Course description
Influencing and Persuading with Impact: In-House
Use the psychology of influence to help get your way
We all need to influence and persuade others, but most of us have a limited range of strategies, so we're not effective in certain situations or with certain people.
But this is a skill that can be learnt – an essential skill for anyone in business. This interactive and engaging workshop will give you practical tools and techniques you can use immediately to get others to say &'yes' more often, to buy in to your ideas and to give you commitment.
Upcoming start dates
1 start date available
Outcome / Qualification etc.
What's in it for you?
- Acquire practical techniques and strategies for influencing with impact
- Be able to get the information you need to influence others, through questioning and listening
- Increase 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
Training Course Content
Everyday influencing
- 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
Assertiveness
- 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 choice – but not too much
- How to make it easier it is for them to choose
- The &'anchoring' technique
Persuading upwards
- 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
- Review
- Personal action planning
- Next steps
Request info
Maximum Performance
At Maximum Performance, we are passionate about improving the performance of individuals, teams and organisations. Our extensive portfolio of courses are offered via a range of flexible delivery options - including open courses, in-house training, webinars and virtual classrooms. We...
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