Influence and Persuasion Course Modules

Time:
The exercises in this module will take about 25 minutes to complete. In total, allowing for discussion, we recommend allowing 40 minutes to complete this module.

Aims:
• To have a clear definition of networking.
• To provide some simple hints and tips for networking.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
When running this module we strongly recommend that before the session commences you unobtrusively observe the participants as they mingle and take their seats to see how much interaction and dialogue takes place. It is helpful to assess how well participants know each other already.

Time:
The exercise in this module will take about 25 minutes to complete (but can be shortened if necessary). In total, allowing for discussion, we recommend allowing 50 minutes to complete this module.

Aims:
• To encourage participants to think about how and what they communicate to customers, using a slightly unusual perspective.
• To encourage participants to think about the language they use when communicating with customers.
• To show that all communication tells the customer something about the organisation, and that sometimes that’s not the intended message.
• To demonstrate how brand is affected by every piece of communication leaving the organisation.

Group Size:
This module is suitable for use with groups of almost any size (working in small teams of ideally fewer than 6 people).

Useful For:
Staff at all levels.

You'll Need:
• A set of ‘Sign of the Times’ cards with enough for at least two cards for each team. (If you’re working with a very large group you may need more than one set.)You might like to add your own signs to the exercise, perhaps including some from the organisation itself.
• Plenty of sheets of flipchart paper.
• Coloured marker pens.
• Blu-tak.

Notes:
This is a powerful exercise that really gets participants to think about the way organisations communicate. It is a useful addition to any customer service training but it is of particular use with groups that are responsible for brand and the way the organisation portrays itself to the outside world. This could be managers within the marketing department, branch managers, recruitment managers etc.

It is suitable for all types of organisation, including public and charitable bodies.

Please Note:
The Sign of the Times Cards are a particularly large file (10mb) and may take a few minutes to download.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed in about 60 minutes. In total, allowing for discussion, we recommend allowing about 75 minutes for this module.

Aims:
• To explore some of the challenges participants will face as a manager and how to approach them with the right balance of ethics and pragmatism.

Group Size:
This module can be used with groups of between 4 to 18 participants.

Useful For:
Learners who are brand new managers (or very soon will be), particularly if they have been promoted from within the team.

You'll Need:
• Playing pieces, one per team.
• Small prize for the winning team.
• 60 second timer or stopwatch.
• Facilitator Traffic Lights.
• At a Crossroads Conundrum Cards.
• At a Crossroads Diversion Cards (3 per team).
• At a Crossroads Game Board.
• At a Crossroads Suggested Answers (for the facilitator).

Notes:
This exercise is suitable for use with groups of up to 18 participants. It is run as a competitive game, which is a race to the finish and played in teams of two or three players. We do not recommend having teams with more than three participants.

All the scenarios contained in the cards are based on actual experiences faced by managers in their first year of managing a team. It is a particularly useful exercise for people who have been promoted from within the team to become the manager and who are struggling to adapt to their new role with people who were once their peers.

Time:
The exercise in this module can be completed in about 60 minutes. In total, allowing for discussion, we recommend allowing about 75 minutes for this module.

Aims:
• To explore some of the challenges participants will face whilst managing the performance of individuals in their team.

Group Size:
This module can be used with groups of between 4 to 18 participants.

Useful For:
Anyone who is responsible for the performance of others, or who soon will be.

You'll Need:
• Playing pieces, one per team.
• Small prize for the winning team.
• 60 second timer or stopwatch.
• Facilitator Traffic Lights.
• Conundrum Cards.
• Diversion Cards (3 per team).
• Game Board.
• Suggested Answers (for the facilitator).

Notes:
This exercise is suitable for use with groups of up to 18 participants. It is run as a competitive game; a race to the finish, and played in teams of two or three players. We do not recommend having teams with more than three participants.

Time:
This exercise will take about 45 minutes to complete. In total, allowing for discussion, we recommend allowing 90 minutes to complete this module.

Aims:
• To encourage participants to think about how they would introduce a change programme.
• To consider the importance of establishing a sense that change is essential and urgent.
• To encourage participants to think about how they'll sustain change.

Group Size:
This module is suitable for use with groups of up to 15 participants.

Useful For:
Managers.

You'll Need:
Nothing other than the materials provided.

Notes:
The primary aim of this exercise is to encourage participants to think about how they would introduce and communicate the need for change, and how they would manage the process of change, rather than to think, in detail, about what changes need to be made.

However, if you prefer to give this exercise a broader perspective to include elements of strategic thinking and project management, you may wish to give participants longer in order to think about and plan in some detail, how they would change the mail-order operation in Beastly Barbecues, as well as how they’d then communicate and manage that change programme.

Time:
The exercise in this module can be completed within 10 minutes. In total, allowing for discussion, we recommend allowing 30 minutes to complete the module.

Aims:
• To help participants recognise the difference between features and benefits.
• To demonstrate the importance of identifying customer needs and selling to these.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
Whilst this module has been designed with sales staff in mind, it is equally applicable to anyone who needs to think about how they influence others.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed in about 25 minutes. In total, allowing for discussion, we recommend allowing about 40 minutes for this module.

Aims:
• To explain the importance of understanding the needs and priorities of those we seek to influence.

Group Size:
This module can be used with groups of almost any size.

Useful For:
Staff at all levels.

You'll Need:
• Flipchart paper, pens and post-it notes.

Notes:
This module works particularly well when paired with Just Beat It or Sweet Talking.

Time:
The exercise in this module can be completed within 45 minutes. In total, allowing for discussion, we recommend allowing 60 minutes to complete the module.

Aims:
• To encourage participants to look at competitors and what they are offering.
• To identify the benefits and unique selling points of the product or service participants sell.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
• Competitor brochures and Internet access.

Notes:
This is a simple exercise, but an important one. Most sales people understand the importance of knowing their own product, but they often have a patchy picture of their competitors' offerings. Participants will need access to the internet for this exercise.

Time:
The exercises in this module will take about 20 minutes to complete. In total, allowing for discussion, we recommend allowing 45 minutes to complete this module.

Aims:
• To demonstrate the fact that people have different 'maps' of the world.
• To show how information can be misinterpreted.
• To demonstrate the impact of misinterpretation on rapport and the ability to negotiate.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
This is intended as a thought provoking discussion based module that looks at the assumptions we make and how our individual perspective of the world can impact upon negotiations.

You will need to handle this session with care and sensitivity acknowledging the different viewpoints that arise.

Time:
The exercise in this module can be completed in about 30 minutes. In total, allowing for discussion, we recommend allowing about 75 minutes for this module.

Aims:
• To help participants understand the importance of only using discounts at the appropriate point in the sales process and the risks of using them too soon.
• To help participants understand how buyers attach value and the relationship between value, desire and discounts.

Group Size:
This module can be used with groups of up to 25 participants.

Useful For:
Anyone involved in sales.

You'll Need:
• To prepare one set of Sales Process Cards for each team participating. (We recommend laminating the cards so they can be reused.)

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed in about 50 minutes. In total, allowing for discussion, we recommend allowing about 75 minutes for this module.

Aims:
• To enable participants to test their communication skills.
• To test participants’ abilities to get their point across effectively whilst building an understanding of others’ feelings.

Group Size:
This module can be used with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
• Ideally, you will have breakout space for the teams to hold their discussions away from the other team(s).

Time:
The exercise in this module can be completed in about 55 minutes. In total, allowing for discussion, we recommend allowing about 75 minutes for this module.

Aims:
• To help sales professionals recognise and understand the barriers they must overcome.
• To help participants plan a sales approach that is empathetic and engaging.
• To help participants plan a strategy that addresses customers concerns and quickly lets the customer know what’s in it for them.

Group Size:
This module can be used with groups of up to 14 participants.

Useful For:
Anyone involved in sales, particularly telephone-based sales.

You'll Need:
• A flipchart and pens for each team.

Notes:
We’d like to thank Giles Smith of PGL Travel for his help developing this exercise, which was born on a Trainers’ Library Masterclass.

Time:
The exercises in this module can be completed in about 80 minutes. In total, allowing for discussion, we recommend allowing about 100 minutes for this module.

Aims:
• To develop an understanding of the importance of awareness of others, the second strand of emotional intelligence.
• To allow participants to practice empathy as a skill.

Group Size:
This module is suitable for use with groups of up to about 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
This module forms Part 2 of a two-part introduction to emotional intelligence. This part examines interpersonal intelligence – being able to distinguish other people’s emotions, moods and temperaments.

Part 1 looks at intra-personal intelligence - self-awareness and the ability to notice and regulate or manage our own emotional state or mood.

This module can also be used alone, for example as part of a customer service skills course, to explore the importance and value of empathy as a skill.

Before using this module it is important to have an understanding of emotional intelligence and the effects of discussing it with a group of participants. You will find Mike Bagshaw’s Article in Trainer’s Library useful for this.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed in about 30 minutes. In total, allowing for discussion, we recommend allowing about 40 minutes for this module.

Aims:
• To help participants understand the impact of their behaviours on others and the part they can play in developing and improving difficult relationships at work.

Group Size:
This module can be used with groups of up to 25 participants.

Useful For:
Everyone who interacts with others at work.

You'll Need:
• 2 different colour pens for each participant (to complete the handout).

Notes:
A great exercise to demonstrate our role in conflict with others. It’s designed to help anyone reflect on how to improve their workplace relationships, not just those who are in conflict. It is also a useful addition to Emotional Intelligence training.

We do recommend that you practice reading Flenda’s Tale aloud a couple of times before using this exercise.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module will take about 15 minutes to complete. In total, allowing for discussion, we recommend allowing 20 minutes to complete this module.

Aims:
• To raise awareness of different networking opportunities.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
This is a useful follow on to A Brief Introduction to Networking.

Time:
The exercise in this module can be completed in about 25 minutes. In total, allowing for discussion, we recommend allowing about 35 minutes for this module.

Aims:
• To enable participants to consider the value and difficulty caused by organisational politics and political games.
• To create an understanding that managers cannot avoid politics, so need to know the games in which they may – deliberately or inadvertently – be playing.

Group Size:
This module is suitable for use with larger groups of up to almost any size. It tends not to work well with very small groups.

Useful For:
All managers, but particularly those who are new to management and may not understand the political nature of organisations, including their own.

You'll Need:
• Post-it notes, flipchart paper, scribble paper, pens and marker pens for each team.

Notes:
This module works best if you set up the room ‘cabaret style’ – that is with table teams of between 4 and 8 people per table.

This is the first in a series of three modules examining power and politics. It can be used on its own as a short session or with the other two to form a complete half day programme.

Politics is often seen as a ‘dirty word’ by many people, or as one in which they have no interest. The purpose of this module is for the participants to recognise that divorcing themselves from politics is a decision that could affect them adversely – and is, in itself, a political act. To influence the direction an organisation is taking means people taking part in politics.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed in about 25 minutes. In total, allowing for discussion, we recommend allowing about 50 minutes for this module.

Aims:
• To enable participants to understand that the words power and influence are, essentially, interchangeable.
• To help participants understand that power is an asset that can be used to help deliver positive change.
• To help participants understand that there are many sources of power and where their own power to influence comes from.

Group Size:
This module is suitable for use with larger groups of almost any size. It tends not to work well with very small groups.

Useful For:
All managers, but particularly those who are new to management and may not understand that power comes from many different sources, not just authority.

You'll Need:
• The Activity Link and your PIN from the My Account section of the member homepage.

Notes:
This is part two of three modules looking at influence, politics and power. It can be run on its own or combined with the other two modules to make a complete half day programme.

If you do not have an internet connection in your training room, we’ve included the transcript of the story (Handout 2).

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed in about 50 minutes. In total, allowing for discussion, we recommend allowing about 80 minutes for this module.

Aims:
• To allow participants the opportunity to identify their own sources of power, to know which they need to develop and to have an action plan for doing this.

Group Size:
This module is suitable for use with groups of up to about 20 participants.

Useful For:
All managers but especially those who are new to the management role and may feel that they have little power of their own to allow them to accomplish results.

You'll Need:
Nothing other than the materials provided.

Notes:
This module is the third in a series looking at influence, power and politics. Whilst this module can be run on its on, it will have more effect if used as a follow on to the work done in Influence 2 - Sources of Power.

If you are running this module on its own and not as a follow-on, you will find it helpful to have looked at the five power sources identified in the Influence 2 - Sources of Power module before you begin.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed in about 55 minutes. In total, allowing for discussion, we recommend allowing about 75 minutes for this module.

Aims:
• Identify key stakeholders when delivering a workplace project.
• Ensure that key stakeholders have a positive influence on the outcome of a project.

Group Size:
This module can be used with groups of almost any size.

Useful For:
Staff at all levels working to deliver workplace projects.

You'll Need:
• Flipchart paper, pens and post it notes.

Notes:
This exercise involves creating an Action Plan for influencing stakeholders on a real project. We recommend that you encourage your participants to identify the project they will use before they come to the training session.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercises in this module will take about 45 minutes to complete. In total, allowing for discussion, we recommend allowing 65 minutes to complete this module.

Aims:
• To provide participants with a way of understanding behaviour and improving communication.
• To provide a very basic introduction to transactional analysis.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff up to junior managers.

You'll Need:
Nothing other than the materials provided.

Notes:
This module is intended to provide a very simple introduction to transactional analysis, a theory developed by Eric Berne in the 1950s. If you are not familiar with transactional analysis you will need to read through all the notes carefully plus the additional material in the handout.

Go through the exercises on your own first so that you can see the rationale. If you have time, try to observe the different types "in play" in your own interactions with people.

Endorsed by The National Association of School-Based Teacher Trainers, NASBTT.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
This game can be played in about 70 minutes. In total, allowing for discussion and evaluation, we recommend allowing 90 minutes.

Aims:
• To demonstrate the importance of building a clear understanding of needs and feelings in negotiation, through effective questioning and listening.
• To show the importance of separating people and personalities from the problems.
• To show the value of a shared problem/creative solution finding approach to negotiation.
• To provide an opportunity to practise negotiation, teamwork and problem solving skills.

Skills and Behaviours Tested:
Negotiation skills, communication, leadership, teamwork and collaboration, and problem solving.

Group Size:
This game involves participants working individually (or in pairs) representing one of 3 or, ideally 4 tribes. So each game requires a minimum of 3 participants and a maximum of 8. You can have several games running concurrently alongside each other.

Useful For:
Staff at all levels who are involved in negotiating but managers in particular.

You'll Need:
• An island map for each group of 3 or 4 tribes and ideally they should be A3 or larger and laminated.
• A different brief for each tribe.
• Chinagraph pencils (or similar) and wipes are recommended if your maps are laminated.

Notes:
It’s best to run this exercise module without too much explanation.

This exercise has many different potential solutions – the learning comes from the experience of trying to find one that all parties can agree to.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
This game can be played in about 90 minutes. In total, allowing for discussion and evaluation, we recommend allowing 120 minutes.

Aims:
• To help participants develop their negotiation skills and in particular their ability to establish their needs and wants, and those of the other party, prior to commencing negotiating.

Skills and Behaviours Tested:
Communication skills, leadership, negotiation, teamwork and collaboration, and problem solving.

Group Size:
This exercise involves participants working in four teams. You’ll need a minimum of 2 participants in each team and a maximum of 6.

Useful For:
Managers, and particularly those at a more senior level.

You'll Need:
• Access to the Internet, to use our online scoring tool, necessary to assess teams’ performances and a printer to provide participants a copy of the results. (Only you will need this, not your participants.)
• Plenty of space. Ideally each of your four teams will have a separate breakout room to work in.
• A calculator for each team.
• Highlighters, pens and pencils for each team.
• A small prize for the winning team.
• A bell (optional).

Notes:
The exercise can also be used at the end of a training event focused on negotiation, allowing participants to apply new knowledge and skills.

Time:
The exercise in this module can be completed in about 30 minutes. In total, allowing for discussion, we recommend allowing about 50 minutes for this module.

Aims:
• To provide good practice advice in completing applications for employment.

Group Size:
This module can be used with groups of up to 25 participants.

Useful For:
Staff at all levels especially those returning to work after a career break or job seekers. This module may also be used as a framework for 1:1 coaching sessions.

You'll Need:
Nothing other than the materials provided.

Notes:
This is the third module in the Job Application series of short workshops taking participants through the whole job application process – from selecting the most appropriate jobs to preparing for interview. We recommend at least running the second module of this series (Job Application 2 – Understanding Job Adverts) prior to this one.

Time:
The exercise in this module can be completed in about 40 minutes. In total, allowing for discussion, we recommend allowing about 70 minutes for this module.

Aims:
• To help job applicants write a compelling CV.

Group Size:
This module can be used with groups of up to 25 participants

Useful For:
Staff at all levels especially those returning to work after a career break or job seekers. This module may also be used as a framework for 1:1 coaching sessions.

You'll Need:
Nothing other than the materials provided.

Notes:
This is the fourth module in the Job Application series of short workshops taking participants through the whole job application process – from selecting the most appropriate jobs to preparing for interview. It may also be used as a short, stand-alone session.

We’ve provided two alternative briefs for Exercise 1, one for more senior, experienced groups and one for less experienced candidates.

Time:
The exercises in this module will take about 40 minutes to complete. In total, allowing for discussion, we recommend allowing 60 minutes to complete this module.

Aims:
• To consider the importance of understanding needs and feelings of others in negotiation.
• To provide an opportunity for participants to practise overcoming differences.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Time:
The exercise in this module will take about 30 minutes to complete. In total, allowing for discussion, we recommend allowing 50 minutes to complete this module.

Aims:
• To provide an opportunity for sales consultants to practise 'selling'.
• To identify areas for improvement in the sales technique employed.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Sales staff.

You'll Need:
A selection of local and national newspapers.

Notes:
This module provides a useful follow up to 'Overcoming Sales Blocks'. With experienced staff, you are likely to discover that despite what they identified in that module, they revert to describing features in this exercise, and spend most of the time talking, rather than listening.

Time:
The exercise in this module can be completed within 30 minutes if working with a group of 10-12 participants. In total, allowing for discussion, we recommend allowing about 45-50 minutes for this module.

Aims:
• To identify why potential customers don’t like receiving sales calls.
• To consider the skills that sales consultants will need to use to get their message heard by potential buyers.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Telesales staff.

You'll Need:
Nothing other than the materials provided.

Notes:
This module can be used as an effective introduction to telesales training. As the training progresses, you are likely to discover that, having identified the skills they should be using, participants may fail to actually apply these in practical ‘role-play’ or simulation type exercises, and instead slip into bad habits. So we recommend that you encourage participants to use the lists of ‘good’ behaviours they generate to refer to when planning and then reviewing their performance in later role-play/simulation tasks.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
This game can be played in about 30 minutes. In total, allowing for discussion and evaluation, we recommend allowing 60 minutes.

Aims:
• To examine common problems/conundrums associated with call centres and telesales and discuss ways of overcoming these.
• To highlight and share best practices and tips for making calls successful.

Skills and Behaviours Tested:
Telesales and telephone skills, customer service, communication skills, effective questioning, building rapport, creative thinking and problem solving.

Group Size:
In this exercise participants can play individually, although we recommend they play in pairs/small teams.

Useful For:
Staff at all levels.

You'll Need:
• A counter for every team.
• Dice.
• A 'Pitfalls and Trampolines' game board and a set of Pitfalls cards and Trampoline cards for each game in play.

Notes:
Pitfalls and Trampolines is a fun board game. It can be used at any point within a training event, but is perhaps most useful as a tool for reviewing key learning points and for sharing knowledge and ideas.

Some of the cards may not be applicable to your participants so, before starting the exercise, review all of the Pitfalls and Trampoline cards and remove any that aren't relevant.

Endorsed by The National Association of School-Based Teacher Trainers, NASBTT.

Time:
This game can be played in about 30 minutes. In total, allowing for discussion and evaluation, we recommend allowing 60 minutes.

Aims:
• To examine common problems/conundrums associated with giving presentations and discuss ways of overcoming these.
• To highlight and share best practices and tips for making presentations successful.

Skills and Behaviours Tested:
Presentation skills, communication skills, influence and persuasion, planning and preparation, creative thinking and audience engagement.

Group Size:
In this exercise participants can play individually, although we recommend they play in pairs/small teams.

Useful For:
Staff at all levels.

You'll Need:
• A counter for every team.
• Dice.
• A 'Pitfalls and Trampolines' game board and a set of Pitfalls cards and Trampoline cards for each game in play.

Notes:
Pitfalls and Trampolines is a fun board game. It can be used at any point within a training event, but is perhaps most useful as a tool for reviewing key learning points and for sharing knowledge and ideas.

Some of the cards may not be applicable to your participants so, before starting the exercise, review all of the Pitfalls and Trampolines cards and remove any that aren’t relevant.

Endorsed by The National Association of School-Based Teacher Trainers, NASBTT.

Time:
The exercise in this module can be completed in about 20-30 minutes. In total, allowing for discussion, we recommend allowing about 40-50 minutes for this module.

Aims:
• To help participants understand what listeners actually pay attention to when someone is speaking.
• To provide participants with a self-generated list of the essences of powerful communication.

Group Size:
This module can be used with groups of up to 15 participants.

Useful For:
Staff at all levels.

You'll Need:
• A flipchart and a stopwatch for each trainer.

Notes:
This exercise can be useful in any course on communication skills or presentation skills. It works best at the start of a course as the flipchart that the participants generate can be referred to throughout the rest of the course and added to as other essences of powerful communication appear.

If you have 9-15 participants the exercise works best if you split the group into 2 teams.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
This exercise will take about 45 minutes to complete. In total, allowing for discussion, we recommend allowing 80 minutes to complete this module.

Aims:
• To consider what needs to be communicated when change is initiated.
• To explore the need to convince those affected by change of the need for change and its urgency.
• To consider methods that can be used to achieve buy-in to change programmes.

Group Size:
This module is suitable for use with groups of up to 15 participants.

Useful For:
Managers.

You'll Need:
Nothing other than the materials provided.

Remote/Virtual Delivery:
There is a two-part Remote Delivery version of this module available in Trainers’ Library called Selling Change - Introduction and Selling Change (R).

Time:
The exercises in this module will take about 20 minutes to complete. In total, allowing for discussion, we recommend allowing 30 minutes to complete this module.

Aims:
• To build awareness of basic networking skills.
• To provide a model that will help participants get the most from their networking opportunities.
• To provide an opportunity for participants to practise their networking skills.

Group Size:
This module is suitable for use with groups of any size.

Useful For:
Staff at all levels.

You'll Need:
One whole postcard per participant, plus a few spare ones. Select postcards with a variety of images: Countryside, coastal, historic buildings, modes of transport, animals etc.

Notes:
This module is a useful icebreaker for any networking event. It can also be used as an ideal follow-on to 'A Brief Introduction to Networking'.

Time:
The exercise in this module can be completed in about 15 minutes. In total, allowing for discussion, we recommend allowing about 30 minutes for this module.

Aims:
• To encourage participants to find things they have in common.
• To consider the impact on relationships of finding common ground.

Group Size:
This module can be used with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
This exercise can be used as an icebreaker, and can provide a particularly powerful introduction to sales or negotiation skills courses.

It can also be used on equal opportunities and diversity programmes, where it can be used to highlight a potential barrier to equal opportunities.

It can even be used to highlight one barrier to creativity and innovation within organisations.

This is a great exercise for building rapport between participants and is particularly useful with a group that do not know each other very well.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed within 30 minutes. In total, allowing for discussion, we recommend allowing about 45 minutes for this module.

Aims:
• To give participants an opportunity to develop an effective 30-second sales pitch.
• To test the pitch for effectiveness.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:

• A stopwatch or timer.

Notes:
This exercise can be used in sales training, or any training where you want to develop participants’ influencing skills.

For example, you might want to end a creative problem solving course by asking participants to develop a 30-second sales pitch for their favourite idea.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library - The 30-Second Pitch.

Time:
The exercises in this module will take about 40 minutes to complete. In total, allowing for discussion, we recommend allowing 60 minutes to complete this module.

Aims:
• To define conflict.
• To identify the main phases of conflict.
• To enable participants to describe the typical behaviours that are used when conflict is not constructively managed.

Group Size:
This module is suitable for use with groups of up to 12 participants.

Useful For:
Anyone who needs to manage conflict and interpersonal relationships.

You'll Need:
Nothing other than the materials provided.

Notes:
It is recommended that you keep the participant group size to twelve or fewer for this module.

Remote/Virtual Delivery:
There is a Remote Delivery version of this module available in Trainers’ Library.

Time:
The exercise in this module can be completed in about 10 minutes. In total, allowing for discussion, we recommend allowing about 25 minutes for this module.

Aims:
• To demonstrate the emotions we can experience when going through the process of change and allow participants to explore those feelings in a safe environment.

Group Size:
This module can be used with groups of almost any size.

Useful For:
Staff at all levels.

You'll Need:
• A short sleeved t-shirt to use in the demonstration.
• A t-shirt for each of your participants. (We suggest asking them to each bring a t-shirt of their own.)
• Flipchart paper and pens.

Notes:
You will need to spend time practising the t-shirt folding yourself prior to running this exercise so that you can demonstrate the technique quickly and effectively. It should only take 15-20 minutes practice.

This website is great to help you to learn the technique: www.wikihow.com/Fold-a-T-Shirt-in-Two-Seconds.

Time:
The exercises in this module will take about 40 minutes to complete. In total, allowing for discussion, we recommend allowing 70 minutes to complete this module.

Aims:
• To provide an opportunity to practice negotiation.
• To illustrate the importance of listening skills.
• To consider the importance of effective questions in order to build an understanding of the other party's perspective.
• To consider the dangers and advantages of pre-meeting meetings.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
We find this exercise is most effective when Part One is completed directly before a break, preferably lunch, and Part Two soon afterwards.

This gives the more proactive participants an opportunity to build alliances ahead of the negotiations. This adds an extra dimension to the learning from the exercise.

Alternatively, you can ask participants to complete Part One as pre-course work. If you do this we recommend that you do not send it out too far in advance of the training; you don’t want participants forgetting why they picked their names.

Time:
The exercises in this module will take about 20 minutes to complete. In total, allowing for discussion, we recommend allowing 40 minutes to complete this module.

Aims:
• To consider the importance of credibility when seeking to influence others.
• To understand the link between perceived expertise, relationships and credibility.
• To provide an opportunity for participants to consider how much credibility they have with those they are seeking to influence.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
If you want to go on and cover building relationships in more detail we recommend that you look at in some of the modules under ‘Negotiation’, for example Building Rapport and Different Perspectives.

Time:
The exercises in this module can be completed in about 80 minutes. In total, allowing for discussion, we recommend allowing about 130 minutes for this module.

Aims:
• To help participants prepare for and conduct conversations they find difficult.

Group Size:
This module is suitable for use with groups of up to about 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
This module helps participants to understand what makes difficult conversations ‘difficult’ and encourages them to think about how they approach such conversations.

Remote/Virtual Delivery:
Due to the length of this module, we’ve broken it down into a series of activities for Remote Delivery – Difficult Conversations 1-4.

Time:
The exercise in this module will take about 30 minutes to complete. In total, allowing for discussion, we recommend allowing 45 minutes to complete this module.

Aims:
• To provide an early opportunity for participants to test their assertive skills.
• To enable participants to identify whether they have a tendency to adopt aggressive or submissive behaviour.
• To provide an opportunity for participants to observe Transactional Analysis behaviours in practice.

Group Size:
This module is suitable for use with groups of up to 25 participants.

Useful For:
Staff at all levels.

You'll Need:
Nothing other than the materials provided.

Notes:
This exercise gives participants an opportunity to consider their own behaviours. It can give facilitator's a useful insight into behaviour, although the briefs do encourage particular types of behaviour.

This module provides a powerful introduction to Transactional Analysis.