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

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

Leanne Faraday-Brash

Thinking Styles

Self-awareness and thinking style framework
Style payoffs and penalties
Style dynamics and clashes
Developing a whole-brained pitch

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

Leanne Faraday-Brash