Persuasion strategies
rapport which is founded on research in the applied behavioural sciences, neuro linguistics and psychometrics as tools for creating rapport and managing the process towards ‘win-win’ solutions.
Personal integrity as an influencer: identity, boundaries and self confidence Finally, whether you are a professional or management services adviser, consultant, trainer, educationalist, customer services manager, coach, business owner, team manager or leader in any context, you have an important role to influence and persuade. You will know that your ability will reflect on you as a person and your identity in your role. Selling and persuasion are probably quite challenging, as you may find. It is easier
if you will be looking for feedback to see how your own skills are progressing. As you are creating your persuasion, influence or selling identity, you know what is important to you. As a person of considerable influence, you will have formulated values that work for you. These values, standards and rules depict who you are and for what you stand, and should never be compromised. They are your personal boundaries that say who you are – and how you do business – never deny them. Defend your boundaries, maintain your integrity. Decide who you are and how you will do business. Your flexibility is to help your client, not to bend to unreasonable wishes. If you pursue rapport and establish value for them, your boundaries will not be compromised. If you
are forced to drop your standards for a compromised agreement in which you are uncomfortable – walk away. Be confident that other business will follow on your own terms.
Some will want to
negotiate with you to break your boundaries. Stick with what you believe is right. Maintaining realistic boundaries only adds to your confidence and your clients will see that as they transact business with you. So stay loyal and decide what profile your persuasion or influencing style will typify. Who you are and what you are about means that your own personal position gets stronger and you build your own brand, becoming a master persuader, confident that your expertise rests on an inner core of integrity in how you transact business.
Management Services Winter 2012
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About the author Philip Atkinson is a consultant specialising in strategic, behavioural and cultural change. He is a member of various training consortia and has recently focused on creating innovative business simulations through Learning Strategies Ltd. He consults in the UK, Europe and US, has written seven business books and published many articles, speaks at conferences and runs workshop sessions for leading companies. Philip can be contacted on +44 (0) 0131 346 1276 or visit www.
philipatkinson.com
U.K. Methods-Time Measurement Association (2000) Ltd.
The UK MTM Association advises all interested parties that the next distance learning course for MTM-UAS will commence late January 2013. The course will be conducted in the West Midlands at Tamworth. A total of ten persons are currently scheduled to attend and achieve the next phase of their PMTS education.
There is currently a considerable demand for contract personnel qualified in UAS, both in the UK and throughout Europe. If you are interested in joining this group please contact the UK-MTM Association by email,
ukmtma@googlemail.com, and we will contact you with the details of the next set of training courses. These will be held during 2013 depending on the interest shown, with a minimum of five persons the cost will be £ 450 each.
During 2012 the Association has delivered MTM-1, MTM-2, and UAS training to a new group of five instructors and a further 25 persons in MTM-UAS and MTM-2. This shows that there is still a strong demand to cover the statement ‘IF YOU DON’T KNOW HOW LONG IT TAKES, YOU DON’T KNOW HOW MUCH IT COSTS’.
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