![\"Influence](\"https:\/\/www.stl-training.co.uk\/b\/wp-content\/uploads\/2019\/01\/influencing-300x200.png\")
Wouldn\u2019t it be great if we could\u00a0quickly\u00a0secure the willing cooperation of others, rather than\u00a0face\u00a0resistance?\u00a0Imagine how efficient decision-making, meetings and\u00a0relationship management could become if you mastered the art of influence.<\/p>\n
This is why improving your\u00a0influencing skills<\/a>\u00a0is key\u00a0\u2013 the more effective, the easier it will be to\u00a0get what you want. Do\u00a0people mind\u00a0being influenced<\/a>? No, usually\u00a0because\u00a0if done well\u00a0they don\u2019t know\u00a0it just happened.\u00a0The influencing process can be extremely subtle and discreet ( and there are a number of aids to help with that, including our training negotiation<\/a> courses). On the other hand, people do mind being coerced or manipulated, so be careful!<\/p>\n The PROVEN model<\/b><\/p>\n Let\u2019s consider\u00a0the\u00a0PROVEN<\/b>\u00a0influencing\u00a0model.\u00a0You\u2019ll\u00a0need to prepare\u00a0this in advance for best results.<\/p>\n Proposal:<\/b>\u00a0The first step is to state your\u00a0Proposal<\/b>\u00a0\u2013 what is\u00a0it you want? You may need them to do something for you, perhaps a favour. Or you may be selling a product or service.\u00a0Whatever it is, you suspect they will offer resistance!<\/p>\n Reasons:<\/b>\u00a0Now you\u2019ve given them the\u00a0what<\/b>, they\u00a0need to know\u00a0why<\/b>\u00a0\u2013 give\u00a0the\u00a0Reasons<\/b>. This is where\u00a0telling<\/b>\u00a0becomes\u00a0selling<\/b>.\u00a0Decide on either the carrot or\u00a0stick approach. To dangle the carrot, you\u2019ll need\u00a0WIIFM<\/b>\u00a0(What\u2019s\u00a0In\u00a0It For Me?). This question is a huge motivator for any person. Sell the benefits of your proposal\u00a0from their perspective \u2013 tell them what\u2019s in it for them.<\/p>\n Alternatively, there\u2019s always the stick approach\u00a0\u2013\u00a0remind them of the terrible things that could happen if they don\u2019t do what you want. The\u00a0SIS<\/b>\u00a0model\u00a0is very\u00a0effective here: explain the current\u00a0situation\u00a0<\/b>(I really need you to do this for me), explain\u00a0that if it doesn\u2019t happen there could be serious\u00a0implications<\/b>\u00a0(we could\u00a0be in big trouble), and then offer the\u00a0solution<\/b>\u00a0(if you do this for me,\u00a0we\u2019ll be fine).\u00a0When using SIS, it\u2019s\u00a0unlikely you\u2019ll make people happy \u2013 but they\u2019ll understand why they\u2019re not.<\/p>\n Objections:<\/b>\u00a0Step 3 is to deal with any\u00a0Objections<\/b>.\u00a0While\u00a0you\u2019ve been offering\u00a0reasons why they\u00a0should comply,\u00a0they\u2019ll\u00a0be offering reasons why they shouldn\u2019t.\u00a0Acknowledge their objections (that\u2019s a good point\u00a0\u2013 but have you thought\u00a0about..?).<\/p>\n Verify:<\/b>\u00a0Now it\u2019s time to\u00a0Verify<\/b>\u00a0that overall, your proposal is\u00a0still worthwhile. No proposal is perfect, and you\u2019re aware of the downsides, but\u00a0the\u00a0positives outweigh them, so we should be doing this.<\/p>\n Evidence:<\/b>\u00a0Any\u00a0Evidence<\/b>\u00a0you can provide will also be useful. In his book,\u00a0Influence: The Psychology of Persuasion,<\/b>\u00a0Robert Cialdini<\/b><\/a>\u00a0listed his\u00a0influencing rules, one of which is\u00a0social proof<\/b>. If I can show you that what I\u2019m asking you to do has already been done by many others,\u00a0then it\u2019s a much more persuasive argument.<\/p>\n Next steps:<\/b>\u00a0Finally, assuming your influencing skills\u00a0have worked, they will want to know about the\u00a0Next steps<\/b>\u00a0in the process.\u00a0Ok, but what do you need from me?<\/p>\n Conclusion<\/b><\/p>\n