01202 937607

Influencing

Influence and persuade to get results

Who is it for?

This course is for anyone who wishes to improve their ability to get results through gaining buy-in through influencing and persuading others.

Why you should attend

By attending this course you will be able to:

Understand and use structured models which help with understanding what goes on in people's heads (including your own!)
Understand how people are influenced - what is it that makes us do things? What makes a person change their mind, or not?
Get win/win outcomes to difficult situations, and understand why these are preferable to just "getting your own way"
Understand that some mental processes are built into everyone, but many are specific to types of people, and that different people need different approaches
Use various influencing and persuading strategies and find out how to select the best strategy for the person and the situation

What you will learn

Overview of influencing with integrity

Push vs. pull as overall approaches
The influencing process - six steps (objectives, relationship, problem,
their views, proposal, commitment)
Why rapport is vital and how to build it
Body Language, speaking styles and "reading between the lines"

Understanding personality types

Which influencing tactics to use with each personality type
The four step process for saying difficult things
- what to say in any difficult situation
Techniques for handling objections
- peeling the onion and feel-felt-found

The Cialdini Techniques

The power of scarcity
Perceptual contrast
Offering more than one choice
Social proof
Gaining commitment as a first step

Negotiating a solution

Exploring options valuable to you and them
Finding the win/win solution to problems,
Getting them to open first
Think about their position rather than yours
The salami and the nibble

Do I need to bring anything with me?

Please come with at least one work or home situation in mind, to discuss as an example with the group. Refreshments and a buffet lunch will be provided.

Want to upgrade to a management qualification?

Complete just one assignment to receive a CMI Award in Management for only £152 more!

Or, go further and include this as part of a Certificate or Diploma programme

Certificate registration - £288
Diploma registration - £695

Contact us on 01202 937600 for more details

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