Influencing Senior Management - The Art of Selling not Telling

Overview

As a result of the recent collapse of so many once-profitable organisations with the current economic downturn, senior managers are now seeking tangible evidence that the performance of their organisations is based on accurate and relevant metrics.

• Do you know what these senior managers are asking for?
• How to sell it to them?
• And how to influence their thinking if it is against their viewpoints?

It is no longer enough to lead with your gut or to manage based upon what has worked for you in the past. This is a new era calling for leaders at the helm to consider the most current ways to lead, beginning with how to proactively influence the team at the top.

Topics Covered

In this highly interactive Short Course, Dr Mitch Kusy will share his insights from years of being a robust leader in several organisations as well as a practice-based researcher, management psychologist, and organisation development consultant. He will engage you to rethink the ways you have worked with senior managers in the past and reframe new ways of working with them now. Specifically, he will focus on:

1. Using organisational metrics. Mitch will share some of the more pertinent metrics that executives seek and what current research demonstrates in these areas, including how to:
   • Bypass 3 strategies that simply no longer work very well
   • Use 5 spontaneous approaches that are called for on the spot
2. Influencing senior managers: What to do and not do! It is fascinating that so many professionals and consultants don’t know how to sell their messages to senior managers. This portion of the session will focus on how to:
   • Share 2 kinds of research that sells to senior managers
   • Identify 4 top trends that relate to your industry
3. Changing the playing field. Stop using outmoded practice of influencing. Instead, start framing your message in ways that truly make a difference, including how to:
   • Use the magic numbers of 7 or less
   • Design the 1 right graph that is worth more than a thousand words
   • Create spontaneously 2 kinds of models that sell
   • Sell your message with 3 different styles

Who should attend

• Anyone who has direct contact with individuals in the senior management team
• Professionals who may not have this contact now, but want to know how to influence senior managers in the future

Outcomes

At the end of this Short Course you should be able to:

• Engage senior managers in ways you have never been able to do before
• Use cutting-edge research to persuade and negotiate
• Become more of a partner with senior managers
• Identify critical, practical research that will provide your value-added services to senior managers
• Utilise figures and graphs on the spot to sell your message in new and innovative ways