Influencing Skills Training Course

Where do we influence?

Every day

At work

At home

With friends

With customers

We are being influenced by people, places, events and situations at all times.

What is Persuasion?

Influence

The capacity to have an effect on the character, development, or behaviour of someone or something.

Persuasion

The process of convincing someone to do or believe something through reasoning or argument.

Manipulation

Controlling someone or something to your own advantage, often unfairly or dishonestly.

Seeing the Situation Clearly

Who are you dealing with?

• What do you want or need from them?

• Why do you need it?

• What is important to you?

• What do they want or need?

• Why should they do what you want?

• What is in it for them?

• What is most important to them?

The Golden Rule: Show Empathy

• Walk a mile in their shoes

• Put yourself in their position

• Try and see the world from their perspective

• Find what is REALLY important to them

Choosing the Right Style

Analytical Style

• Appealing to the facts and data

• Can take longer to decide

• Systematically approaches

Driver Style

• Results focused

• Direct and decisive

• Likes efficiency

Team Player Style

• Values relationships

• Cooperative and supportive

• Consensus driven

Innovator Style

• Big picture thinking

• Creative and enthusiastic

• Enjoys new ideas

Moving Towards Agreement

The Push Strategy

• Using logic, facts and authority

• Telling and directing

• Fast and decisive

The Pull Strategy

• Asking questions

• Encouraging involvement

• Building commitment