The Influence Workout: The 10 Tried-And-Tested Steps That Will Build Your Influencing Power

Cover......Page 1
Title Page......Page 4
Copyright......Page 5
Contents......Page 6
About the authors......Page 10
Acknowledgements......Page 11
Publisher's acknowledgements......Page 12
The Wind and the Sun......Page 15
Introduction......Page 16
Self-assessment questionnaire......Page 20
Part 1 10 steps to greater influence......Page 24
  Examine the key relationships you have at work and home and understand what gives you influence in them. Place those key stakeholders on the 'engagement scale.' Recognise the wider-reaching ripples of influence that you have, and the limits of your influence.......Page 26
  Learn to use your body to convey the influence and impact you wish to have. Understand how we 'give ourselves away' and undermine our influence by having weak non-verbal habits. Learn to use your body to give you greater confidence and command.......Page 33
  What makes a voice effective? Learn the skills of the greatest speakers to ensure that your voice carries the right impact and makes the best connection with your audience, whether they are a large group or an individual. Learn techniques for controlling your breathing, and pace, volume and flow of your voice.......Page 43
  Presenting to your department or colleagues is an opportunity to have great influence over them, so you'd better make sure it's a positive influence! Learn how to embody confidence, ease and assuredness, while remaining genuine and connecting with your crowd.......Page 51
  In order to have influence, you have to know what you stand for. Learn how to define your core, and allow that definition to inform your communication and choices when seeking to influence stakeholders.......Page 60
  What you say matters nearly as much as how you say it. Work through a clear intentional plan that will inform the choice and delivery of words. Bring your language to life using the skills of an actor.......Page 67
  Whether you are preparing for a talk, a meeting, an interview or just a normal day at work, it is essential to focus on the impression you give. Everyone is watching you at all times in the workplace; learn how to shape the role you play and how to evaluate and meet the differing needs of your audience.......Page 75
  Communication takes many forms, and to be at your influential best you need to learn to improvise, be flexible, reactive as well as proactive. Like all things, it's a balance. Learn the essentials of flexible communication. Learn to listen well.......Page 83
  Know when to be direct and clear. Learn how to construct an elevator pitch in seconds and deploy it with skill. Know when less is more, and make your message succinct.......Page 92
  Influencing isn't an overnight sensation. Plan your goals and stakeholder relationships over years, and understand your long-term goals and strategy.......Page 100
Part 2 10 influencing skills in action......Page 106
 Skill 1 Influencing a team......Page 108
 Skill 2 Influencing a colleague......Page 114
 Skill 3 Influencing in a meeting......Page 119
 Skill 4 Influencing senior management......Page 123
 Skill 5 Influencing a client......Page 127
 Skill 6 Influencing in an interview......Page 133
 Skill 7 Influencing in a phone call......Page 139
 Skill 8 Influencing in a crisis......Page 143
 Skill 9 Influencing in a presentation......Page 147
 Skill 10 Influencing from the front (as leader)......Page 151
Part 3 10 influencing challenges in action......Page 156
 Challenge 1 How do I influence without 'treading on people's toes'?......Page 157
 Challenge 2 How do I influence a diverse team?......Page 159
 Challenge 3 How do I turn around a failing presentation?......Page 162
 Challenge 4 How do I influence when there is conflict in my team?......Page 165
 Challenge 5 How do I influence someone who's senior to me whom I never meet?......Page 169
 Challenge 6 How do I influence someone reluctant to shift?......Page 171
 Challenge 7 How do I remain credible at all times?......Page 174
 Challenge 8 How do I ensure my influence has the required impact?......Page 176
 Challenge 9 How do I influence when I'm under pressure?......Page 178
 Challenge 10 How do I ensure I influence positively?......Page 180
Putting it into action (the mentor toolkit)......Page 184
 How to work with a manager or colleague to put your new skills into action......Page 0
 How will you do it?......Page 192
Index......Page 195