The Banking and Corporate Finance Training Specialist

Art & Skill of Persuasion A Workshop for Finance Professionals

This course is presented in London on:

10 September 2018

This course can also be presented in-house for your company or via live on-line webinar

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+44 (0)20 7387 4484

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Course Overview

This course is suitable for professionals working in both the finance and other industries where persuasion skills are essential.

Participants will: Explore what makes a successful persuader and what qualities are needed

Get to grips with preparing to persuade by building trust and rapport Realise what other people want by setting clear objectives on the scope Learn about the range of communication styles depending upon the situation

Gain knowledge within the overcoming of resistance Get to grips with how to state your case persuasively

Identify frequently encountered objections

Your course director has spent more than 40 years in the banking and financial sector, much of it in a senior managerial/Director role. He is a former Institute of Banking Lecturer, having gained distinctions in the exams. He is a subject matter aspect on all aspects of retail, corporate

and global banking, including risk management and regulatory compliance. He has lectured extensively to both leading global financial institutions and to smaller bespoke specialists. He

has delivered extensive programmes in all parts of the world including the USA, Europe, MENA, Africa and Hong Kong. He is currently an accredited Master Trainer at the world’s biggest global

bank.

You will often hear it said by senior colleagues that the key to being an effective influencer is to ask “can you make things happen” and do you possess some ability to persuade people to take certain actions or accept decisions, even if they’re controversial. It is tempting at times

of frustration to say “no, that’s not me” but there are two crucial points to remember. Firstly, we all get our people skills in arrears and it is only through practice and experience that we

improve because we learn by our mistakes. Secondly, outside of the work environment, we all use skill and persuasion highly effectively and without even thinking about it. Some of us are naturally better than others but if we actually had no persuasion skills, none of us would meet

partners, raise a family or be able to organize social events. So we all have the necessary “x” factor, its transferring it into a work environment that seems to be the real barrier for most of

us. Many people regard the “art of persuasion” as a difficult skill set to master — but it most

certainly is not and it doesn’t have to be. Practice and experience followed by practice and experience are the key.

This workshop style course has been designed to meet the needs of professionals who need to build relationships within their organisation in order to get colleagues on side and for those in

a sales or account management role who are dealing with potentially difficult customers or situations. It will help you bring people around to your way of thinking, reducing resistance to

new ideas and eliminating conflict. You will learn how to build rapport more easily by utilising appropriate communication styles and practise persuasion techniques for dealing with difficult people and situations.

Course Overview

Background of the trainer

Course Objectives

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Understanding Persuasion What makes a successful persuader?

The qualities of a successful persuader Influencing and persuading, not manipulation

Defining persuasion and influence Principles of effective influencing Self- Belief, Confidence & Assertiveness

What do we mean by push and pull styles of persuasion The psychology of persuasion – the basics

Exercise: Persuading members of the group to do business with you in just one

minute

Preparing to persuade Building Trust

“Mocking Bird” Theory Non verbal communication

Building Trust and rapport Finding out what others want or need - listening and questioning Perception – how you perceive situations and how others may perceive you

Exercise: Persuading a best friend to lend you their new dream sports car when

they secretly think you are a reckless driver.

Explore what others want Setting clear objectives on the scope of selling you wish to embark on Effective questioning techniques

Realise the values and motivations of others Hone your listening skills and overcome barriers to active listening

The identification of individual ‘filters’ and how to overcome these The power of positive thought – preparing for the persuasion discussion

Exercise: Getting a car fixed by a lazy and indifferent mechanic at the best price,

when you are desperate to continue an urgent journey.

Communication Style Choose from a range of communication styles depending upon the situation

Learn to respond, rather than react Open, leading and closed questions. The Funnel questioning technique.

Understanding values and how to persuade around these Questioning techniques to understand values and build relationships

Exercise: Persuading your boss to allocate the pay and rations pool more fairly than

just you and them.

Overcome resistance Select one of the six levels of assertiveness, without compromising the values of others

Apply a practical 6-step Influence Model Using FAB to match the needs gathered from customers Dealing with conflict – handling difficult situations without emotions

Presenting your case with impact, taking the values of others into account

Example: Getting a colleague to lend you a member of staff who you really need, when they know you have a reputation for over resourcing your area.

State your case persuasively Presenting at the right stage.

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+44 (0)20 7387 4484

Example: Getting a colleague to lend you a member of staff who you really need, when they know you have a reputation for over resourcing your area.

State your case persuasively

Presenting at the right stage. Adopt strategies that work for you State your case assertively and convincingly.

Knowing the audience Gathering the content

The 10/80/10 rule for structuring the presentation Delivering a presentation

Exercise: Picking an object at random in the room, persuade the rest of us to buy it from you in a minute or less.

Handling Objections Identifying frequently encountered objections. The pre-emption of objections.

Developing appropriate responses.

What Redcliffe’s clients are saying about the course;

“Practical examples and Case studies. The trainer supported us to practice the

techniques in a very soft way”

“Very interactive & Informative”

“Enthusiasm and critical assessment of Lecturer!”

“The trainer is a very good teacher who gives a lot of real life examples to illustrate the points”

“I enjoyed being in a small group as it allowed us to go through many case studies”

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+44 (0)20 7387 4484

9:30-17:00

London

Standard Price: £495 + VAT Membership Price: £396 + VAT

In-House Training

Delivering this course in-house for a number of participants could be very cost effective.

The venue and timing can be agreed to suit the client, as well as the selection of the trainer and the precise contents of the seminar.

Tailored Learning

All of our training courses can be tailored to suit your company’s exact training needs.

We will work closely with you to help develop a training programme with content that is unique for your organisation.

Please email us on enquiries@redcliffetraining.co.uk for more information

E-Learning

This course can also be presented as a bespoke e-learning programme created by you to fit your exact requirements.