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Influencing and Persuading with Impact

Maximum Performance
Course summary
Professional Training
1 day
495 GBP excl. VAT
Online courses
Course Dates
Online courses
495 GBP
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Maximum Performance

Course description

Influencing and Persuading with Impact

Use the psychology of influence to help get your way

We all need to influence and persuade others, but most of us have a limited range of strategies, so we’re not effective in certain situations or with certain people.

But this is a skill that can be learnt – an essential skill for anyone in business. This interactive and engaging workshop will give you practical tools and techniques you can use immediately to get others to say ‘yes’ more often, to buy in to your ideas and to give you commitment.

Outcome / Qualification etc.

  • Understand the difference between influencing, persuading and manipulation – and why ethical behaviour is crucial
  • Learn how to win people over by building rapport
  • Learn how to build and maintain trust
  • Be more aware of the impact your persuasion style has and be able to vary it as needed
  • Develop a toolkit of approaches when influencing others

Training Course Content

Everyday influencing

  • Typical situations
  • The difference between influencing, persuading and manipulation
  • How behaving ethically helps foster sustainable working relationships

Rapport and trust

  • Cialdini’s ‘6 Weapons of Influence’ – the seventh principle
  • The importance of rapport and connecting with others
  • Understanding the part non-verbal communication plays in influencing with impact
  • How trust plays a vital part in influencing others to buy your ideas
  • Maister’s ‘trust equation’

Questioning and listening

  • Understanding what makes the other person tick
  • How to ensure you’re asking the right questions
  • Effective techniques for identifying needs, motivations and circumstances in others
  • Listening at a deeper level for emotions, not just facts

Influencing through behavioural styles

  • Identifying your behavioural style
  • The importance of self-awareness, self-management and identifying your preferred style of persuasion
  • Adapting your style to persuade others
  • Positive intention

Getting others to do what you want

  • Push or pull?
  • How to encourage managers to see things from a different perspective
  • The ‘broken record’ technique

Assertiveness

  • Most people fail at influencing due to a lack of confidence and assertion
  • What is assertiveness?
  • The differences between assertive, aggressive and submissive behaviour
  • Identifying different levels of assertion and assertive rights and responsibilities
  • How to make assertive requests and challenge thinking and suggestions when they’re not right
  • How to say no without appearing difficult

Presenting your ideas to get buy-in

  • Six effective strategies
  • Why a fact-based and objective approach, with a structured argument supported by evidence, is central to influencing
  • How to take a logical structured approach when negotiating
  • The power of the word ‘because’ and why it’s essential to give reasons
  • How being specific helps get people to do what you want

Influence as ‘selling ideas’

  • How are you influenced? What makes you say yes? What makes you say no?
  • Selling the sizzle – turning features into benefits
  • What motivates people?

Leveraging contrast and choice

  • Why people like to have choice – but not too much
  • How to make it easier it is for them to choose
  • The ‘anchoring’ technique

Persuading upwards

  • The challenges of persuading when others have positions of authority or power
  • Standing your ground – how to be assertive and come across as confident with strong characters

Actions and next steps

  • Review
  • Personal action planning
  • Next steps

Course delivery details

Format

Designed as a highly interactive 45-minute webinar for groups of 6 to 8, or 60 minutes for groups of up to 12, or 90 minutes for groups of up to 20.

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About provider

Maximum Performance

At Maximum Performance, we are passionate about improving the performance of individuals, teams and organisations. Our extensive portfolio of courses are offered via a range of flexible delivery options - including public courses, in-house training, webinars and virtual classrooms. We...


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Maximum Performance

23 The Foresters Burgundy House
AL5 2FB Harpenden Hertfordshire

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