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Getting Results Through Influence and Persuasion


The ability to influence others is a key factor in how successful you are. Influential people change how people think and what they do by forging an emotional connection with them. But the most influential people don’t just change behavior; they also shift mindset. For example, Steve Jobs and Steve Wozniak changed our mindset about the roles of personal computing in our lives, and George Lucas and Steven Spielberg shifted our mindset about what film could do.

This course gives you tools to gain more influence and be more persuasive on and off the job. It includes a formula for cultivating influence and persuasion, helps you motivate an audience, and improves your ability to communicate persuasively!

Course Description:



This course will provide the essential skills and development opportunities to enable you to be more confident, influential and persuasive. In this fast-paced, hands-on and interactive course, you will understand the role of influence and persuasion and how to use these skills to gain approval and support and build collaborative relationships.





Participants will get tools to:

  • Understand what influence and persuasion areAuthentic
  • Create Spheres of Influence
  • Utilize the Influence-Persuasion Formula
  • Understand Your Audience
  • Communicate Persuasively
  • Apply the course materials to an actual situation
  • Work a case study throughout the course

Learn how to enhance your ability to influence and persuade others through our Getting Results Through Influence and Persuasion workshop.
Contact Karen Sladick at (205) 907-5170 or to schedule your workshop toda


What You Don’t Say Is Important

You’ve probably heard the phrase, “Actions speak louder than words.”  When it comes to effective communication, your body language and voice carry more weight and have more meaning than the words you use. They can make or break your communication.

As soon as you start to speak, your listener is sizing you up. Your facial expression, your gestures, and your tone of voice create an impression that communicates many things—your trustworthiness, your expertise, your confidence, and so on. All of this is measured in just a few seconds, so you must use non-verbal communication to capture their attention. Here are some tips to improve what your body is saying.

  • Communicate involvement by leaning forward and slightly tilting your head to one side.
  • Relax your facial muscles and smile genuinely. Just separating your lips a bit softens your expression and makes you look friendly and approachable.
  • Match your pace of speaking to the listener. If they speak very quickly, and you don’t, you must speed up and vice versa. The more closely you match their pace, the more comfortable they will be with you.
  • Avoid walking around aimlessly when speaking since it makes you seem nervous or uncertain; just stand in one place.

Your body speaks louder than your words, so use your body language to communicate credibility and congruence. See my program, “Getting Results through Influence and Persuasion” for tools to be a more effective communicator.


Boost Employee Engagement for Greater Productivity

How’s the morale in your office?

Morale refers to the mood of your workplace. Is it upbeat and enthusiastic or glum and dreary? One contributes to positive productivity; one doesn’t.

The key to high morale is high employee engagement. Employees who feel engaged in their work know that their work is important, and that fosters engagement.

  • Create a sense of ownership by encouraging employees to find better ways of doing their jobs. Make it safe for them to suggest improvements or present their ideas without fear of criticism or rebuke.
  • Evaluate each employee’s strengths and focus on assigning worthwhile tasks that let them showcase their abilities.
  • Recognize and reward individual accomplishments and contributions to the overall success of the team.
  • Offer employee development opportunities. One of the top reasons employees give when they leave a company is lack of development opportunities.
  • Reward key employees by sending them to conferences or conventions where they are exposed to new people and ideas. This is a powerful tool for boosting engagement, morale, and retention.
  • Consider bringing in a professional trainer for onsite workshops that improve soft skills, such as communication, leadership, influence, productivity, and so on.

When morale and engagement are high, productivity improves. Statistics from the Hay Group show that employees who are engaged are 43% more productive than those who aren’t engaged. But there’s more! Teamwork is stronger, overall performance is enhanced, and employee retention improves.

As a manager, you must stay aware of the mood in the office and jump into action if you notice morale slipping. The longer you wait, the harder it will be to turn things around. See my blog post Three Keys to Employee Retention.


Working with Toxic People

Toxic people at work can turn the best office into a war zone since they are adept at fostering conflict, stirring things up, and causing dissension. Just as environmental toxins are poisonous, so too are toxic people! Here are some tips to protect yourself.

  • Stay away from gossips. Gossipers love to put people down and share everything negative about others. Not only does this hurt the targets of their comments, it hurts those who listen to them. If you associate with gossips, you will be lumped into the same category as they are—someone who is untrustworthy and must be avoided. Don’t fall into this trap. When someone starts gossiping, leave the area or be assertive and state that you don’t want to hear what they are going to say. See my blog post Dangers of Office Gossip.
  • Point out snipers. Snipers usually don’t make direct comments or state criticism because they don’t have the courage to say outright what they think. Instead, they rely on a sarcastic tone or state their hurtful comments as if they were teasing. This is a form of bullying. When confronted with a sniper, ask them to repeat what they said and explain what they meant. They dislike being called out, and this usually shuts them down. They will think twice before doing it again with you.
  • Avoid judgmental people. These people often have a fixed mindset. They are closed to new ideas and refuse to acknowledge that they have the power to change. They believe things will never get better, there’s no recourse, so why bother? Judgmental people criticize everyone and everything they disagree with and characterize them as wrong. Ask them for objective proof of what they are saying and be prepared to refute them.

Don’t let toxic people invade your life and space. If you can’t avoid them in the office, take steps to mitigate their influence over you. Establish boundaries and be assertive when communicating with them. Stay positive even if you feel overwhelmed since positivity will win out in the long run. See my blog post Does Positivity at Work Really Make a Difference? for more information.

Negative people need drama like oxygen. Stay positive, it will take their breath away. Unknown


Persuasion and Professionalism

Persuasion is the ability to get people to agree with you, and it is a skill you can learn. Here are seven tips to help you be more persuasive and to get the results you need.

  1. Be consistent. This means that you walk your talk, and your words and actions are in sync. Consistency is the foundation; you cannot be persuasive without it since it establishes your credibility.
  2. Be credible. Credibility means that others believe what you say and rely on you to keep your word. The two together lead to trust.
  3. Be trustworthy. When people trust you, you can persuade them to your point of view. At this stage, it is vitally important than you do nothing to damage the trust they have for you. It is almost impossible to regain trust once it is broken.
  4. Be honest. Trust requires you to make honest, factual statements that come from sound, qualified sources. Exaggeration or hyperbole may be accepted initially, but will damage your credibility and trustworthiness over time. Be careful to clearly identify your personal positions as beliefs or opinions.
  5. Be transparent. Speak up if something happens that affects your team or deliverables and accept accountability by admitting mistakes and acting to remedy them. This deepens the trust you have with others and improves your ability to be persuasive.

Persuasion is a skill that can be learned. Check out my workshop, Getting Results through Influence and Persuasion to bring this program to your team.


Be Persuasive When You Hear “No!”

No matter how persuasive you are, sometimes a customer or manager is going to say, “No.” If that happens, don’t give up. Countering objections starts before you even meet with the person. Part of succeeding at persuasion is anticipating objections and deciding how you will address them.No

Be Prepared

  • When you are preparing your presentation, allow time to brainstorm all possible objections that might arise. The more time you spend here, the easier it will be to handle them during your meeting.
  • Decide how you will respond to each objection. Generally, you want to focus on the benefits of your product or service that mitigate or eliminate the objection. For example, if you know that cost will be a problem, prepare a cost-benefit analysis that justifies the expense.
  • Keep in mind, most people make buying decisions based on their emotions, which you communicate with the benefits offered by your product and service. Focus on what the person gains and what they avoid with what you offer. The stronger the benefits, the easier it is to overcome objections.


  • If you hear an objection, probe for the reasons. Price? Service? Product features?
  • Ask leading and open questions to dig deeper for the source of the objection.
  • Listen closely to what you hear and avoid becoming defensive. As I teach in my Getting Results Through Influence and Persuasion workshop, fully understanding an objection gives you ammunition for countering it.
  • When you believe you understand the issue behind the objection, ask for confirmation that you are correct. Even if the person agrees that you understand, ask if there’s anything else. This may open a new line of inquiry that reveals additional reservations you must address.
  • If you are unprepared to counter an objection, ask if you can return after you do some research.

No one wants to hear a rejection or objection. If this happens to you, be prepared to address it and know how to respond. Check out my Getting Results Through Influence and Persuasion workshop for more information.


Seven Tips to Become a Politically Savvy Manager

Most people view workplace politics as something to be avoided since it can be manipulative and even unethical in practice. However, workplace politics is not inherently bad; its bad reputation comes from how people use it. In fact, if you want to succeed as a manager and leader and be positively productive, you must understand how things get done and who has the power to make things happen. Politically savvy leaders know what power they have, when to use it, and who to rely on for support. They understand how to navigate the organization, accomplish goals, and deliver results. Here are some tips to help you in the political arena.shutterstock_121207279

  1. Get to know the people you manage. What motivates them? How do they prefer to work—alone or on teams? Cultivate their strengths and strengthen their weaknesses.
  2. Form mutually supportive relationships with your peers. Look for ways you can support others and offer guidance, advice, and assistance.
  3. Pay attention to the decision makers in your company and learn how they exercise their influence within and outside the organization.
  4. Plan your career two or three steps ahead and find out what you need to do and who you need to meet to reach your professional goals.
  5. When you make a mistake or misstep, apologize, fix it, and analyze the situation to determine what went wrong, so you can avoid the same pitfall in the future.
  6. Be considerate of how you communicate. Think about the effects of your words before you speak. How will people respond? Is there a better way to express yourself?
  7. Be positive and upbeat. Generally, those who exercise negative politics—the gossipers, the back-biters, the manipulators—have a negative reputation around the office. Position yourself on the opposite side by always being courteous and pleasant and refuse to be sucked into their petty games.

Start thinking about office politics as a positively productive means to achieve organizational and professional goals. Understand how it works in your organization and use the information to improve. Check out my newest program Getting Results through Influence and Persuasion for more help.


Workplace Relationships and Leadership

Effective leadership requires you to build good relationships with people up, down, and across your company. The more responsibility you have, the more important your relationships become for your long-term professional success. Here are some tips to help you deepen your workplace relationships.Authentic

  • Be collaborative. A report by ESI International showed that more than 65% of workers surveyed believe that personal and organizational performance would improve if teams worked more collaboratively. Collaboration is a willingness to set aside your personal preferences and biases and work together with others for a common goal. If you disagree with tactics, you accept that everyone has a prefered way of working and as long as everyone is headed in the right direction, others can contribute in their own way without criticism.
  • Be transparent. Transparency requires honesty and assertive communication skills. Speak up if something happens that affects your team or deliverables and accept accountability by admitting mistakes and acting to remedy them. This demonstration of leadership deepens your influence with others and improves your ability to be persuasive. (See my program Getting Results through Influence and Persuasion for more information.)
  • Be a people person. Get to know people as individuals and interact with them one-on-one.Forge lasting relationships with people by relating to each person as an individual with a life and interests outside work. Be willing to share information and offer to help if you see someone struggling.

Building effective workplace relationships enhances your perception as a leader, broadens your influence throughout your organization, connects you to new sources of opportunities and information, and gives you access to new resources.



Tips for Persuasive Presentations

Getting in front of a customer is just the first step in selling your products and services. You need to be persuasive and entice them to say “Yes!” You can only do this if you stop focusing on what you offer and start focusing on why they need it! Always remember, you are selling benefits, not features. Here are some tips from my newest onsite workshop, Getting Results through Influence and Persuasion.shutterstock_75645997

  • Tell stories. You want your presentation to grab attention, overcome objections, show the value of your product and service. Persuasive presentations are more compelling when you use anecdotes and stories to help your customer experience specific results that resonate with them on an emotional level. Stories that touch our hearts are one of the fastest ways to persuade.
  • Use facts and numbers for credibility. Your presentation requires concrete, verifiable evidence, such as statements and research from experts, facts and statistics, and specific, relevant examples. Back up every assertion with sound, qualified sources that make sense for the customer.
  • Persuade with benefits, not features. To communicate persuasively, use features, but always tie them to the benefits they deliver and tie those benefits to the customer’s values, interests, and beliefs. A feature is a characteristic of something; a benefit is what the feature provides. People are persuaded by benefits and then use features to justify their decision!

Persuasion is a skill that needs to be learned and practiced. Use visualization to rehearse possible responses, anticipate questions that others may have, and plan how to respond. Check out my newest onsite workshop, Getting Results through Influence and Persuasion.


Are You Recognized as a Leader?

Being recognized as a leader doesn’t just happen for most people. You must present yourself as a leader, demonstrate your leadership strengths, and be willing to take on the responsibilities of leadership. If you’re ready to step up to a leadership role, here are some tips to make the transition easier.jet medium

  • Talk to your manager about your desire to take on more leadership responsibility. Show that you have the big picture in mind and are eager to increase your contributions to organizational success.
  • Discuss your career goals and why increased responsibility supports these goals. Be assertive about asking for additional training opportunities that strengthen your leadership skills.
  • Grow your influence. When you have influence, you get people to support you without having to use force, power, or authority. Influential people change how others think and what they do by forging an emotional connection with them. (Send me an email to receive information about my newest workshop, Getting Results through Influence and Persuasion.)
  • Grow your network. The more people you know and who know you, the more opportunities you have to demonstrate your leadership ability. The relationships you develop with those inside your organization and within your field of expertise can open doors to information, lead to career advancement, and enhance your reputation. See my blog post Networking Made Easy for more information.

Taking on a greater leadership role is exciting and challenging. It may take a while for others to view you in your new role, but with patience and persistence, you will succeed and gain the recognition you have earned.