Influencing skill A Lecture by Allah Dad Khan Visiting Professor AUPeshawar

2. INFLUENCE SKILLS
BY
ALLAH DAD KHAN

7. Interfacing techniques-
How we engage others
– Active listening
– Interviewing
– Establishing appropriate working relationships
– Question handling - formal and spontaneous

8. Influencing skills
How we get others to move in a desired direction
1. Persuading
2. Negotiating
3. Applying rational, emotional & political dimensions
4. Instilling a sense of urgency
5. Transferring ownership
6. Identifying and addressing motives and needs of
others
7. Overcoming barriers and objections

9. Following these simple guidelines will help you
in these sometimes awkward moments
1. Know with whom you are talking
2. Start by breaking the ice
1. relax, show confidence, 2-way discussion
3. Set an agenda
1. establish purpose, time contract, confidentiality
4. Gain credibility
5. Identify their “red issues”
1. Determine “what’s behind” a query, remark or concern
6. Avoid jargon
7. Be honest

10. Practice makes perfect!
1. During GSW you will have many opportunities to practice
and try out some of these quick responses
2. When you least expect it, you may be called on to conduct
a “hallway chat” with someone else
3. Make sure to have some one minute answers prepared
4. When in doubt, less is more!

11. Your initial “planned” contact is a chance to
make
a positive impression
Initial Contact - The First Meeting
1. Are you fully prepared (client profile, industry background,
client’s business performance, likely issues etc)?
2. What sort of first impression do you want to make?
3. Are you in the right frame of mind to meet your client and deal
with any difficulties that might arise?
Gaining Entry
1. Find out about the client as an individual - what are they like
as a person?
2. Explore their current situation and how they perceive things to be
3. Tell the client about yourself and what you feel you can offer

12. Powerhouse persuaders use a variety of effective
techniques that you too can master
1. Talk about what most interests your listeners, putting your needs temporarily to the
side
2. Use attention grabbers like surprises and confusion especially with “know it all”
types
3. Establish personal contact (eye, touch,etc) to help establish rapport
4. Make it difficult for others to disagree with your logic by speaking
in a run-on statement using undeniably true observations linked to your own
opinions or beliefs
5. Avoid listener resistance by using stories, metaphors and analogies
6. Ask - don’t tell, “must” and “should” are too directive
7. Don’t try to change the mood - match it and problem solve it
8. Acknowledge that the other has a point, first.....then dismantle it
9. Active listen, paraphrase, check for accuracy
10. “He who speaks first, loses”....Give a person time to think during
the conversation