This course can also be presented face to face in-house or via live in-house webinar.
Persuasion Skills Course Objectives:
This course is suitable for professionals working in both the finance and other industries where persuasion skills are essential.
- Improve considerably their personal persuasion skills
- Be able to understand the psyche of persuasion
- 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
- Accept that you cant win them all
Persuasion Skills Course Content:
- 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 you car has broken down and you are desperate to continue an urgent journey.
- 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.
- An by 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.
- 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
- Open forum
Background of the Trainer:
Your course director has spent more than 40 years in the banking and financial sector, much of it in a senior managerial/Director role. He is a former Institute of Banking Lecturer, having gained distinctions in the exams. He is a subject matter aspect on all aspects of retail, corporate and global banking, including risk management and regulatory compliance. He has lectured extensively to both leading global financial institutions and to smaller bespoke specialists. He has delivered extensive programmes in all parts of the world including the USA, Europe, MENA, Africa and Hong Kong. He is currently an accredited Master Trainer at the world’s biggest global bank.
Persuasion Skills Course Summary:
Existing and potential managers are able to “make things happen” and often it is necessary to possess some ability to persuade people to take certain actions or accept decisions, even if they’re controversial or unwelcome. 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. So we all have the necessary “x” factor, its transferring it into a work environment that seems to be the real barrier for most of us.
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 key.
This workshop style course has been designed to meet the needs of professionals who need to build relationships within their organisation in order to get colleagues on side and for those in a sales or account management role who are dealing with potentially difficult customers or situations. It will help you 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.
What Redcliffe’s clients are saying about the course:
“Lots of real life examples. I enjoyed being in a small group as it allowed us to cover many case studies.”
Senior Investment Manager, Ardian
“Use of quality case studies and constructive feedback.”
“The trainer was great and there were practical case studies and exercises.”
Investment Specialist, UBS