YourBrand™

The
Modules

Influencing Skills

Overview

Everyone needs to influence others at work. Whether it’s to get them to see things slightly differently, do something we need them to do… or negotiate conditions, timings or price; influence is an essential business skill.

Drawing on the depth of the Effective Selling Chapter of the Insights Discovery Personal Profile – it’s not just for salespeople – we help everyone understand how they can use their unique style to positively influence others.

By focusing first on self-awareness, INFLUENCING SKILLS enables everyone to adapt their approach to others, identify needs upfront and spend less time on overcoming objections.

By building a consultative influencing model, individuals can adapt their approach to others, create action plans for dealing with difficult conversations and build better relationships with customers and colleagues.


Key Outcomes

  • Defines selling/influence and its role in the workplace
  • Evaluates the skills required to positively influence others
  • Defines the relevance of capability, mindset and behaviour in influence
  • Identifies individual’s natural style of influence
  • Highlights the difference between persuasion and manipulation
  • Introduces the Insight’s 6-step model of influence/selling
  • Analyses the pro’s and con’s of different influencing approaches and know how to choose the approach that is best suited to the situation
  • Develops influence strategies to gain commitment and foster collaboration
  • Enables everyone to dynamically adjust their approach to others
  • Develops the ability to build trust and rapport, assertiveness and overcoming challenging behaviour/resistance
  • Develops listening skills, persuasive language and probing techniques
  • Enables the use of knowledge and competence to influence others
  • Builds the capability to influence without the use of authority

SETA Accredited Course

INFLUENCING SKILLS can be delivered on its own, as a one day non-accredited workshop, or as part of Unit Standard 12433: Use communication techniques effectively.


REFERENCES:

  1. Ulrich, D., Smallwood, N. (2007). Leadership brand: Developing customer-focused leaders to drive performance and build lasting value. Boston, MA: Harvard Business School Press.
  2. Ulrich, D., Smallwood, N. (2008). Aligning firm, leadership, and personal brand. Leader to Leader, 2008(47).
  3. Morhart, F.M., Herzog, W., Tomczak, T. (2009). Brand-specific leadership: Turning employees into brand champions. Journal of Marketing, 73.
  4. O’Boyle, E., Adkins, A. (2015). Super Bowl ads don’t make a brand. Gallup Business Journal. (gallup.com).
  5. Arruda, W. (2013). Three steps for transforming employees into brand ambassadors. Forbes Leadership. (forbes.com).
  6. Gallup (2013). State of the global workplace: Employee engagement insights for business leaders worldwide. (gallup.com).
Steve AndrewsInfluencing Skills