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

201 Pages·2015·2.046 MB·English

by  Michaels, Guy;Windle, David

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• Take action – Experience 10 situations where workout
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• Face your fears – Take on 10 common
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This book really works. And just to be sure, it’s already been
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David Bakst, Operations Director, Sabien Technology Ltd
The Influence Workout
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The Influence
Workout
The 10 tried-and-tested
steps that will build your
influencing power
David Windle and Guy Michaels
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Pearson Education Limited
Edinburgh Gate
Harlow CM20 2JE
United Kingdom
Tel: [phone]
Web: www.pearson.com/uk
First published 2015 (print and electronic)
© Pearson Education Limited 2015 (print and electronic)
The rights of David Windle and Guy Michaels to be identified as authors of this work
has been asserted by them in accordance with the Copyright, Designs and Patents
Act 1988.
Pearson Education is not responsible for the content of third-party internet sites.
ISBN: 978-1-292-01713-6 (print)
978-1-292-01715-0 (PDF)
978-1-292-01716-7 (ePub)
978-1-292-01714-3 (eText)
British Library Cataloguing-in-Publication Data
A catalogue record for the print edition is available from the British Library
Library of Congress Cataloging-in-Publication Data
Windle, David.
  The influence workout / David Windle and Guy Michaels.
       pages cm
  ISBN 978-1-292-01713-6 (print) — ISBN 978-1-292-01715-0 (PDF) -- ISBN 978-1-
292-01716-7 (ePub) — ISBN 978-1-292-01714-3 (eText)
 1.  Influence (Psychology) 2.  Persuasion (Psychology)  I. Michaels, Guy. II. Title.
  BF774.W56 2015
  358.4’092—dc23
                                                             2015005339
The print publication is protected by copyright. Prior to any prohibited r eproduction,
storage in a retrieval system, distribution or transmission in any form or by any
means, electronic, mechanical, recording or otherwise, permission should be
obtained from the publisher or, where applicable, a licence permitting restricted
copying in the United Kingdom should be obtained from the Copyright Licensing
Agency Ltd, Saffron House, 6-10 Kirby Street, London EC1N 8TS.
The ePublication is protected by copyright and must not be copied, reproduced,
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All trademarks used herein are the property of their respective owners. The use of
any trademark in this text does not vest in the author or publisher any trademark
ownership rights in such trademarks, nor does the use of such trademarks imply any
affiliation with or endorsement of this book by such owners.
10 9 8 7 6 5 4 3 2 1
19 18 17 16 15
Print edition typeset in 10/13 Scene Std by 71
Print edition printed and bound in Great Britain by Henry Ling Ltd, at the Dorset
Press, Dorchester, Dorset
NOTE THAT ANY PAGE CROSS REFERENCES REFER TO THE PRINT EDITION
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Contents
About the authors ix
Acknowledgements x
Publisher’s acknowledgements xi
The Wind and the Sun xiv
Introduction xv
Self-assessment questionnaire xix
PART 1 10 steps to greater influence 1
Step 1 Relationships – understand your sphere of
influence 3
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.
Step 2 The body of influence – non-verbal impact 10
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.
Step 3 Maximise your voice 20
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
v
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Contents
audience, whether they are a large group or an individual.
Learn techniques for controlling your breathing, and
pace, volume and flow of your voice.
Step 4 Present with power 28
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.
Step 5 Know yourself 37
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.
Step 6 Words – the emotional and logical appeal 44
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.
Step 7 Your audience is all that matters 52
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.
Step 8 Communicate well 60
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.
Step 9 Be authentic, be concise 69
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.
vi
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Contents
Step 10 Play the long game 77
Influencing isn’t an overnight sensation. Plan your
goals and stakeholder relationships over years, and
understand your long-term goals and strategy.
Part 2 10 influencing skills in action 83
Skill 1 Influencing a team 85
Skill 2 Influencing a colleague 91
Skill 3 Influencing in a meeting 96
Skill 4 Influencing senior management 100
Skill 5 Influencing a client 104
Skill 6 Influencing in an interview 110
Skill 7 Influencing in a phone call 116
Skill 8 Influencing in a crisis 120
Skill 9 Influencing in a presentation 124
Skill 10 Influencing from the front (as leader) 128
PART 3 10 influencing challenges in action 133
Challenge 1 How do I influence without
‘treading on people’s toes’? 134
Challenge 2 How do I influence a diverse team? 136
Challenge 3 How do I turn around a failing
presentation? 139
vii
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Contents
Challenge 4 How do I influence when there is
conflict in my team? 142
Challenge 5 How do I influence someone who’s
senior to me whom I never meet? 146
Challenge 6 How do I influence someone
reluctant to shift? 148
Challenge 7 How do I remain credible at all times? 151
Challenge 8 How do I ensure my influence
has the required impact? 153
Challenge 9 How do I influence when I’m under
pressure? 155
Challenge 10 How do I ensure I influence
positively? 157
Putting it into action (the mentor toolkit) 161
How to work with a manager or colleague to put your new skills
into action
Self-assessment questionnaire 169
What have you learnt?
What can you put into practice today?
How will you do it?
Index 172
viii
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About the authors
David Windle and Guy Michaels formed Opposite Leg Training
in 2006. Since then they have presented at conferences and
designed training programmes for a wide range of clients from
global organisations to the freshest of start-ups. They regularly
provide one-to-one coaching for senior executives, helping them
boost their impact and presence.
Their communication and presentation skills training are never a
lecture; they are always playful and interactive, leaving trainees
buzzing and motivated to try out their new skills.
Find out more about them and their work at:
www.oppositeleg.co.uk
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