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Influence and Persuasion SkillsInfluence and Persuasion Skills

Face to face / Virtual public schedule & onsite training. Restaurant lunch included at STL venues.

From £421 List price £650

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.

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 Skillscourse, 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: 

 

  1. 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. 
     

  1. 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. 
     

  1. 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. 
     

  1. 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. 
     

  1. 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. 
     

  1. 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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