Persuasion, Negotiation & Presentation Skills A 3 day interactive workshop giving you a practical set of techniques

Transcription

1 Persuasion, Negotiation & Presentation Skills A 3 day interactive workshop giving you a practical set of techniques This course is presented in London on: March 2018, September 2018 The Banking and Corporate Finance Training Specialist

2 Course Objectives Participants will: Gain an introduction to negotiation skills for finance professionals Get to grips with the interests and the options within the negotiation Learn about the negotiating process in relation to soft skills Get an understanding of negotiation outcomes which could occur Learn about making proposals and giving & receiving concessions Expand the Course understanding Overview of the challenges psychological elements Gain an introductions in the essentials which are the presenter, the material and the audience Learn about what the presenter needs to say through researching, writing and editing Get to grips with knowing the audience and how to develop presentations that appeal Explore the basic and advanced delivery methods and identify the basic criteria to consider Identify the key communication skills needed and how to physically and mentally prepare Learn to perfect the skills, how to encourage discussion and deal with questions 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 Background of the trainer 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. Course Overview A bespoke solution for professionals at all levels of their career. This three day seminar covers all aspects of those seemingly difficult soft skills which we all wish we found easier and yet for some of us are at best daunting and at worst terrifying especially presentations. The truth is, everybody can and is able to master all of these skills it is merely a question of confidence, technique and practice, hard work and more hard work. The naturals make it look easy because in reality they work hard behind the scenes and have practised over and over. This course can be taken as a three day session or as simply one or two separate days, depending on which skill set delegates feel need to be honed. Each day is a stand-alone session but the object is to build a complete tool set hence the recommended full 3 days. The three sessions are: Day 1 The Art of Skill & Persuasion Day 2 Negotiation Skills for Finance Professionals Day 3 Presentation Skills for Finance Professionals

3 Day 1 The Art of skill & Persuasion - The first day has been designed to meet the needs of finance 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. This course 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 practice persuasion techniques for dealing with difficult people and situations. Day 2 Negotiation skills for Finance Professionals - The second day will help delegates to become masters at the art of negotiating the win-win outcome so often mentioned in selling textbooks. It examines the best ways of dealing with customers of all types whilst remaining mindful that the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Hard selling works, sometimes usually only once. Negotiated sales generate repeat business and ultimately longer term relationships. Day 3 Presentation Skills for Finance Professionals - The third day will help you to overcome these unwarranted fears and turn you into the competent presenter that is within all of us once we realise it. Presentation skills are possessed by everyone, no matter how challenging it seems. Everyone can present and present well, the secret is hard work, preparation, practice and more hard work. The so called masters make it look easy because they work very hard behind the scenes to plan the process and have practiced over and over again. Course Content Day 1 The Art & Skill of Persuasion A Workshop for Finance Professionals 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

4 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. 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. Day 2 - Negotiation Skills for Finance Professionals Introduction The Process of Negotiation The soft parts of negotiation Behavioural elements Psychological elements

5 Objectives in negotiation Communication Skills of the Effective Negotiator Assessing information Establishing the parameters What is the win-win outcome Exercise: Tell us all in one minute why we should buy your product/service The Interests Interests The difference between positions and interests Identifying and prioritising your interests Common mistakes when handling interests When is negotiation a good idea? The elements of an effective negotiation Exercise: Closure - a deal will not close and expires soon and you have been sent to see the client by the CEO to establish why there are delays. Can you get the deal completed by expiry day? The Options Generating and evaluating possible options Identifying your ideal outcome Common errors when generating options Exercise: The Downsize, as a main board director, try to persuade two junior department heads to lose some of their people as part of a cost cutting exercise. Will you achieve your goal or will your colleagues get their way no losses! Understanding Negotiation Outcomes Evaluate the options Where do you think it will end Is there a win or would a compromise be better Setting clear objectives Being prepared to lose when it makes sense Exercise: Call at the bank as a business owner, to share with them why you are reluctant to sign off a deal they have offered you for a major funding. The reasons may not be as straightforward as they seem. Can they put your minds at rest, or not! The Negotiating Process soft skills Making proposals and giving and receiving concessions Breaking Deadlock Agreeing a remedy Understanding the negotiator s role Key stages of the process Giving information Reading signals Making a plan. Reviewing assumptions Working through the meeting/discussion process Probing in order to develop understanding Reaching agreement

6 Exercise: Master of the Universe you are summoned to a meeting with the CEO. You are certain this is a long overdue promotion. Be prepared to negotiate the best possible terms. Challenges psychological elements Different types of people Behavioural approaches & body language Deadlocks, Standstills & Concessions Tricks, Traps & Tactics When & Where to Negotiate Electronic Media are not ideal Exercise: The Presentation. You are asked to present a detailed synopsis of your product/service to clients. Will you be able to give them enough detail! Course Conclusion Summary Debrief Day 3 - Presentation Skills for Finance Professionals The Essentials - The Presenter - You Carrying out the essential checks Presenting the right image Using your words, tone and body language Working with the qualities of your voice Acknowledging and overcoming nerves Using relaxation techniques Using mannerisms and gestures to enhance impact The qualities of a successful presenter Exercise: A high profile and well known subject will be allocated to each member of the group (can be changed if you don t like your topic). Each member will prepare a 5 minute flip chart presentation to tell us about the topic. These will continue one or two at a time between each session. The group will be asked to give positive feedback to each presenter The Essentials The Material What Are You Going to Say Performing a needs analysis Writing the basic outline Researching, writing and editing Establishing a clear purpose Using successful information gathering techniques Choosing the best route through your material Identifying the key points Creating strong openings and closings Knowing the pros and cons of different visual aids Making it big, bold and brilliant The Essentials The Audience Who Will You be Saying it To Knowing your audience to develop presentations that appeal Building rapport

7 Getting and keeping them on your side Working with questions Handling difficult people Understanding group dynamics Next Step Delivery Methods Basic methods Advanced methods Basic criteria to consider Choose from a range of communication styles depending upon the situation Listening and Hearing: They aren't the same thing Asking questions Communicating with power Example: Each delegate will be asked to prepare a presentation based on their own product or service (the delegate to choose) and will be asked to present it to the group. The group will give positive feedback after each presentation. These will be completed either one or two at a time. Next Step Communication Skills What do we mean by Communication Preparing mentally Physical relaxation techniques Appearing confident in front of the crowd Non-Verbal Communication Skills Body language The signals you send to others It's not WHAT you say, It's HOW you say it Presenting your case with impact, Perfecting your skills Make them laugh a little Ask them a question Encouraging discussion Dealing with questions Creating Fantastic Flip Charts Creating Compelling PowerPoint Presentations WOW your Audience Vibrant Videos and Amazing Audio 09:30-17:00 London Standard Price: 1,395 + VAT Membership Price: 1,116 + VAT Delivering this course in-house for you to a number of participants could be very cost effective.