Strategic Influence

The one-time sale is dead, and recurring revenue is here to stay. And because our ability to maintain and grow our accounts will be predicated on excellent stakeholder relations and the creation of mutually beneficial customer partnerships, we have to be even more adept at ethical and effective persuasion. 

 

Strategic Influence is designed to help customer-facing professionals to increase their competence and confidence in persuasive communication. In this module, participants will learn why our different thinking styles affect how we prefer to be influenced, and how to develop a wholistic approach to influencing others in the context of a long-term, dynamic relationship. 

COURSE DETAILS

Live training format

5 lessons

 

8 Hours completion time

After completing this course, you will be able to:

  • deliver a ‘whole-brained’ pitch to influence others 

  • apply techniques for responding vs reacting to challenging influence situations  

  • balance the dynamic tension between relationship and outcomes to improve customer engagement 

COURSE CURRICULUM

Introduction To Influence & Persuasion 

  • Influence vs manipulation 

  • Default patterns and styles 

1.

Leanne Faraday-Brash

The Essence Of Situational Versatility© 

  • Intentionality and dealing with cross purposes 

  • The consulting grid advocacy vs enquiry 

  • Micro-skills: questions, use of silence, pre-frames and transitions 

2.

Leanne Faraday-Brash

Thinking Styles

  • Self-awareness and thinking style framework 

  • Style payoffs and penalties 

  • Style dynamics and clashes 

  • Developing a whole-brained pitch 

3.

Leanne Faraday-Brash

Courageous Conversations

  • Defining high risk/high value conversations 

  • Mapping objectives   

  • Micro-skills: questions, use of silence, pre-frames and transitions  

  • Responding vs reacting 

  • Balancing relationships with outcomes 

4.

Leanne Faraday-Brash

Strategic Influence

  • Context as key  

  • Gatekeepers vs stakeholders 

  • Communication plans and engagement strategies 

  • Case Study  

5.

Leanne Faraday-Brash

Bringing It All Together

  • Building personal brand 

  • Integration and action planning 

5.

Leanne Faraday-Brash