Practical Influencing Techniques

Course details

Influencing is happening in every meeting you have. Other people are influencing you, and you are influencing them. It's a vital life skill. In this course, instructor Chris Croft brings an engineer's mind to the subject. Chris presents a six-step process that you can follow in any influencing situation, with techniques that you can use at each stage, depending on the type of person you would like to influence. He explains how you can use this process to prepare for meetings and get the best from every relationship, whether at work or at home, with customers, bosses, suppliers, friends, or relatives. Chris goes over the ethics of influencing, as well. Understanding the psychology of influencing helps you to build better relationships and get better outcomes with everyone you meet.

Concepts

0. Introduction

01 - What to expect - Process and people

1. What Is Influencing

02 - Every interaction
03 - Stick and carrot
04 - Push vs. pull

2. An Influencing Process

05 - Based on a real example
06 - Decide on your objectives
07 - Be liked
08 - Understand their position
09 - Explain your problem
10 - Suggest a solution
11 - Handle objections
12 - Apply it to a real situation

3. But People Vary

13 - Adapting the process to personality
14 - A model of four types of person

4. Techniques for Analytical People

15 - The first category of person
16 - How to spot a blue or analytical person
17 - Be impressed by their knowledge
18 - Talk in their style, not yours
19 - Joint problem-solving
20 - Give them the facts
21 - Use feelings
22 - Start with a small commitment
23 - Apply the blue people's tips to the six steps

5. Techniques for Controllers

24 - Welcome to red people
25 - How to spot a red person or controller
26 - Impressed by their achievements
27 - The results they can get
28 - Make it quick and easy for them
29 - Question to weaken
30 - Choice of A or B
31 - Negotiate
32 - Bad things to say to a controller
33 - Timing
34 - Applying the red tips to the six-step process

6. Techniques for Enthusiasts

35 - Pros and cons of being a yellow enthusiast
36 - How to spot a yellow enthusiast
37 - A process that yellows enjoy
38 - Paint a picture
39 - High energy
40 - Compared to what
41 - Confront them with facts
42 - Questioning
43 - Applying the yellow's tips to the six-step process

7. Techniques for Amiable People

44 - Are green people easy to influence
45 - How to identify green people
46 - Relationships are everything
47 - Show emotions
48 - Taking your time
49 - Social proof
50 - Security
51 - Give and take
52 - Using facts
53 - Applying the green's tips to the six-step process

Conclusion

54 - Use ethically
55 - Congratulations and summing up