Influencing : Influencing
Program Coverage : Program Coverage Influencing fundamentals
Process of reality creation
Rapport building
Influencing Fundamentals : Influencing Fundamentals People are more willing to be influenced when they :
Feel good about you
Feel valued with you
Think you are on their side
Think you have understood their needs
Think you will do every thing to take care of their needs
Trust you
Key tool : Key tool Listening Intelligently
Slide 5 : Influencing is helping others win
Psychological underpinnings of People management : Psychological underpinnings of People management
Process of Reality Creation : Process of Reality Creation
The continuous loop : The continuous loop Result Feeling Physiology Thought IV I II III Action
Influencing interventions : Influencing interventions Planting positive thoughts Encouraging the Heart Observe the body language Enabling support Feedback Celebration
Influencing Framework : Influencing Framework
Rapport Building : Rapport Building 53% of the impression you make on another person comes from your behavior and body language.
40% of the impression you make comes from who you are, your credibility and competence. Are you likable, interesting?
7 percent of the impression you make comes from the actual words you say.
Building Rapport needs : Building Rapport needs Being interested in the person
Paying attention
Mirroring
Match your voice
The objective of building rapport is to “develop liking for the person”.
Rapport building : Rapport building Reflecting
Probing
Slide 14 : Thank You