 Event
Overview
Effective business developers know that appropriately
influencing new and existing clients is not about manipulation;
rather it is a profoundly important behavior in establishing and
building an effective client relationship. In this thought-provoking
event, you will learn the critical difference between influencing
power (which focuses on your client's needs) and coercive power
(which disregards your client's needs). You will discover techniques
to build influence with clients, to use influence with integrity
to help clients make solid decisions, and to sustain influence
with clients in ways that will benefit both them and your company.
Who Should Attend this Event:
People who wish to increase his or her own
influence in an effort to build more productive relationships
with clients.
Event Outcomes
Participants of this event will leave with
the ability to:
- Differentiate between influence and coercion.
- Build influence with new or existing clients by clarifying
and supporting their needs.
- Act on enhanced knowledge of how peoples' behavior is influenced
by others
- Positively influence clients without 'manipulating' them
- Increase personal influence by bringing relevant knowledge
and skills to the client
- Sustain influence with clients by following through on commitments,
and contributing suggestions for future business opportunities
- Apply specific strategies for influencing people
Event Key Topics
- What Influence Is—and Isn't!
- Bases Of Power
- Exploring Ethical Considerations
- Building Influence: Defining Relationships and Expected Results
- Using Influence: Providing Expertise to Clients Resulting
in High-Quality Decisions
- Sustaining Influence: Demonstrating Commitment and Support
to Your Client
Event Length: This
event runs 1/2 day
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