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The Art & Skill of Persuasion

2 Part Course  |  Designed to meet the specific needs of professionals working in both the finance and other industries where persuasion skills are essential

The Art and Skill of Persuasion Training Course

A one-day course presented in two half-day live webinars

  • Persuasion is a critical skill and is essential to manage, inspire, drive and encourage colleagues. This workshop is designed to persuade delegates themselves that they have what it takes and that only practice and experience are needed to reach “black belt” levels.
  • Redcliffe has been established for more than 20 years and has a first-class reputation for delivering soft skills training.
  • The course director is not an academic. He is a hands-on practitioner with huge amounts of vocational experience and is well aware of how important persuasion is as a key skill.
  • A key component of the workshop is the director’s willingness and his ability to impart both r personal experiences and pass on good and bad examples of persuasion. This helps bring the course to life, makes it relevant and helps delegates to “hit the ground running” when they return to their daily work roles.
  • l Having delivered this workshop to many different organisations ranging from global giants to small firms, we are well aware of the nuances and requirements of different types of financial institution. Whatever your background, we can help you.
  • At the core of the workshop are several highly interactive and very enjoyable case studies to enhance the learning points. All delegates report that these are a high point.
  • We are always judged by our results which speak for themselves. The feedback received from previous delegates has always been excellent.

We have created this workshop to meet the specific needs of professionals working in both the finance and other industries where persuasion skills are essential. It is designed to be enjoyable as well as instructional and is full of highly interactive and stimulating exercises to illustrate each new learning point as it emerges.

  • Grow in confidence and feel more empowered during the persuasion process
  • Improve considerably your personal persuasion skills
  • Be able to understand both the theory and practice of persuasion and use the best combination to achieve optimum results
  • Explore what makes a successful persuader and how to practice these skills
  • Establish what qualities are needed and how to develop them
  • Get to grips with preparing to persuade by building trust and rapport
  • Understand the dynamics of Win-Win by appreciating what other people want
  • Be able to set clear objectives when seeking to persuade
  • Be able to apply the appropriate communication style, depending upon the situation
  • Discover how to overcome resistance and deal with difficult counterparties
  • Be able to state their case persuasively
  • Identify frequently encountered objections
  • Finally and importantly, accept that you can't win them all and sometimes you have to lose gracefully

Part One

What is Persuasion

  • The basics
  • What do we mean by persuasion
  • How is this different from negotiation
  • What makes a successful persuader
  • The qualities of a successful persuader
  • Influencing and persuading skills
  • Avoiding the risks of manipulation
  • Defining persuasion and influence
  • Principles of effective influencing
  • Self- Belief, Confidence & Assertiveness
  • Push and Pull styles of persuasion – usually a mixture of both
  • The psychology of persuasion – the basics

Exercise: To be treated as fun and entirely optional. Persuading members of the group to do business with you in just one minute 

Preparing to persuade

  • The importance of planning
  • How to build trust
  • “Mocking Bird” Theory
  • The importance of non-verbal communication, but keep a sense of proportion
  • Having built trust, move on to developing rapport
  • Finding out what others want or need
  • Active listening
  • Intelligent questioning
  • Understanding the importance of perception
  • Appreciating that how you perceive situations may differ from others

Exercise: Persuading a best friend to lend you their new dream sports car when they secretly think you are a reckless driver. 

Explore what others want

  • How do we do this
  • Setting clear objectives
  • Effective questioning techniques
  • Realise the values and motivations of others
  • Hone your listening skills
  • Overcome barriers to active listening
  • The identification of individual ‘filters’
  • Dealing with filters
  • The power of positive thought
  • Preparing for the persuasion discussion

Exercise: Getting a car fixed by a lazy and indifferent chief mechanic for a sensible price, when your car has broken down and you are desperate to continue an urgent journey. 

Communication Style

  • The range of styles
  • Choosing styles to meet the situation
  • Remember your natural traits will always reveal themselves, eventually
  • Learn to respond, rather than react
  • Open, leading and closed questions.
  • The Funnel questioning technique.
  • Understanding values and how to persuade around these
  • Questioning techniques to understand values and build relationships

Exercise: Persuading a self-important boss to allocate the pay and bonus pool more fairly than just you and him/her. 

Part Two

Overcome resistance

  • Understanding resistance
  • Why do people resist
  • Overcoming resistance without compromising the values of others
  • Apply a practical 6-step Influence Model
  • Using FAB to match the needs gathered from customers
  • Dealing with conflict – handling difficult situations without emotions
  • Presenting your case with impact, taking the values of others into account

Example: Getting a colleague to lend you a member of staff who you really need when they know you have a reputation for over resourcing your area. 

State your case persuasively

  • Planning and preparation
  • Presenting at the right stage.
  • Adopt strategies that work for you
  • State your case assertively and convincingly.
  • Knowing the audience
  • Gathering the content
  • The 10/80/10 rule for structuring the presentation
  • Delivering a presentation

Exercise: Fun session. Picking an object at random in the room, persuade the rest of us to buy it from you in a minute or less.

Handling Objections

  • The most challenging for most of us
  • Identifying frequently encountered objections.
  • The pre-emption of objections.
  • Developing appropriate responses.
  • Realising when to walk away
  • Dealing with failure well

Course Conclusion

  • Summary
  • Open forum

The trainer had a highly successful, long and varied “fast track” career in Lloyds Bank which led him to a very senior management position in the bank’s private banking and wealth management division at an early age. He was then “head hunted” to join a merchant bank at main board director level to head the risk management function. The trainer now has over 40 years’ experience in the UK banking and financial services sector. He volunteered in both his career roles to design, create and deliver soft skills training to colleagues at all levels of seniority mainly because he enjoyed it and received consistently good feedback from delegates.

The trainer has been a freelance soft skills training consultant since retiring and is currently an external Master Trainer at both HSBC and Bank of China where he has delivered soft skills training on a wide range of topics. At HSBC he helped screen and assess both prospective and existing trainers for soft skills capabilities and has delivered train the trainer programmes. At Bank of China he has designed and delivered successfully a comprehensive presentation skills programme. He has created and delivered soft skills training to a vast range of clients, from global giants to small firms and partnerships. He is an accomplished global trainer and has delivered extensive programmes in the UK, USA, South America, Europe, Africa, Asia and the Middle East.

He is a highly adaptive, hands-on and highly sought after facilitator who always receives excellent feedback from delegates. He is comfortable training at any level of seniority and experience, from “black belts” to novices. In addition to his soft skills specialism, his expertise includes but is not limited to Risk Management, Trade Finance, Regulatory Compliance, FCC & AML and all aspects of Corporate, Private & Retail Banking.

Although we may not have convinced ourselves to believe it, we can all persuade and we all possess inherent persuasion skills. The challenge most of us face is having the confidence to succeed when we are required, instructed or expected to persuade formally or in a business session. At that point, any lingering self-doubts and stage fright intervene and can take over.

The essential difference between a good and an improving business persuader is practice and experience, nothing else.  We all have the necessary “x” factor but it is tempting at times of frustration to say, “No, that’s not me” but there are two crucial points to remember. Firstly, we all get our people skills in arrears and it is only through practice and experience that we improve because we learn by our mistakes. Secondly, outside of the work environment, we all use skill and persuasion highly effectively and without even thinking about it. Some of us are naturally better than others but if we actually had no persuasion skills, none of us would meet partners, raise a family or be able to organize social events.

Many people regard the “art of persuasion” as a difficult skill set to master — but it most certainly is not and it doesn’t have to be. Practice and experience followed by practice and experience are the keys.

This highly interactive and designed to be a fun and enjoyable workshop-style course has been designed to meet the needs of professionals who need to build relationships within their organisation. Whether this is to get colleagues on their side or for those in a sales or account management role dealing with potentially difficult customers or situations, we know we can help.

We will empower you to bring people around to your way of thinking, reducing resistance to new ideas and eliminating conflict. You will learn how to build rapport more easily by utilising appropriate communication styles and practise persuasion techniques for dealing with difficult people and situations.

  • The trainer cites many real life situations. He does so with humor, but the point is made abundantly clear
Number of places:
Part 1
Number of places:
Part 2

£595.00

Per participant per part
Discounts available for multiple place booking find out more
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