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Training Course Summary:

This programme gives participants the opportunity to explore and identify what influence is and how they can become more influential with others. It explodes the myth that people are “born influencers” and shows how, through a change in mindset and application of specific skills, they can develop the “natural authority” to influence others.

Who Should Attend:

All managers and employees who need to influence those around them, especially when handling change or new initiatives and projects.

Training Course Overview/Content:

Introduction & Objectives

What is influence?
• Defining terms – influence, persuasion, manipulation
• How our intention dictates whether we are influencing or manipulating
• From “push” to “pull” – bringing people with us

Preparing to influence
• Developing true confidence
• Mental and physical preparation
• The skills and qualities of an effective influencer
• Clarity of what we want and setting appropriate goals

Understanding others
• The importance of values as “drivers”
• Ways of identifying others’ values
• Adapting our approach to others’ styles and values
The interpersonal skills
• Multi-level questioning to identify the other party’s values and needs
• Active listening skills
• Reframing and summarising as a means of building influence

Dealing with resistance and “difficult” people
• Putting “difficult” behaviour into perspective
• Gaining understanding through active listening skills
• Commitment through the “pull” approach

Influencing groups
• Approaching the group with an air of natural authority
• A five step approach for “selling” new ideas and projects

Building influential relationships
• “In it for the long haul” – seeing influencing skills as a relationship building tool

Review of Programme