Influence - Leveraging Effective Communication

Key Competencies Addressed

Primary: Trading Partner Development
Secondary: Strategic Business Planning, Financial & Business Acumen

Description

This 1-day course is designed to help you deliver superior results by maximizing your influence. Participants will learn to apply our 6-step influence process, in a collaborative way, for mutual benefit. Through a combination of lectures, workshops and personal applications, participants will be ready to apply their learning immediately. This course is particularly valuable to people with limited sales experience.

Course Modules

• The Influence Process
• Define your objective
• Build your map
• Determine your currency
• Plan your interaction
• Exert your influence
• Synthesis
  

Learning Objectives

• To describe influence
• To recognize opportunities to apply the influence process
• To explain each step of the influence process
• To identify immediate and long-term personal applications for the influence process and associated influence skills
  

Supported Behaviors

• Trading Partner Development
  • Integrating knowledge of customer needs and strategies into proposals
  • Developing and delivering a compelling selling story
  • Effectively handling concerns, questions and objections
• Strategic Business Planning
  • Develops plans with trading partner to meet immediate business needs
• Financial & Business Acumen
  • Demonstrates understanding of trading partner and the company corporate scorecard and considers them in making decisions
  • Understands financial implications of business decisions on both the trading partner and the company