Influencing Pocketbook
Published on 16. September 2015
112 pages
978-1-908284-46-4 (ISBN)
Description
Influencing skills are at the heart of all successful communication. The Influencing Pocketbook examines influencing styles, how to establish rapport, dealing with different personalities, handling resistance and, crucially, getting a decision. The new 2nd edition of this pocketbook lists five easy steps to influence, eight influencing styles, ten good reasons to build rapport and four different personality types with influencing techniques for each. In an American Management Association survey, in answer to the question 'What is the number one need for success in business today?', the most popular answer was 'To persuade others of my value and the value of my ideas'. Author Richard Storey has written widely on the subject of persuasive communication, including books for Gower and Random House.
More details
Content
- Cover
- Copyright Notice
- Enjoy the read!
- Title page
- Publisher
- CONTENTS
- PLANNING TO INFLUENCE
- WHAT IS INFLUENCING?
- MASTERING THE ART
- TYPICAL AREAS OF OPEN INFLUENCE
- TYPICAL AREAS OF HIDDEN INFLUENCE
- SIX FUNDAMENTALS
- WHO, WHAT, WHERE, WHEN?
- YOUR INFLUENCING OBJECTIVES
- FIVE EASY STEPS TO INFLUENCE
- BEHAVING AS IF YOU WILL SUCCEED
- BELIEVE IN YOURSELF
- REHEARSE, REHEARSE, REHEARSE
- INFLUENCING STYLES
- THE FLEXIBLE MANAGER
- NATURAL STYLES
- THE AUTOCRATIC, PUSH APPROACH
- THE COLLABORATIVE, PULL APPROACH
- THE LOGICAL APPROACH
- THE EMOTIONAL APPROACH
- THE ASSERTIVE APPROACH
- THE PASSIVE APPROACH
- THE SALES APPROACH
- THE BARGAINING APPROACH
- THE POWER OF POSITIVE BEHAVIOUR (1)
- THE POWER OF POSITIVE BEHAVIOUR (2)
- MODELLING BEHAVIOUR
- WHAT'S IN IT FOR ME?
- WHAT MAKES PEOPLE SAY YES?
- GIVE PEOPLE WHAT THEY WANT & NEED
- PRINCIPLES & VALUES
- BELIEFS & OPINIONS
- NEEDS & NECESSITIES
- WANTS & WISHES
- DEPENDS WHAT'S ON OFFER
- FEATURES, BENEFITS & ADVANTAGES
- THE BENEFIT BALANCE SHEET
- COMMUNICATING YOUR MESSAGE
- INTRODUCING SUPERQUESTIONS
- DEALING WITH LAZY LANGUAGE
- SUPERQUESTIONS THAT CLARIFY
- DEALING WITH LIMITING LANGUAGE
- SUPERQUESTIONS THAT CHALLENGE LIMITATIONS
- WHEN TO USE SUPERQUESTIONS
- SOFTENING YOUR SUPERQUESTIONS
- NOW JUST LISTEN TO ME
- WHOLE BODY LISTENING
- LISTEN WITH YOUR EARS
- LISTENING WITH YOUR EYES
- LISTENING WITH YOUR HEART
- INFLUENCING THROUGH RAPPORT
- WHAT EXACTLY IS RAPPORT?
- UNDERSTANDING THE OTHER PERSON'S PERCEPTIONS
- WHAT ARE MAPS OF REALITY?
- SELF-DISCLOSURE
- BIOGRAPHIC MATCHING
- PACING
- LEADING
- MISMATCHING
- NETWORKING
- MAKE NETWORKING WORK FOR YOU
- NETWORKING IN ACTION
- INFLUENCING DIFFERENT PERSONALITIES
- FLEXIBLE BEHAVIOUR
- THE FOUR TYPES
- THE PROACTIVE LEADER
- INFLUENCING THE PROACTIVE LEADER
- THE ANALYTICAL LISTENER
- INFLUENCING THE ANALYTICAL LISTENER
- THE REACTIVE FOLLOWER
- INFLUENCING THE REACTIVE FOLLOWER
- THE CREATIVE TALKER
- INFLUENCING THE CREATIVE TALKER
- POINTS TO REMEMBER
- HANDLING CHANGE & RESISTANCE
- INFLUENCING CHANGE
- KNOWING WHAT YOU WANT
- FIVE STEPS TO SUCCESFUL CHANGE
- WHY DO PEOPLE RESIST & OBJECT?
- WHAT TYPE OF RESISTANCE?
- STRATEGIES & TACTICS
- COVERT DISAGREEMENT
- OPEN DISAGREEMENT
- RELUCTANT COMPLIANCE
- UNDECIDED
- NO INFORMATION/INSUFFICIENT INFORMATION
- NOT ABLE TO SEE A NEED
- NEED TO THINK IT OVER
- WRONG TIME
- REFERRING DECISION TO OTHERS
- GETTING A DECISION
- WHY IS IT NECESSARY?
- SPOT THE SIGNALS
- DEALING WITH DITHERERS
- WAYS & MEANS
- The Alternative Choice Question
- The Minor Decision
- The Assumptive Question/Statement
- The Benefit Summary
- FURTHER INFORMATION
- About the Author
- Title Listings
