Influencing and Persuading Skills

Subject Matter Expert: Gerry Prizeman
Programme duration: 1 x full day 

Programme overview: 

In any professional environment, we frequently need to get the willing support and collaboration of 
others in order to get things done. Whether upwards or sideways within your own organisation, or with external clients or suppliers, there will be times when you want people to see things from your point of view. This skill has become more difficult for many now that we are communicating more and more online rather than face-to-face. Participants will learn about personality types, persuasive behavioural and communication techniques,  gaining and retaining influence, overcoming objections and securing agreement. Additionally, they will consider the science behind the art of influencing and persuading as well as having an opportunity to self assess and practice their own skills.

Content may include:

• What is influence? 
• Characteristics of an effective influencer 
• "Push" and "Pull" energies 
• Influencing styles; logical, emotional and cooperative 
• Identifying and understanding personality types 
• Key influencing behaviours 
• Different sources of influence 
• The Communication Cycle Feedback and establishing two-way communication 
• Overcoming barriers to communication (online and face-to-face)
• The Science of Influence and The Cohen & Bradford Model of Influence 
• Handling objections 
• Self-assessment and skills practice

Expected learning outcomes:

This course is designed to enable participants to be more confident, influential and persuasive at work 
whilst ensuring they maintain good relationships. Participants will have developed skills and techniques 
to help them communicate more persuasively to reach agreement.