Influence and Persuasion Skills

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.

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.

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?

Qualified trainers

Training is held in our modern, comfortable, air-conditioned suites

"What do I get on the day?"

Lunch

Lunch is provided at a local restaurant or pub. Browse the sample menus:

• Bloomsbury
• Limehouse
• Southwark

Breaks and timing

Courses start at 9:30am.

Please aim to be with us for 9:15am.

Joining information (how to get to our venues)

Refreshments

Available throughout the day:

• Hot beverages
• Clean, filtered water
• Biscuits

Learning tools

In-course handbook

Contains unit objectives, exercises and space to write notes

24 months access to trainers

Your questions answered by qualified trainers online.