BP B1+ Unit 6.3 Influencing and 6.4

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BP B1+ Unit 6.3 Influencing

Learning goals

Becoming aware of different ways to influence people

Use a range of phrases for dealing with objections

negin mirsalehi insta

Memphis de Paay

Enzo Knol

I am good at influencing and persuading people.

Absolutely

depends on the situation

for work, yes

not really

Influencing styles: push and pull

PUSH style: people try to influence people through the strengths of your ideas and opinions, their status, by listing benefits for the other person, and by getting the right people to support them.

PULL style: peopls show empathy and focus on finding out more about the other person's needs, interests and challenges. Together, they try to find a common direction.

My preferred style would be:...

PUSH

PULL

PUSH

PULL

Tell me more about why that would be difficult for you.

I think the best thing is to launch the product this month.

As project manager, I feel we should do it this way.

 I can understand how you feel. Would this option work for you?

Video 6.3.1 Brief 

Matt is leading an international project team.

They are launching a sereis of online project management courses.

Matt is the project lead

Paula a member of the Mexico team.

We have also seen Kenji from Japan, Stefanie from Germany and Raj from India. Watch video 6.3.1

Which influencing style is better for Paula?
Discuss with a partner, give reasons for your answer.

Push: try to close the deal by highlighting the strengths of the offer.

Pull: Paula adapts her approach when she hears the reaction from Pedro.

Watch Option A and Option B

Discuss which approach is most successful.

Then watch the conclusion. Do you agree? 

Functional language: Dealing with objections.

An objection in a sales negotiation is positive because it means the customer is identifying issues to resolve before the sale can be closed. By probing, we can rule out ‘false’ objections and get to the real issues. Most objections centre on three issues: feasibility, value and price.

There are four steps for dealing with objections. Put the steps in the correct order in the next slide.

1

2

3

4

Answer

Acknowledge

probe

confirm

I understand the difference between influencing with a push or pull style

😒🙁😐🙂😃

Over to you

Do the assignments of Unit 6.3 

Ready?

Continue with Unit 6.4 Presenting facts and figures