How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 115

Influencing Techniques: Preparation
The Steps in Preparation include:

1.

Goal Setting: What do you want to achieve?

2.

What is the range of things the other person could offer?

3.

What would you be prepared to accept? (i.e. what is your fallback position)

4.

What are the facts and figures behind the situation?
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5.

When did it happen?
How many times?
Over what period of time?
What is the effect on the customer, individual, company, …?
What evidence can you provide?
Who are you influencing in terms of personality and style of
working? What approaches may help influence them? For
example:

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Are they statistics orientated?
Like examples painted for them?
Are they visionaries where you describe what it would be like if
they agree to your proposals?
Do they respond best to information placed in graphs/pie charts?
Do they prefer flowcharts and diagrams?
What values are important to them?
What sense of humor do they have?
What pressures and challenges are they faced with at this time?

Thinking about the Influencee in this way can help us plan our
communication style during the meeting.

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