verbal communication plays in influencing with impact
 
Using Social Styles to persuade more effectively
• How to identify your preferred style of behaviour and adapt your approach to achieve results
• Why self-awareness and self-management are vital in influencing and persuading
Leveraging likeability
• Why likeability is the most powerful weapon of influence
• How to make yourself even more likeable
 
The power that comes from selling ideas
• Selling the sizzle – turning features into benefits
• What motivates people? The fear of loss or the promise of gain
• How to harness motivation traits and persuade others more effectively
 
Using trust to increase your influence
• Why trust plays a vital part in influencing others to buy your ideas
• Evaluate relationships with the Trust Equation and recognise how you may reduce/increase your influence
 
Powerful psychological persuasion strategies
• The language of influence and how your manner and attitude affect your success
• Acquire a host of techniques and strategies such as:
    – Cialdini’s weapons of influence (authority,
    scarcity, reciprocity, commitment and consistency,   
    and social proof)
    – The Law of Contrasts
    – The Alternative Close
    – The Law of Inconsequential Action
    – Appealing to self interest
    – Appealing to identity and personal values
 
Persuading upwards
• Persuade people in positions of authority or power
• How to push back without pushing your luck
 
How to handle challenging situations
• Why people sometimes resist or ‘stonewall’ ideas
• Strategies and tactics for dealing with emotions and/or ‘difficult’ behaviour