Communicate to Influence workshop for AmCham Aim of workshop:
Using a fully interactive, fun and experiential workshop, participants will:
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Takeaway for AmCham members
AmCham members will leave with the ability to influence others in two situations, i.e., when they have time to prepare, and just as importantly, when they don’t. Members will also leave with two very practical and easy to use Influence Checklists they can refer to when needed.
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Activity cycle
a.m.
Influential people and why they’re influential
Table activity: Discuss influential people they know personally or through the media, why they feel these people are influential, and which influence tools from these people they have used themselves
Table activity: Discuss influential people they know personally or through the media, why they feel these people are influential, and which influence tools from these people they have used themselves
Mental filters and the role perception plays on influencing others
Introduction to topic
Introduction to topic
Discover your own mental filters and behavior patterns
Participants (1) are guided through exercises to discover and understand their core values and unconscious behavior patterns, and (2) will discuss the impact of their filters and behavior patterns as they attempt to influence others
Participants (1) are guided through exercises to discover and understand their core values and unconscious behavior patterns, and (2) will discuss the impact of their filters and behavior patterns as they attempt to influence others
p.m.
Introduction to the two Influence Checklists
Checklist 1: If you don’t have time to prepare, e.g., at a networking event, or if an unplanned opportunity arises
Items in Checklist 1
1. Use simple small talk to find out the other person’s core values and behavior patterns.
2. Gain trust and confidence of the other person by always having an opinion using PREP
Position: What’s your position on the topic
Reason: Give ONE reason to support your position
Examples: Give 2 to 3 examples to support your position
Position: Restate your position
3. Maintain rapport and friendship by handling objections gracefully, e.g.,
“I see you point, AND ......”
“Hmm, that’s interesting, what makes you say that?”
“Tell me more...”
4. Engage and influence at the core values level, not logical detailed level
Checklist 1: If you don’t have time to prepare, e.g., at a networking event, or if an unplanned opportunity arises
Items in Checklist 1
1. Use simple small talk to find out the other person’s core values and behavior patterns.
2. Gain trust and confidence of the other person by always having an opinion using PREP
Position: What’s your position on the topic
Reason: Give ONE reason to support your position
Examples: Give 2 to 3 examples to support your position
Position: Restate your position
3. Maintain rapport and friendship by handling objections gracefully, e.g.,
“I see you point, AND ......”
“Hmm, that’s interesting, what makes you say that?”
“Tell me more...”
4. Engage and influence at the core values level, not logical detailed level
Practice session 1 using Influence Checklist 1
Participants will practice:
1. Think on their Feet Skills: how to always have a sensible thing to say when corned using the PREP model (PREP = Position, Reason, Examples, Position)
2. Handling objections positively and politely
These practice sessions are done in pairs / trios at their tables with the facilitator moving from table to table to assist before conducting a final group debrief
Participants will practice:
1. Think on their Feet Skills: how to always have a sensible thing to say when corned using the PREP model (PREP = Position, Reason, Examples, Position)
2. Handling objections positively and politely
These practice sessions are done in pairs / trios at their tables with the facilitator moving from table to table to assist before conducting a final group debrief
Practice session 2 using Influence Checklist 1
Participants will practice:
1. “Speed Reading” the trainer to discover his core values and unconscious behavior patterns using small talk. This is done at the large group level. To do this, they will learn and practice how to ask and listen effectively
2. “Speed Reading” each other using small talk and is done in pairs / trios at their tables, with the trainer going from table to table to assist. Again, the ability to ask and listen effectively is practiced till proficiency is reached
3. Learn and practice when and how to inject the influence message on the spot, and at the right time. First done in large group setting involving the entire room, followed by pairs / trios practice at the tables
Participants will practice:
1. “Speed Reading” the trainer to discover his core values and unconscious behavior patterns using small talk. This is done at the large group level. To do this, they will learn and practice how to ask and listen effectively
2. “Speed Reading” each other using small talk and is done in pairs / trios at their tables, with the trainer going from table to table to assist. Again, the ability to ask and listen effectively is practiced till proficiency is reached
3. Learn and practice when and how to inject the influence message on the spot, and at the right time. First done in large group setting involving the entire room, followed by pairs / trios practice at the tables
Practice session 3 using Influence Checklist 2
Participants will plan in groups using the checklist and then use this to influence the trainer who acts as the person they want to influence. Other groups will provide feedback before the trainer offers his comments. Done this way, everyone in the room learns vicariously and at a far quicker speed than in a traditional workshop setting.
Participants will plan in groups using the checklist and then use this to influence the trainer who acts as the person they want to influence. Other groups will provide feedback before the trainer offers his comments. Done this way, everyone in the room learns vicariously and at a far quicker speed than in a traditional workshop setting.
Checklist 2: If you have time to prepare, e.g., a scheduled business meeting or pitch to client
Items in Checklist 2
1. Who do I want to influence?
2. My purpose – why do I want to influence this person?
Level 1: Practical and quantifiable goal
Level 2: Highest reason / intention to influence this person
3. Is this the right person to influence given my purpose?
4. Become this person and understand his / her emotions, behaviors, and why they would said yes to you?
5. What are their potential objections?
Items in Checklist 2
1. Who do I want to influence?
2. My purpose – why do I want to influence this person?
Level 1: Practical and quantifiable goal
Level 2: Highest reason / intention to influence this person
3. Is this the right person to influence given my purpose?
4. Become this person and understand his / her emotions, behaviors, and why they would said yes to you?
5. What are their potential objections?