Influencing and Persuasion +44 (0) 1926 859 060 SMART Sessions Influencing and Persuasion...

Influencing and Persuasionwww.goodfoot.co.uk+44 (0) 1926 859 060

SMART Sessions

Influencing and Persuasion Techniques

achieving what you want through and with others


SMART Sessions

style

fast paced overview hints and tips slides on-line short exercises discussions


SMART Sessions

topics

how to build trust how to assess personality how to build & present a persuasive case how to dig for the true objections jujitsu or kung fu: how to disarm how to make the other side feel good

about backing you how to pin people down to actions not

just words how to predict and pre-empt conflict


SMART Sessions

how people make decisions

logic emotion

decidejustify


SMART Sessions

building trust

=TRUST

likecompetence +


SMART Sessions

prepare your case

facts & examples what are their main worries? options preventative actions to stop it

going wrong something for them


SMART Sessions

predict & pre-empt

predict pre-empt

where are their vulnerable areas?what triggers frustration in them?

lack of claritydelayisolationsurprises

what is their defence mechanism?denialwithdrawalblamerationalise

how can I get them to own the problem?

how can I work round them?how can I save their face?how can I get them to feel they

don’t want to let me down?how can I be seen by them as an

ally?


SMART Sessions

the 7 persuaders

low risk

plan

numbers

FUD

MOS

1 or 2

benefits

choices

if it is opinion versus opinion, the more

important person wins


SMART Sessions

present your case

Current Situation

Downside

Options

Remedy

Next Steps

use a progressive ‘yes’

for objections use ‘what exactly’ and ‘what if’ & go back a stage


SMART Sessions

persuasion 10 tips

1. ask for resources for a limited period only2. allow flexibility in how your proposals might work3. demonstrate how your proposals will achieve what you claim4. clarify why your proposal is an improvement5. explain how your proposal is superior to others6. justify your costs7. make your proposals easy to understand8. show how easy it would be to evaluate the outcome9. show why the issue you are discussing is important10. show how disastrous it would be without your proposal


SMART Sessions

you never win an argument by arguing

empathy

information

action

“Yes, I can understand that you are under extreme time pressure, and I want to help you with that.The fact remains that if we deliver now the product is not ready and complaints will rise.My suggestion is that we offer a temporary fix to the customer at his stage, with a discount on the main product, unless you can perhaps suggest another way?

“No, you’re wrong there, we can’t deliver now, the product doesn’t work, and anyway the customer has complained before and it’ll cause more trouble than its worth”

POOR GOOD

this style stimulates an ARGUMENT

this style stimulates a DISCUSSION


SMART Sessions

kung fu or ju jitsu?

MY OPINIONTHEIR

OPINION

KUNG FU

JU JITSU

are we on listen or broadcast?


SMART Sessions

push or pull?

KUNG FU JU JITSU

you are wrong because … I disagree because … you need to re-think … you don’t understand the

situation … no, that’s not right … you shouldn’t take that approach you haven’t considered … it won’t work because

we are saying almost the same thing …

you are right to point that out, which is why I …

is your approach achievable within the cost/time constraints?

I think you are clarifying this for me. What if …

I understand and you are right. But what else can we do?

I like that. How about we incorporate that idea.


SMART Sessions

arguing your casewhat do you

suggest instead of

my idea?

do we agree on the

key issues?

what do you need

from me to reach a

decision?

are you willing to

pay the cost of your

idea?

what do I need to

do to convince you

of my case?

argue with QUESTIONS not with STATEMENTS


SMART Sessions

tips for groups

get agreement to Aims and Agenda

split the group as soon as you can aim for agreement on immediate

next steps make next steps low risk devise consultation steps pick out the key decision maker for

future decisions


SMART Sessions

Influencing and Persuasion Techniques

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Influencing and Persuasion +44 (0) 1926 859 060 SMART Sessions Influencing and Persuasion...

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