09:30-17:00
PDF Outline
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?
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Complete just one assignment to receive a CMI Award in Management for only £152 more!
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Or, go further and include this as part of a Certificate or Diploma programme
Certificate registration - £288
Diploma registration - £695
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Contact us on 01202 937600 for more details
