Executive Presence: Influencing & Communicating at the Highest Level

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Aims and Objectives

This course aims to give participants an overview of some of the key communication / influence tools needed to communicate at a senior level both internally and externally. This course will add value to the organization by improving the clarity, quality and action orientation of communication of those attending.

By end of this course participant will be able to:

  • To utilise the concept of the “elevator pitch” when describing their role
  • Deliver information at senior levels that is direct and data driven
  • Influence others to take action
  • Communicate effectively on conference calls
  • Deliver with clarity Key Business Messages
  • Deliver difficult information effectively
  • Create effective “in the moment” responses during Q & A

We can bring this course to your company's office.

If you simply want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

We produce learning solutions that are completely unique to your business. Our tailored learning solutions are designed specifically for your organisation’s needs.

We’ll be here to support you every step of the way. From the initial consultancy through to evaluating the success of the full learning experience. We'll ensure you get the maximum return on your training investment.

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Day 1

Session 1
The influence Model and its importance in Your Organisation

  • What do we mean by influencing skills and the difference between formal authority, manipulation and influence
  • What is a matrix environment and what are the key skills needed in this environment
  • Introduction to Cohen’s Influence Model and you can apply this in your relationships

Exercise:   Application of the Cohen Influence model to your relationships


Session 2
The Six laws of Persuasion and Influence

  • How to influence and persuade others
  • Elements of persuasiveness: Credibility; Reasoned argument; Emotional appeal...
  • What are the controllable elements of “credibility”?
  • Techniques in preparing a reasoned argument
  • Using Emotional Intelligence (EQ) when persuading others
  • Cialdini’s six laws of persuasion and influence
  • Study of a video relating to Cialdini and discussion afterwards
  • Non-verbal or body language and the impact it has on persuasion

Video: The Art of Persuasion by Dr Robert Cialdini
Participants will watch the Video and discuss the 6 laws of persuasion and how they can apply them to help with their assertiveness, credibility and ability to persuade others to their point of view.

Session 3
Case Simulation: Six Laws of Influence

  • Case Study on how you would apply the six laws of influence in the following situation
  • Discussion and group feedback
  • Handling situations in the future

Session 4
Executive Level Communication: Creating your Elevator Pitch

  • Perception is reality: making a positive first impact with clients
  • Non verbal vs verbal:  How do people evaluate you?
  • The importance of the elevator pitch
  • Positive body language
  • Informal networking tips
  • What makes someone connect with you?

Exercise: Using the model given for the elevator pitch delegates deliver their own personalized version

Session 5
Visibility and its importance: You are the message

  • Effective Corporate Communication
  • Managing your “moment of truth”
  • Meeting the challenge of ambiguity in effective communication
  • Your main three routes: verbal, non verbal and written
  • E-mails and what creates impact

Questionnaire: Participants will complete a questionnaire that will ascertain their personal style of communication

Day 2

Session 1
Influence in a Global / Matrix / Stakeholder Environment

  • How leadership changes when managing stakeholders and project teams
  • The dotted line and how it affects your management style
  • Using Emotional engagement in a matrix team

Practical Exercise: Delegates will be given a model for effective stakeholder engagement

Session 2
Case Study
Influence in a Global / Matrix / Stakeholder Environment

  • A  major case study surrounding the issue of a senior manager influencing in such an environment

Session 3
Communicating Results and key Business Messages

  • Two results information models: McKinsey Pyramid & Answer First concepts
  • Telling the story of your presentation
  • Dealing with controversial information
  • Effectively dealing with complex information
  • Effectively managing push-back

Exercise: Participants review advocacy and inquiry models and apply them to their practice areas

Session 4
Non-verbal Communication to Enhance the Message

  • The art of seeing what other people are thinking – and reacting accordingly
  • Understanding that people can often reveal key details from their bodies that their mouths do not reveal (examples of involuntary body language)
  • Matching, pacing and mirroring
  • Using your knowledge of “body language” to communicate more effectively
  • Using body language in the meetings context

Session 5
Role Play: 
Presenting Information with Executive Impact

  • In teams, delegates will plan a presentation of a difficult piece of information who will be role played by the trainer.
  • Real life case studies based on pre-course discussions with participants
  • How would you handle these situations when dealing with internal (or external) parties
  • Discussion and group feedback
  • Handling situations in the future

Session 6
Action Plan: Putting the course into practice

  •  Implementing the course
  • Personal Development Plan: a “contract” for continuation
Why us

We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

  • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
  • Track record – we have delivered training solutions for 95% of worlds’ top 100 banks and have trained over 250,000 professionals.
  • Knowledge – our 150 strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
  • Reliability – if we promise it, we deliver it. We have delivered over 20,000 events both in person and online, using simultaneous translation to delegates from over 180 countries.
  • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 96% on service and 95% on product