FR This programme is aimed at anyone who has to defend a project in front of an internal or external decision-maker. It provides the tools you need to structure and adapt your message in order to win support and approval. By the end of the course, participants will be able to structure their speech, anticipate objections and manage interactions with allies and opponents.
Prerequisites : none
Duration : 2 days
Training objectives
- Identify the profile of the "decision-maker" and adapt to his or her decision-making style by adopting a presentation style that facilitates understanding.
- Structure the presentation to reinforce its persuasive power through the use of specific protocols.
- De-mining all types of opposition and countering any that do arise with appropriate counter-arguments and the use of dedicated techniques.
- Building networks of influence, identifying virtual "decision-makers", relying on objective alliances to achieve objectives.
Training programme
- What is influence?
- Who do I need to convince?
- How can I identify my interviewee's decision-making process?
- What is my own decision-making process?
- How do you make a convincing and powerful presentation?
- How can you optimise the presentation of your proposal?
- How do you deal with the weaknesses in your own message?
- What are the 4 components of influence in an organisation? What precautions should be taken with each?
- And if there is more than one decision-maker?