WELCOME TO

INFLUENCING SKILLS
Anthony Rees

Anthony Rees

Facilitation, Training and Personal Development Consultant

BSc (Hons), MBA, MBTI, SDI, Belbin & DISC Accredited

Fellow Institute of Management Consulting

20 years FS / Management Consultancy and client facing

roles

Consultancy and Sales

Clients include Visa International, BAE Systems, Nokia

Siemens, SmartStream, Odyssey, Wall Street Systems,
Motorola, BT, PSD Group, Hedra, Capita & Capco.

FS Clients include JPMorgan Chase, Deutsche Bank, ABN,

ING, EBRD, BNP Paribas

What is Influencing?
Successful influencing
means getting a result
which meets the legitimate
needs of both sides.

Influencing is not..
Forcing others to accept your point of
view
Continuously nagging until they agree
Bargaining
Giving in to someone elses view,
even when you believe that they are
morally wrong
Giving advice

Agenda

Aristotle art of persuasion

Stakeholder analysis
Trusted Advisor
Trust Equation
Pull / push skills
Influencing Strategies

Aristotle on Persuasion

Ethos, logos, pathos

You

Ethos
Credibility
Self-confidence
Presence
Authority

Message
Logos
Content and
benefits of the
message

Your client
Pathos
Your
understanding of
and empathy with
your client

Ethos, pathos, logos

We need a minimum amount of
each component, otherwise the
client wont listen to us

Push and pull

Push
Talking about facts and
targets
Giving opinions and
judgements
Insisting on a point of view
Negating or going against
the others perceptions

Pull
Asking about values,
principles, priorities and
needs
Interest in the others
perceptions and emotions
Asking the other to explain
themselves and/or give
examples of what they
mean
Inviting new ideas, helping
to flesh them out
Encouraging new
perspectives
Respecting the others

Success factors
Push

Pull

The quality of the

ideas
The credibility and
authority of the
speaker
The ability to
make the right
people at your
support your
proposals

The quality of the

questions used to
obtain information
and check
understanding
The capacity to
put yourself in
your clients shoes
The ability to
build on your
clients proposals

 Umm, good morning, I mean good

afternoon ladies and gentlemen, this is
Captain Rees and I think we may be
somewhere near London on hopefully
our final approach to London Heathrow.
It is uncertain when we will land as air
traffic control may or may not let us
land, but hopefully I will try and get
you down there sometime soon.

How to increase your ethos,

logos, pathos

You

Ethos

Prepare meetings
Follow-up actions
Calm confident
voice and body
language

Message
Logos

Prepare
message

Your client
Pathos

Ask many open

questions to find
out your clients
priorities

Stakeholder Analysis

People: stakeholder analysis

Who are the
key people
involved in
this?

How
influential is
this person?
(H M L)

Decision Maker
Influencer

Their view of
you
Supporter

What does
each want
to happen?
Why?

Neutral
Against

14

The Trusted Advisor

A Trusted Advisor (David Maister)

Breadth of business
issues

Trusted Advisor

Subject matter
expert

Depth of Personal
Relationship
16

The Trust Equation

(Maister)

T=C+R+I
S
Where:
T
C
R
I
S

= Trustworthiness
= Credibility
= Reliability
= Intimacy
= Self orientation
17

Trust Realms

(Maister)

Component

Realm

Example

Credibility

Words

I can trust what he

says about..

Reliability

Actions

I can trust her to

Intimacy

Emotions

I feel comfortable
discussing this.

Self orientation

Motives

I can trust that he

cares about..

Individual Failings

(Maister)

Poor marks on

Get characterised by:

Credibility

Windbags

Reliability

Irresponsible

Intimacy

Technicians

Self orientation

Devious

Four Pull Skills

Four Pull Skills of Influencing Jenny Rogers

Create rapport
Authentic listening
Ask open questions
Be assertive

Create Rapport
Body language Open posture, tone
of voice gesture, eye contact, how
we occupy a space.
Matching body language, way you
occupy a space,

Listeningthe other side

of communication
Too many people see communication as merely
speaking.

Messages must be received as well as sent.

A good question to ask yourself is, are you really
listening or simply waiting for your turn to talk?
If you are thinking about your reply before the
other person has finished, then you are not
listening!

Poor listening habits are:

Not paying attention
Not answering concerns, because
you havent really heard the client
Rambling on, changing topics
Feeling defensive
Interrupting
Listening for points of disagreement

Effective listening behaviour

consists of:
Focusing on the speaker
Listening for the whole message
Listening without thinking what you are
going to say next
Hearing before evaluating
Addressing concerns with specific
answers
Paraphrasing what was heard
Watching nonverbal cues

Asking questions
A man is pushing a car to a
hotel. When he gets there the
hotel owner demands a large
sum of money.

Why?

Questions

I keep six honest serving

men
(They taught me all I knew);
Their names are What and
Why and When
Rudyard
Kipling:
"JustWhere
so stories"and
and
How
and

Who.

Questioning Styles
An OPEN question is one that
encourages a full response
A CLOSED question is one that can
be answered with a short answer

Assertiveness
Ask for what you want
Set the request straightforwardly
using I
Use the persons name
Say no
Explain why?
Have an opinion

Influencing Strategies

Influencing strategy

Attitude
For

Coalition
building
Win over/
coalition
building

Neutral

Winnin
g on
board

Leave alone
Take out of play

Against

Distract or fragment

Low

Medium

Influence

High