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Influencing and Persuasion skills

Influencing and Persuasion skills
4,5 (24 recensies) Lees recenties
ISBN: 978-87-7681-688-9
1. Editie
Pagina's : 53
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Over het boek

  1. Recensies
  2. Beschrijving
  3. Voorwoord
  4. Inhoud

Recensies

Paul C. Antonelli ★★★★★

Very useful especially to people involved in sales so they won't struggle in building rapport with their customers.

Steve Russell ★★★★☆

This is a really useful summary of the key principles and practices of effective influence.

Beschrijving

Being able to influence and persuade others to get them to do what you want them to do is a key skill not only in business but in life as a whole!
We only achieve real results through others and that takes effective communication skills.
In this textbook you’ll will learn the key skills and the techniques so you can win people around to your ideas, influence others on certain decisions and persuade them to take certain a certain course of action all by the way that you communicate with them!

Voorwoord

Being able to influence and persuade others to get them to do what you want them to do is a key skill not only in business but in life as a whole!

We only achieve real results through others and that takes effective communication skills.

In this textbook you’ll will learn the key skills and the techniques so you can win people around to your ideas, influence others on certain decisions and persuade them to take certain a certain course of action all by the way that you communicate with them!

Sean McPheat, the Founder and Managing Director of management development specialists, MTD Training is the author of this publication. Sean has been featured on CNN, BBC, ITV, on numerous radio stations and has contributed to many newspapers. He’s been featured in over 250 different publications as a thought leader within the management development and training industry.

MTD has been working with a wide variety of clients (both large and small) in the UK and internationally for several years.

MTD specialise in providing:

• In-house, tailor made management training courses (1-5 days duration)

• Open courses (Delivered throughout the UK at various locations)

• Management & leadership development programmes (From 5 days to 2 years)

• Corporate and executive coaching (With senior or middle managers)

MTD provide a wide range of management training courses and programmes that enable new and experienced managers to maximise their potential by gaining or refining their management and leadership skills.

Our team of highly skilled and experienced trainers and consultants have all had distinguished careers in senior management roles and bring with them a wealth of practical experience to each course. At MTD Training we will design and deliver a solution that suits your specific needs addressing the issues and requirements from your training brief that best fits your culture, learning style and ways of working.

Our programmes are delivered when and where you need them! We believe that training should be fun, highly interactive and provide “real world” practical techniques and methods that you can use back in the office – and that’s exactly what we provide.

Inhoud

Preface

1. Introduction
1.1 Influence and Persuasion Are Forms of Communication
1.2 Manipulation vs. Influence and Persuasion
1.3 Establishing Rapport as a Means to Influence and Persuasion

2. Review of Communication Basics
2.1 Introduction
2.2 The Communication Process

3. Using Another’s Communication Preferences to Influence and Persuade
3.1 Introduction
3.2 Types of Input
3.3 Filters
3.4 The Internal Map, Internal State, and Behavior or Response
3.5 Verbal Clues
3.6 Visual Representation System
3.7 Auditory Representational System
3.8 Kinaesthetic Representational System
3.9 Auditory Digital Representational System
3.10 Eye Movements as an Indication
3.11 Phrases for Use in Response to Each Representational System

4. Techniques for Building Rapport
4.1 Introduction
4.2 Six Steps to Building Rapport
4.3 Calibration

5. Linguistic Tools for Influence and Persuasion
5.1 Introduction
5.2 Reframing
5.3 More Linguistic Tools

6. Framework Theories for Applying Persuasion and Influence Techniques
6.1 Introduction
6.2 Rank’s Intensify and Downplay Model
6.3 Monroe’s Motivated Sequence of Persuasion Steps
6.4 The Integrity Principle

7. Influence and Persuasion in Sales
7.1 Establishing a Basis for Persuasion in Sales
7.2 Persuasion During Negotiations
7.3 Adopt the Correct Attitude
7.4 Know Your Ultimate Conditions

8. Resources

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