Overview
For some managers it’s a genuine passion, for others a matter of enlightened self-interest. Either way, developing others through effective coaching is a core skill that every manager needs to master. This ‘fast and effective’ session is an ideal starting point (or, indeed, refresher).
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
