Overview
As with so many interpersonal skills, influencing and persuasion can seem to fall into the category of ‘you’ve either got it or you haven’t’. But that’s completely false. We can all improve our skills. All it takes is a little confidence-building, a few practical tools and techniques, and the opportunity to practise in a safe space – this training course, in fact!
learning objectives
- Understand what makes communication persuasive and influential
- Build stronger arguments using clear structure and logic
- Use tone, body language, and credibility to gain support
- Apply proven psychological principles to influence decisions
- Handle objections and resistance with confidence and control
Expert trainer
Graham specialises in providing high-quality consultancy, coaching and training personal productivity, sales and business development, and customer service.
Session outline
1. Understanding influence – what it is and why it works
- What influence means in a business setting
- The difference between influence, persuasion, and manipulation
- When and how influence helps get things done
- Common barriers to influence and how to overcome them
- Tool: Quick diagnostic – your influencing style and preferences
2. Structuring a persuasive message
- Planning your message: purpose, outcome, and audience needs
- Building a logical, clear argument
- Headline-first thinking: say the point, then explain
- Techniques to make your ideas easier to agree with
- Tool: 3-step message planner – Point, Reason, Evidence
3. Using the science of persuasion
- The six universal principles of influence (Cialdini model)
- Applying authority, reciprocity, scarcity, and social proof
- Using emotional appeal and storytelling effectively
- Framing options to guide decisions
- Exercise: Identify and apply the right principle to real work examples
4. Body language, voice, and presence
- Matching your delivery style to your message
- Using posture, eye contact, and vocal tone to increase trust
- Managing nerves and appearing more confident
- Avoiding habits that reduce impact
- Micro-practice: Role-play short influence scenarios in pairs
5. Handling objections and pushback
- Listening calmly and acknowledging concerns
- Reframing resistance as a shared challenge
- Staying professional under pressure
- Knowing when to step back or escalate
- Exercise: Rehearse handling a difficult stakeholder situation
