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“You always show up communicating and with a level of confidence!” And unfortunately, there’s no separating the two!”- Granison Shines
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We are a business, mindset, training and coaching company. We work specifically with mission-driven organizations who want to increase productivity and profitability. We do this by teaching Verbal, Non-Verbal, & Visual Communication Confidence, Leadership Communication Confidence & 43 Soft Skills, so Leaders can be more effective and influential in the workplace.
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DEFINITION: Persuasion and influence as a competency is the ability to convince others to support an idea, agenda or direction. Sometimes we refer to it as strategic influence.
It involves taking a variety of actions to influence others including establishing credibility or using data to directly persuade or address a person’s issues or concerns.
INFLUENCE SKILLS
- CREATE RAPPORT with the person you are trying to influence:
Ask about their interest
Get to know them
Find common ground
Ask intelligent questions
- ACTIVELY LISTEN and show you are listening:
Nod as in saying “Yes” when they’re speaking, and you agree
Present a good idea initiated with the words, “When you mentioned…” or “When you said…”
Repeat some of their catch phrases
- ASK THE RIGHT QUESTIONS – Use questioning techniques to lead people towards the answers you want:
Do research on the other person
Ask open-ended questions to show interest
Ask questions that will show agreement with you
Ask questions that are more directed towards a “Yes!”
- BEWARE OF BODY LANGUAGE – Mirror the other person’s body language to create better rapport:
Keep arms unfolded
Body pointed towards the person
Good eye contact
Mirror the other person
- SELL THE BENEFITS of your argument to the other person and try to see your position from their perspective:
Remember: “Features tell, benefits sell!”
Empathize with the difficulty of the purchasing decision. Use the phrases “I understand how you feel…”
“I know it’s big purchase…”
Strategically use the phrases “If you’re thinking that I…”, “It may seem like I…”
- DEFINITIVE SPEECH – Avoid low-power words relating to uncertainty or non-commitment. i.e. “might“, “try“, “I think”, etc.
Use Power Talking to come across more certain
Use strong words to show commitment
Be confident in your speech – don’t waiver
- INVEST YOUR TIME – It can take time to develop empathy and awareness, but you are more likely to get what you want if you play a long game
Invest time and mitigate their excuses or reasons for not buying
Be persistent, Stay consistent
Create a sense of Urgency.
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