INFLUENCE SKILLS BY

ALLAH DAD KHAN

Interfacing techniques-

How we engage others– Active listening– Interviewing – Establishing appropriate working relationships– Question handling - formal and spontaneous

Influencing skills

How we get others to move in a desired direction1. Persuading2. Negotiating3. Applying rational, emotional & political

dimensions4. Instilling a sense of urgency5. Transferring ownership6. Identifying and addressing motives and needs of

others7. Overcoming barriers and objections

Following these simple guidelines will help you in these sometimes awkward moments

1. Know with whom you are talking2. Start by breaking the ice

1. relax, show confidence, 2-way discussion

3. Set an agenda 1. establish purpose, time contract, confidentiality

4. Gain credibility5. Identify their “red issues”

1. Determine “what’s behind” a query, remark or concern

6. Avoid jargon7. Be honest

Practice makes perfect!

1. During GSW you will have many opportunities to practice and try out some of these quick responses

2. When you least expect it, you may be called on to conducta “hallway chat” with someone else

3. Make sure to have some one minute answers prepared

4. When in doubt, less is more!

Your initial “planned” contact is a chance to make

a positive impressionInitial Contact - The First Meeting

1. Are you fully prepared (client profile, industry background, client’s business performance, likely issues etc)?

2. What sort of first impression do you want to make?

3. Are you in the right frame of mind to meet your client and dealwith any difficulties that might arise?

Gaining Entry

4. Find out about the client as an individual - what are they likeas a person?

5. Explore their current situation and how they perceive things to be

6. Tell the client about yourself and what you feel you can offer

Powerhouse persuaders use a variety of effective techniques that you too can master

1. Talk about what most interests your listeners, putting your needs temporarily to the side

2. Use attention grabbers like surprises and confusion especially with “know it all” types

3. Establish personal contact (eye, touch,etc) to help establish rapport

4. Make it difficult for others to disagree with your logic by speaking in a run-on statement using undeniably true observations linked to your own opinions or beliefs

5. Avoid listener resistance by using stories, metaphors and analogies

6. Ask - don’t tell, “must” and “should” are too directive

7. Don’t try to change the mood - match it and problem solve it

8. Acknowledge that the other has a point, first.....then dismantle it

9. Active listen, paraphrase, check for accuracy

10. “He who speaks first, loses”....Give a person time to think during the conversation