This course can be presented face to face in-house or via live in-house webinar.
Persuasion, Negotiation & Presentation Training Course Objectives:
- 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
- Understand what negotiation means
- Identify the key skills necessary for financial professionals
- Learn how to hone/improve/acquire those skills
- Appreciate the importance of planning and preparation
- Learn about “interests” and their impact on the outcome
- Consider the “options” within the negotiation process
- Enhance/improve soft skills
- Evaluate the different potential outcomes
- Appreciate the significance of Win-Win
- Be able to make proposals confidently
- Understand the importance of both giving & receiving concessions
- Learn how to deal with challenging negotiations
- Be able to master the psychological elements of negotiations
- Learn the power of an effectively communicated “No”
- Learn when it’s time to walk away
- Accept defeat gracefully, trying to preserve the relationship where possible
- Acknowledge that we can all present ; its nerves and self doubt that prevent us
- Understand the qualities needed to become a competent presenter
- Improve and continue to develop good communication skills
- Be able to practice effectively until proficiency is achieved
- Start with the essentials which are the presenter, the material and the audience
- Learn the value of planning and lots of preparation and practice
- Understand about what the presenter needs to say through researching, writing and editing
- Appreciate the need to understand and know the audience
- Create presentations that appeal
- Explore the basic and more advanced delivery methods
- Identify any areas of personal development
- Learn how to physically and mentally prepare
- Perfect skills through practice and preparation
- Learn to encourage discussion
- Learn how to manage and deal with questions professionally
Persuasion, Negotiation & Presentation Training Course Content:
Day 1 – The Art & Skill of 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 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
Day 2 – Negotiation Skills for Finance and Other Professionals
- What do we mean by negotiation?
- How does it differ from persuasion?
- The Process of Negotiation
- The “soft” parts of negotiation
- The importance of behavioural elements
- The importance of psychological elements
- Setting realistic and achievable objectives in negotiation
- The minimum communication skills needed for effective negotiation
- Assessing information in real time
- Establishing rapport and setting parameters
Exercise: Optional Ice-Breaker – Tell us all in one minute why we should buy your product/service instead of a competitor
- What does this mean?
- Why are Interests important?
- Understanding the difference between positions and interests
- Identifying and prioritising your interests
- Identifying and understanding the clients/counterparties interests
- Common mistakes when handling interests
- When is hard negotiation a good idea?
- The critical elements of an effective negotiation
Exercise: Four participants. “Closure” – a deal will not close and expires soon and you have been sent to see the clients by the CEO to establish why there are delays. Can you get the deal completed by expiry day?
- What do we mean by this term?
- Planning and preparing for options
- Having a clear idea of deal breakers
- Generating and evaluating possible options
- Identifying your ideal outcome
- Identifying your minimum acceptable outcome
- Common errors when generating options
Exercise: Four participants. “The Downsize”, as a main board director, try to persuade two junior department heads to lose some of their people as part of a cost cutting exercise. Will you achieve your goal or will your colleagues get their way instead!
Understanding Negotiation Outcomes
- The importance of setting an option matrix
- Evaluate the options
- Being realistic about where you think it will end
- Is there a “win” or would a near win compromise be better
- Setting clear objectives during the negotiation
- Being prepared to lose when it makes commercial sense
- When to say no and be prepared to walk away
Exercise: Four participants – A client calls as a business owner, to share with you why you are reluctant to sign off a deal you have brokered for a major deal. The reasons may not be as straightforward as they seem. Can they put your minds at rest, or not!
The Negotiating Process – soft skills
- What are soft skills and why do they matter?
- Making proposals and giving and receiving concessions
- Breaking Deadlock by avoiding the T junction in the first place
- Agreeing a remedy
- Understanding the negotiator’s role
- Keeping it professional – never personal
- The key stages of the process
- Giving information to help the flow
- Reading signals or having a member of your team for this role
- Using the initial plan as a template – but not too slavishly.
- Avoid too many assumptions until they are tested
- Expect the unexpected occasionally
- Managing the meeting/discussion process
- Probing in order to develop understanding
- Reaching agreement – even if its only a baby step
Exercise: Four participants. “Master of the Universe” you are summoned to a meeting with the CEO and deputy. You are certain this is a long overdue promotion. Be prepared to negotiate the best possible terms.
Challenges – psychological elements
- Dealing with different types of people
- Key personality traits – most of us are a mix
- Behavioural approaches & body language
- The professional aggressor
- Deadlocks, Standstills & Concessions
- Tricks, Traps & Tactics – but be careful, use these sparingly and avoid if they fail
- When & Where to Negotiate – Electronic Media and telephone are not ideal
Exercise: Four participants – “The Presentation”. You are asked to present a detailed synopsis of your product/service to clients. Will you be able to give them enough detail!
Day 3 – Presentation Skills for Finance and Other Professionals
The Essentials – The Presenter – You
- Carrying out the ‘essential checks’
- Presenting the ‘right’ image
- Using your words, tone and body language
- Working with the qualities of your voice
- Acknowledging and overcoming nerves
- Using relaxation techniques
- Using mannerisms and gestures to enhance impact
- The qualities of a successful presenter
Exercise: A high profile and well known subject will be allocated to each member of the group (can be changed if you don’t like your topic). Each member will prepare a 5 minute flip chart presentation to tell us about the topic. These will continue one or two at a time between each session. The group will be asked to give positive feedback to each presenter
The Essentials – The Material – What Are You Going to Say
- Performing a needs analysis
- Writing the basic outline
- Researching, writing and editing
- Establishing a clear purpose
- Using successful information gathering techniques
- Choosing the best route through your material
- Identifying the key points
- Creating strong openings and closings
- Knowing the pros and cons of different visual aids
- Making it big, bold and brilliant
Exercise: Presentations as above
The Essentials – The Audience – Who Will You be Saying it To
- Knowing your audience to develop presentations that appeal
- Building rapport
- Getting and keeping them on your side
- Working with questions
- Handling difficult people
- Understanding group dynamics
Exercise: Presentations as above
Next Step – Delivery Methods
- Basic methods
- Advanced methods
- Basic criteria to consider
- Choose from a range of communication styles depending upon the situation
- Listening and Hearing: They aren’t the same thing
- Asking questions
- Communicating with power
Example: Each delegate will be asked to prepare a presentation based on their own product or service (the delegate to choose) and will be asked to present it to the group. The group will give positive feedback after each presentation. These will be completed either one or two at a time.
Next Step – Communication Skills
- What do we mean by Communication?
- Preparing mentally
- Physical relaxation techniques
- Appearing confident in front of the crowd
- Non-Verbal Communication Skills
- Body language
- The signals you send to others
- It’s not WHAT you say, It’s HOW you say it
- Presenting your case with impact
Exercise: Presentations as above
Perfecting your skills
- Make them laugh a little
- Ask them a question encouraging discussion
- Dealing with questions
- Creating Fantastic Flip Charts
- Creating Compelling PowerPoint Presentations
- WOW your Audience
- Vibrant Videos and Amazing Audio
Exercise: Presentations as above
Course Conclusion – Summary & Wind Up
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, Negotiation & Presentation Training Course Summary:
A bespoke solution for professionals at all levels of their career. This three day seminar covers all aspects of those seemingly difficult soft skills which we all wish we found easier and yet for some of us are at best daunting and at worst terrifying – especially presentations. The truth is, everybody can and is able to master all of these skills – it is merely a question of confidence, technique and practice, hard work and more hard work. The “naturals” make it look easy because in reality they work hard behind the scenes and have practised over and over.
This course can be taken as a three day session or as simply one or two separate days, depending on which skill set delegates feel need to be honed. Each day is a stand-alone session but the object is to build a complete tool set hence the recommended full 3 days.
The three sessions are:
Day 1 – The Art of Skill & Persuasion
Day 2 – Negotiation Skills for Finance Professionals
Day 3 – Presentation Skills for Finance Professionals
Day 1 – The Art of skill & Persuasion
The first day 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.
The second day will help delegates to become masters at the art of negotiating the “win-win” outcome so often mentioned in selling textbooks. It examines the best ways of dealing with customers of all types whilst remaining mindful that the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Hard selling works, sometimes – usually only once. Negotiated sales generate repeat business and ultimately longer term relationships.
The third day will help you overcome unwarranted fears and turn you into the competent presenter that is within all of us – once we realise it. Presentation skills are possessed by everyone, no matter how challenging it seems. Everyone can present and present well, the secret is hard work, preparation, practice and more hard work. The so called “masters” make it look easy because they work very hard behind the scenes to plan the process and have practised over and over again.