The ‘5 Steps to Attaining Influence’ Workshop. Learn a scientific 5-step approach to influence, based on the work of the world’s foremost authorities in the field of influence and persuasion: Robert Cialdini, John Kotter, David Lieberman, Richard Thaler and Cass Sunstein. To get you that YES!

1. TM
FreeMind Business Solutions
www.freemindtraining.com

2. HR needs support for people initiatives
Leaders need to influence other departments

3. You don’t have access to the decision makers
The decision makers are extremely busy
There are a multitude of people already influencing the decision maker
Your proposition has more objections than you ever thought of
You don’t know what they really want

4. The ‘5 Steps to Attaining Influence’ Workshop
Learn a scientific 5-step approach to influence, based on the work of the world’s foremost
authorities in the field of Influence: Robert Cialdini, John Kotter, David Lieberman, Richard
Thaler and Cass Sunstein.
To get you that YES!

5.  Network
o Create a networking strategy for your professional & business goals
o Simple ways to network inside and outside your company
o Key Dos and Don’ts of networking
o Using networking to build your authority
o Using social media to network
 Build Relationships
o Build relationships with key people.
o These relationships should not be for the purpose of ‘getting
something’ from the person. They should be genuine.
 Build your Authority
o People should be aware of your expertise before you present your
proposition.
o We show you how to do this
 within your organization
 on social media
 for sales

6.  Analyse your proposition
o What exactly are you proposing?
o What are the flaws in the idea?
o What are the positive and negative implications of the idea
on the company, the different depts. and people?
o What resources do you need to develop the idea further?
 Identify People:
o The Decision Makers – The person(s) will have the final say
o Influencers – People who the decision maker will listen to
o Stakeholders – People who will be affected by the
proposition – positively or negatively
o Partners – Who do you need to work together with to sell
your proposition?
o Advisors – Who can advise and mentor you?
 Based on the above, you need to identify:
 The Supporters – Who will support you?
 Opposers – Who will oppose you?
 The Neutral side – Who can swing either way?

7.  Draw an Influence Map
o An influence map is a diagrammatic representation of all
parties involved and how they are interrelated.
o Plan who to approach, how and when
 Identify Decision making styles of people who you have to convince
o Different people take decisions based on different factors.
o These styles are: The thinker, the skeptic, the follower, the
controller
 Prepare your Pitch
o You need a rock solid pitch outlining clear benefits to the
person and the organization.
o You need to anticipate objections and have ready responses
o Your pitch should be tailored to each person’s
 Decision making style
 Department
 Level of knowledge and authority
 Personal agendas

8.  Connect
o Build quick rapport with people using NLP (Neuro-linguistic
programming) techniques
 Pitch
o How to frame your statements precisely to make an impact
o Make your pitch using Robert Cialdini’s Principles of
Persuasion – Liking, Reciprocity, Authority, Social Proof,
Consistency and Scarcity
 Address Objections
o Understand their viewpoints and address their concerns
o Use NVC (non-verbal communication) to gauge people’s
reactions to your pitch
o Use John Kotter’s (and other) methods to address objections
 Get Commitments
o Using the principle of consistency
Tips on Psychology
This section includes numerous tips on the psychology of persuasion
designed to get you that yes – ethically.

9. Influence, on the face of it, is about how we deal with
people.
But what is it really that makes people trust us, support us and
say YES?
Our ability to influence people depends mostly on how we are –
inside…
…On our self-awareness, self-esteem, confidence and self-
control.
 Introspection and Self-awareness about the way we talk,
what we feel, and our NVC (non-verbal communication)
during a conversation
 How to increase confidence and self-control while facing
difficult questions and difficult people
 How to exude confidence, charisma and passion which
magnetizes people

10. How will Influence Workshops Impact your
organization?
Internal Influence Workshop: For Managers to influence people within the organization.
People across departments, levels and geographic locations will network and talk to each other more
than ever before. This will lead to greater collaboration and exchange of ideas. Cross functional projects
will be executed more efficiently and organization-wide problems will be solved more easily through
collaborative creativity.
This workshop will lead to a more collaborative and agile organization.
Influence Workshop for Sales:
1. Salespeople will learn to influence prospects using a structured approach. They will
close more deals and close them faster.
2. Immensely helpful for selling more through account management activities.

11. FreeMind Business Solutions
E-mail: mail@freemindtraining.com Phone: 9958860228
Level 2, Elegance Tower, Jasola District Centre,
New Delhi-110025, India
Call Us:
+91-9958860228
Let’s talk about how Influence Workshops can help your
organization sell more, collaborate more and work faster!
www.freemindtraining.com
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