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.

What’s in it for you?

  • Acquire practical techniques and strategies for influencing with impact
  • Be able to get the information you need to influence others, through questioning and listening
  • Increase your awareness of your own behavioural style and how to adapt to others
  • Boost your confidence in getting buy-in to ideas (and persuading upwards)
  • Learn how to win people over, maintain trust and make a positive impact when persuading
  • Be more aware of the impact your persuasion style has and be able to vary it as needed

Workshop outline

(Full-day version, 9.30 – 5.00)

1 Everyday influencing

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

2 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’

3 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

4 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

5 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

6 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

7 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

8 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?

9 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

10 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

11 Actions and next steps

  • Review
  • Personal action planning
  • Next steps

‘Influencing and persuading with impact’ is one of our most popular ‘modules’ and Scott Rumsey is one of our most popular trainers. See some of the feedback he’s had recently from delivering this module virtually:

  • ‘Some good tips.’
  • ‘The interaction with other attendees is interesting and useful. As someone who is quiet, I feel empowered to add comment/s in the chat, which I might not make in a different setting. Thank you for running these sessions – very useful.’
  • Really good session to prompt thinking and consider different techniques. Very helpful.  Enjoyed the session and it prompts thoughts and actions. Well done Scott!’
  • ‘Helpful trainer and good topic.’
  • Learnt a lot. Good techniques to take away.’
  • ‘A really good high level exploration of influencing and persuading. It got me thinking and has encouraged me to look further into the topic.’
  • ‘Excellent overview.’
  • ‘Food for thought.’
  • ‘Excellent and attentive instructor.’
  • Brilliant session as always!
  • ‘Very enjoyable and went so quickly.’
  • ‘Great session, learned loads.’
  • Really useful – have heard some of it before but it’s great to be refreshed.’
  • Great session and a very helpful reminder. Loved the link to Daniel Pink’s podcast.’
  • ‘Enjoyed it and picked up some useful information – thank you.’
  • ‘Good introduction to the topic and useful links to further reading. Good to know that some of this I am already doing.’
  • ‘Great workshop, trainer is very engaging.’
  • ‘Excellent, interactive session.’
  • ‘Useful to learn about different personality types and how to convince them to buy in.’
  • ‘It’s a really good workshop to make you think about your own personality traits and also how to deal with the personality traits of others.’
  • ‘Helps you understand what you are strong at and what you can do to help get better results.’
  • ‘Great workshop to remind yourself of ways to try to achieve the outcomes that you are after.’
  • ‘Very good makes you evaluate the way you are with clients and Insurers and ways to improve communication persuasion.’
  • ‘A very insightful course that makes you rethink the approach to persuasion.’
  • ‘It’s very useful to gain an understanding of different personality and behaviour types.’
  • ‘Excellent course relevant to daily life and work.’
  • Appreciating different behavioural styles!’
  • ‘Great learning time and fully applicable to daily situations.’
  • ‘The course puts behaviour into context and helps you understand the importance of listening to and understanding the points of view of others as a method of putting your own objectives across in a way that can be agreed to.’
  • ‘Good explanations of the terms and strategies to help with influencing.’
  • ‘Phenomenal, learnt loads and found it very useful to use in real life.’
  • ‘That it was really efficient, good knowledge and super helpful.’
  • ‘Thought provoking session, helps with knowing yourself better.’
  • ‘Well paced course and knowledgeable and engaging trainer.’
  • ‘Useful course to better understanding of influencing and persuading styles.’
  • ‘Really good, helps you become more self aware.’
  • ‘Try it out.’
  • ‘Helped with the concepts of influencing and being assertive which I wanted to understand more of in day to day line of work.’

To discuss which management and personal effectiveness modules would best suit you, just give us a call on 01582 463460 and we’ll be happy to talk you through the options.