Influencing Skills

Overview

In order to deliver what is expected of you, technical competence in your respective area of responsibility is key. However, you should never lose sight of the need to develop, where appropriate, your interpersonal competence in areas such as communication, listening, feedback and coaching as they all contribute significantly to what you achieve and the way in which you achieve it - underpinning your technical competence. Personal Impact & Influencing is a key interpersonal skill for both front line and support staff, which can be used to improve your communications with customers, both internal and external.

Objectives

This course will provide you with practical guidance on how to influence and persuade others through the use of appropriate behaviours. It will lay the foundations for improving levels of self-confidence in the workplace and for developing influencing strategies to resolve future work-based problems.

By the end of this course, you will be able to:

• state the benefits of being able to successfully influence people and events
• identify the differences between submissive, aggressive and assertive behaviour
• demonstrate the effective use of communication, listening and questioning skills in support of influencing
• begin to use assertive behaviour and supporting techniques to help you to deal with criticism, confrontation and anger in the workplace
• develop influencing strategies to resolve future work-based problems

To support the achievement of the above, you will have the opportunity to practise and develop your practical skills using a number of small group, paired and individual exercises. You will also be encouraged to develop a personal action plan to support your continued learning back in the workplace.

Duration

1 full day

Key Areas Covered

• Why do people resist change?
• Difficult people to influence and their impact on you and the business.
• Relationship between Influencing & Selling:
  • good and bad sales people - which one are you?
  • the decision to buy is based on...
  • the five C's of effective selling/influencing
• An assertive approach to dealing with conflict - what is 'Assertive' behaviour and how does it differ from submissive and aggressive behaviour?
• Ensuring that people remember you and your message for the right reasons - the impact of effective communications on your ability to influence.
  • what is said; the words used
  • the way it is said; the tone of voice
  • how the person looks; the body language
  • questioning and listening skills
• Building rapport - a four step approach.
• Techniques that can be used to support assertive behaviour.
  • being honest about what is relevant
  • sticking to the bottom line - the 'Instant Replay' technique
  • negotiation as equals - an introduction to negotiation
• Action planning.

Workshop Prequisites

Prior to attending this training course, you should have a clear idea as to why it would be of benefit to you and also be committed to using the knowledge and skills provided on your return to workplace.

How much for this training course?

See what our clients think of us!