1. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions Influencing and Persuasion Techniques achieving what you want through and with others

2. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions style  fast paced overview  hints and tips  slides on-line  short exercises  discussions

3. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 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

4. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions how people make decisions logicemotion decidejustify

5. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions building trust =TRUST likecompetence+

6. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions prepare your case  facts & examples  what are their main worries?  options  preventative actions to stop it going wrong  something for them

7. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions predict & pre-empt predictpre-empt where are their vulnerable areas? what triggers frustration in them?  lack of clarity  delay  isolation  surprises what is their defence mechanism?  denial  withdrawal  blame  rationalise 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?

8. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions the 7 persuaders if it is opinion versus opinion, the more important person wins

9. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions present your case use a progressive ‘yes’ for objections use ‘what exactly’ and ‘what if’ & go back a stage

10. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions persuasion 10 tips 1. ask for resources for a limited period only 2. allow flexibility in how your proposals might work 3. demonstrate how your proposals will achieve what you claim 4. clarify why your proposal is an improvement 5. explain how your proposal is superior to others 6. justify your costs 7. make your proposals easy to understand 8. show how easy it would be to evaluate the outcome 9. show why the issue you are discussing is important 10. show how disastrous it would be without your proposal

11. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 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

12. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions kung fu or ju jitsu? are we on listen or broadcast?

13. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions push or pull? KUNG FUJU 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.

14. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions arguing your case argue with QUESTIONS not with STATEMENTS

15. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 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

16. Influencing and Persuasion www.goodfoot.co.uk +44 (0) 1926 859 060 SMART Sessions Influencing and Persuasion Techniques www.goodfoot.co.uk www.goodfoot.co.uk/downloads/heathinfluence.aspx Thank You