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Influence and Persuasion Skills
Influence and Persuasion SkillsFace to face / Virtual public schedule & onsite training. Restaurant lunch included at STL venues.
From £495 List price £650
- 1 day Instructor-led workshop
- Courses never cancelled
- Restaurant lunch
This one-day, fully interactive, ‘Influence and Persuasion Skills' training course has been designed to help participants learn how to influence and persuade in a variety of areas.
Syllabus
Who is this course for?
This course is designed for people who are involved in creating, managing and developing relationships with all stakeholders. Those looking to fully understand Customer’s requirements and wanting to build, manage and optimise Key Account relationships for commercial success.
You may also wish to consider our change management training course London.
Objectives
By the end of the course you will be able to:
- Understand the difference between influence, persuasion and manipulation
- Understand the different behavioural styles of people and the importance of who you are dealing with when it comes to influencing them
- Apply different influencing styles and tactics to your own personal influencing challenges
- Recognise the influencing strengths and powers you have at your fingertips
- Understand the interpersonal and communication skills needed to get other people to agree to give you their support, or comply with your way of working towards the end goal.
Course Syllabus
Understand the difference between Influence, Persuasion (and manipulation)
Benefits to you and/or the organisation
Activity to recognise the differentiators
Understand the Circle of Influence and to re-direct our energies
Looking at opportunities from a different perspective
Setting strategic business objectives
Prioritising Key Accounts and planning for future relationship growth
Understand customer's ROI (return on investment) expectations
Appreciate the importance of setting personal and business objectives
Behavioural Styles
Behavioural style analysis of self and others (questionnaire)
Understand who you are dealing with when it comes to influencing
Building relationships through effective (same style) communication techniques and building rapport with different people
Influencing Styles and Powers
Understanding the pros and cons of each style and when best to use them:
Charisma
Coercion
Emotional Appeal
Reason
Compromise
Participative
Influencing Tactics
Robert Cialdini and the different types of tactics we can use in Influencing
Personal outlook, mindset and behaviour
Trust and Agreement with the Stakeholder
Personal Action Plans
What will you be taking away from today?
Prices & Dates
What you get
"What do I get on the day?"
Arguably, the most experienced and highest motivated trainers.
Face-to-face training
Training is held in our modern, comfortable, air-conditioned suites.
Lunch, breaks and timing
A hot lunch is provided at local restaurants near our venues:
- Bloomsbury
- Limehouse
Courses start at 9:30am.
Please aim to be with us for 9:15am.
Browse the sample menus and view joining information (how to get to our venues).
Refreshments
Available throughout the day:
- Hot beverages
- Clean, filtered water
- Biscuits
Virtual training
Regular breaks throughout the day.
Learning tools
In-course handbook
Contains unit objectives, exercises and space to write notes
24 months access to trainers
Your questions answered on our support forum.
Training formats & Services
Training Formats & Services
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Training manual sample
Below are some extracts from our Influence and Persuasion Skills manual.
Influencing Skills -The six principles of influence
If you want to be an effective team player, leader or manager, you need to be able to influence people. Your role title certainly won’t be enough to expect people to do as you’d like them to. You need to take other measures to get your colleagues to support your ideas. It can be difficult to increase your influence in the workplace because our colleagues are oftenpreoccupied by their own work and the sheer overload of information in today’s world. Yet the increasing pressure on businesses to be efficient, productive and profitable makes it more important that you have the ability toinfluence and get things done.
We are influencing others consciously and unconsciously all the time, when we are influencing we are trying to makes changes in behaviour, opinions, attitudes, goals, needs or even values.There is no right way, nor is there only one way to influence others.It is important we understand a range of techniques and strategies, and adapt our approach to the other person or group appropriately, and this takes a combination of interpersonal, communication, presentation and assertiveness techniques covered on our great “Influencing Skills”course, let’s look at one theory you can employ:
The science of persuasion
Robert Cialdini’s book “Influence: The Psychology of Persuasion” explores factors that affect the decisions that people make, they are the following and here is how you can use them to influence others:
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Reciprocity - You feel obliged to give when you receive. Sohelp others out. Once you’ve helped someone, they’ll be more likely to return the favour when you need it.
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Scarcity - People want more of the things there are less of. If customers believe a product will soon disappear or has a limited offer, then consumers want it more. For example, saying offers are available for a 'limited time only' encourages sales. To use scarcity to your advantage, run a promotion for your product that is limited by time, or numbers.
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Authority - People follow the lead of credible, knowledgeable experts. Reference industry leaders or your largest customers to influence your authority. If who you want to influence see that established, successful individuals or businesses use your product or service, they may be reassured that it'sa good investment.
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Consistency - People like to be consistent with things they previously said or did. this means that if you can convince another to act in a minor way in relation to something, then they’ll think of themselves as that type of person and be more likely to act in that way again in the future. Introductory offers or product give-aways are an example. Ifyou receive a free product, then you may start to identify yourself as someone who uses that product and be more likely to act consistently with that identity in the future.
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Liking -People prefer to say yes to those they like, so be likeable, professional, courteous, trustworthy, willing to go the extra mile and follow up on your promises.
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Social proof - People will look to others to determine their own actions. This is why adverts or social media “likes” frompeople we knowwill frequently influence us.You can use social proof in your sales process by referencing customer case studies.Why not share feedback from your customers?
Conclusion
Developing your influencing skills can help you get the results you or your organisation wants, and when you doyou’ll be more respected, appreciated and acknowledged in the workplace.
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