1. WELCOME TO INFLUENCING SKILLS
Anthony Rees

2. Anthony Rees
Facilitation, Training and Personal Development Consultant
BSc (Hons), MBA, MBTI, SDI, Belbin & DISC Accredited
Fellow Institute of Management Consulting
20 years FS / Management Consultancy and client facing roles
Consultancy and Sales
Clients include Visa International, BAE Systems, Nokia Siemens, SmartStream, Odyssey, Wall Street Systems, Motorola, BT, PSD Group, Hedra, Capita & Capco.
FS Clients include JPMorgan Chase, Deutsche Bank, ABN, ING, EBRD, BNP Paribas

3. What is Influencing?
Successful influencing means getting a result which meets the legitimate needs of both sides.

4. Influencing is not…….. Forcing others to accept your point of view
Continuously nagging until they agree
Bargaining
Giving in to someone else’s view, even when you believe that they are morally wrong
Giving advice

5. Agenda Aristotle art of persuasion Stakeholder analysis
Trusted Advisor
Trust Equation
Pull / push skills
Influencing Strategies

6. Aristotle on Persuasion

7. Ethos, logos, pathos You Message Your client Logos Pathos Ethos
Your understanding of and empathy with your client
Credibility
Self-confidence
Presence
Authority
Content and benefits of the message

8. Ethos, pathos, logos
We need a minimum amount of each component, otherwise the client won’t listen to us

9. Push and pull Push Pull Talking about facts and targets
Giving opinions and judgements
Insisting on a point of view
Negating or going against the other’s perceptions
Asking about values, principles, priorities and needs
Interest in the other’s perceptions and emotions
Asking the other to explain themselves and/or give examples of what they mean
Inviting new ideas, helping to flesh them out
Encouraging new perspectives
Respecting the other’s integrity

10. Success factors Push Pull
The quality of the questions used to obtain information and check understanding
The capacity to put yourself in your client’s shoes
The ability to build on your client’s proposals
The quality of the ideas
The credibility and authority of the speaker
The ability to make the right people at your support your proposals

11. Umm, good morning, I mean good afternoon ladies and gentlemen, this is Captain Rees and I think we may be somewhere near London on hopefully our final approach to London Heathrow. It is uncertain when we will land as air traffic control may or may not let us land, but hopefully I will try and get you down there sometime soon.

12. How to increase your ethos, logos, pathos
Message
Your client
Ethos
Logos
Pathos
Prepare meetings
Follow-up actions
Calm confident voice and body language
Ask many open questions to find out your client’s priorities
Prepare message

13. Stakeholder Analysis

14. People: stakeholder analysis
Who are the key people involved in this?
How influential is this person?
(H M L)
Decision Maker
Influencer
Their view of you
Supporter
Neutral
Against
What does each want to happen? Why?

15. The Trusted Advisor

16. A Trusted Advisor (David Maister)
23/04/2017
A Trusted Advisor (David Maister)
Subject matter
expert
Trusted Advisor
Breadth of business issues
Depth of Personal Relationship
© City Practitioners

17. The Trust Equation (Maister)
23/04/2017
The Trust Equation (Maister)
T = C + R + I S
Where:
T = Trustworthiness
C = Credibility
R = Reliability
I = Intimacy
S = Self orientation
© City Practitioners

18. Trust Realms (Maister)
23/04/2017
Trust Realms (Maister)
Component
Realm
Example
Credibility
Words
I can trust what he says about……..
Reliability
Actions
I can trust her to…
Intimacy
Emotions
I feel comfortable discussing this….
Self orientation
Motives
I can trust that he cares about……..
© City Practitioners

19. Individual Failings (Maister)
23/04/2017
Individual Failings (Maister)
Poor marks on
Get characterised by:
Credibility
Windbags
Reliability
Irresponsible
Intimacy
Technicians
Self – orientation
Devious
© City Practitioners

20. Four ‘Pull’ Skills

21. Four Pull Skills of Influencing - Jenny Rogers
Create rapport
Authentic listening
Ask open questions
Be assertive

22. Create Rapport
Body language – Open posture, tone of voice gesture, eye contact, how we occupy a space.
Matching – body language, way you occupy a space,

23. Listening…the other side of communication
Too many people see communication as merely speaking.
Messages must be received as well as sent.
A good question to ask yourself is, are you really listening or simply waiting for your turn to talk?
If you are thinking about your reply before the other person has finished, then you are not listening!
© City Practitioners Inc TCA Consulting Limited

24. Poor listening habits are:
Not paying attention
Not answering concerns, because you haven’t really heard the client
Rambling on, changing topics
Feeling defensive
Interrupting
Listening for points of disagreement
© City Practitioners Inc TCA Consulting Limited

25. Effective listening behaviour consists of:
Focusing on the speaker
Listening for the whole message
Listening without thinking what you are going to say next
Hearing before evaluating
Addressing concerns with specific answers
Paraphrasing what was heard
Watching nonverbal cues
© City Practitioners Inc TCA Consulting Limited

26. Asking questions
A man is pushing a car to a hotel. When he gets there the hotel owner demands a large sum of money.
Why?

27. Questions I keep six honest serving men (They taught me all I knew);
Their names are What and
Why and When
and How and Where and Who.
Rudyard Kipling: "Just so stories"

28. Questioning Styles
An OPEN question is one that encourages a full response
A CLOSED question is one that can be answered with a short answer

29. Assertiveness Ask for what you want
Set the request straightforwardly using ‘I’
Use the persons name
Say no
Explain why?
Have an opinion

30. Influencing Strategies

31. Influencing strategy Attitude Influence For Neutral Against Low Medium
Coalition
building
Winning on board
Win over/
coalition
building
Neutral
Leave alone
Take out of play
Against
Distract or fragment
Low
Medium
High
Influence