Influencing skills

INFLUENCE
 The capacity to have an effect on the character,
development, or behavior of someone or something,
or the effect itself.

INFLUENCING SKILLS
Influencing is a necessary skill for anyone in business, whether a person is a
manager or a salesperson. The ability to bring others to your way of thinking
without force or coercion is important in business. Influencing others is a
transferable skill business persons take with them from job to job in the business
world. Managers want to convince employees to work hard, and salesmen need
to convince clients their product is the best purchase choice, for example.

Why to learn Influencing Skills
 Influence is not inherently good or bad
 Influence can be used for purely selfish reasons
 Influence can be used to enhance organizational
effectiveness
 Influence can help get a job done is an effective manner
Managerial success is firmly linked to the ability to
exercise the right sort of influence at the right time

HOW TO INFLUENCE PEOPLE
1. BUILDING RELATIONSHIPS
 Having a friendly, outgoing personality goes a long way when it comes to having an
influence on the people around you. People respond to people who are comfortable
in their own skin, and are more inclined to follow their lead. But don't treat them like
they are lower than you. Treat everyone like a friend, not like a younger sibling.
People don't like when you are full of yourself. Smile. People are drawn to a friendly
smile. It makes you seem approachable and trustworthy.
 Ask questions. Engage other people in conversations. Show an interest in them and
they will become more open and responsive. Another way to start a conversation is
simply asking for a pencil or helping them with something they seem to be struggling
with.
 Plan activities. Take the initiative and organize a group trip, for example, hiking or to
a concert. This will help you make them friends and show them that you like them
and include them.

2. DEMONSTRATE INTEREST IN OTHERS
In order to make a good impression, you need to show an active
interest in the person you're talking to. Listen to what they are
saying. A good listener learns a lot about people.
 Ask stimulating questions about the other person's interests and
opinions.
 Respond to their questions with a sense of the topic. For
example, if it is an upsetting conversation about sickness, don't
tell a joke. Responding correctly will generate a sense of trust and
create a bond between you.

3. ADDRESS PEOPLE BY NAME
People are more likely to respond when they hear their name, as the
use of their name makes your message more personal to them.
 By remembering to use someone's name, you will seem like an
interesting person who pays close attention to details. It is the
same as remembering their birthday, so take notice in what they
have to say about themselves.

4. BE AN ACTIVE PARTICIPANT IN DISCUSSION
Building a relationship with someone is a two way street. It's about
response and trust. You shouldn't use a conversation as a vehicle
for forcing your ideas and opinions on others, without letting
anybody else get a word in edgewise. Equally, you shouldn't
check out of a conversation either, nobody wants to feel like
they're talking to themselves.

5. TALK ABOUT THE INTEREST OF OTHERS
Encouraging someone to talk about the things they are passionate about is
another great way to demonstrate an interest in others. It is also one of the
best ways to get to know someone, a vital component in building a
relationship. Even the shyest person will open up if you get them going on a
topic they love.
 If you find out that someone likes reading, ask them about the best book
they've read lately, or ask them to recommend something for you.
 If they're interested in something like rock climbing, ask them how they first
got involved and see if they'd be willing to bring you along sometime.
 Try not to overpower the other person by talking about your own interests
too much. Remember, the aim is to make them feel interesting. Of course, if
they're genuinely interested in hearing about your recent skydiving experience,
don't refuse to talk about it!

6. RESPECT THE OPINIONS OF OTHERS
It is important to always respect other people's opinions, even during a
disagreement. You do not need to agree with the other person, but you
should allow them to express their opinions and beliefs without contradicting
or belittling them. Relationships are built on trust and mutual respect, so it is
important to recognize and accept your differences.
 If you really have to disagree with someone, recognize that although you
don't agree, what you hear is not unreasonable. “Yes, I see where you're
coming from, however, . . .”
 Make generous use of the metaphor of perspective. “Yes, but if you look at it
from a different point of view,. . .”
 Never tell another person that their opinions are crazy, stupid or worthless.

7. SECURE YOUR PLACE WITHIN A SOCIAL CIRCLE
Establish your place within a social circle by becoming friends or respected
acquaintances with as many people within that circle as possible. This will
increase your influence and power over that circle as a whole.
 Don't just tag along and look bored if your friend introduces you to a new
group of people. Seize the opportunity. Interact with them and try to get to
know them, you don't know who you might meet!
 Speak to people within the circle you don't normally hang out with. Try to
become friends with them for their own sake, not just because you know
them through someone else.
 Host a party or group activity of some kind and invite as many friends,
acquaintances and friends of friends as possible, then work the room!

Types of Influence
 Inducing Change in Attitude – Persuasion
 Inducing Change in Behaviour – Compliance
 Inducing Change in Belief – Propaganda

PERSUASION
Process aimed at changing a person’s (or a group’s)
attitude or behavior toward some event, idea, object, or other
person(s), by using written or spoken words to convey
information, feelings, or reasoning, or a combination of them.

COMPLIANCE
The act or process of doing what you have
been asked or ordered to do : the act or process
of complying

Propaganda
 Propaganda is a specific type of message
presentation directly aimed at influencing the
opinions of people, rather than impartially providing
information. In some cultures the term is neutral or
even positive, while in others the term has acquired a
strong negative connotation. Its connotations can
also vary over time.
 The aim of propaganda is to influence people's
opinions actively, rather than merely to communicate
the facts about something.
 .What separates propaganda from "normal"
communication is in the subtle, often insidious, ways
that the message attempts to shape opinion.

Influencing skills

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