The document outlines an accredited influencing skills training course aimed at suppliers to the major UK supermarkets, consisting of two classroom days spaced six months apart to ensure lasting learning. Participants will learn tools and techniques to enhance their influencing abilities, including NLP techniques and assertiveness, with support and resources provided throughout the course. The course emphasizes long-term behavior change through its unique 'sticky learning' method and measures return on investment using a five-level evaluation model.

1. Influencing Skills Training
Training Course Outline
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2. Influencing Skills Training – Training Course Outline
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• Influencing buyers, NPD teams, and supply chain
teams, is hard. And with millions of pounds of
business always at stake business can easily be lost
with not enough influencing being done or the
wrong influencing being done. This CPD accredited
Influencing Skills training supports Learners to get
more of what they need in a positive way.
• This is a training course of 2 'classroom days', 6
months apart, with support in between courses,
designed to make the learning stick using our
unique training method Sticky Learning and
including our ROI guarantee.
• Specifically designed to meet the specific and
challenging demands of suppliers to the big four UK
supermarkets. This training course will change the
way Learners think about their influencing skills
and their ability to get people to do what they need
to be done.

3. Learning Goals
1. Create a positive and very influential first
impression.
1. Use a range of approaches to increase personal
influence in any given situation.
1. Improve confidence when networking and rapport-
building.
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Influencing Skills Training – Training Course Outline

4. Learning Objectives
By the end of this training course the Learner will be able to:
– Use a variety of tools including positive self-talk and visualisation to strengthen self-
awareness and inner confidence.
– Demonstrate body language that is congruent with the message that they wish to send.
– Read and recognise what might lie behind the body language used by others and use this
positively to enhance relationships.
– Demonstrate a range of NLP (Neuro Linguistic Programming) techniques, including
mirroring and matching, to create and strengthen rapport with others.
– Demonstrate the skills of an assertive approach to influencing, depending on the
situation.
Unsure if you need Influencing Skills Training?
Download our competency framework to identify your current level of Influencing skill.
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Influencing Skills Training – Training Course Outline

5. The Topics
These 2 days, 6 months apart, are often underestimated as a ‘pink and fluffy’ skill, yet the
Influencing Skills Training can be the cornerstone of getting what you want from others. This
series helps Learners be the best version of their influencing-self.
• Refresh on ‘Learning To Learn’.
• For top tips read our Influencing Skills Blog, e.g. 'How to Enhance Your Persuasion Skill with
‘iRascal’'.
Ideal Learners
For everyone that influences supermarket buyers, supermarket developers, and supermarket
supply chain teams. Plus:
• People who are delivering projects and initiatives internally and externally.
• People that want increased self-awareness about how well they impact, and influence, others.
• Those who, in their performance reviews or development plans, have had a need identified
around their influence.
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Influencing Skills Training – Training Course Outline

6. Testimonials
“I thought that this course wasn’t for me because
I can do this stuff and it’s all a bit ‘fluffy’. I am so
glad that I attended because I now know how
much difference it can really make. I am using this
stuff at work and I can only say that it works very
well.”
For more testimonials visit written testimonials or video testimonials.
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Influencing Skills Training – Training Course Outline

7. Making the Learning Stick
• Hopefully the term ‘Sticky Learning®’ has intrigued you, whilst
you probably guessed a sense of what it is about.
• In short Sticky Learning® is our own unique training method that
we have developed to help Learners Realise more of what they
have learnt, are able to Recall more of what they have learnt and
Retain more of what they have learnt.
• This is good for our clients because it means that they spend
money with us that is better invested than other training
providers because the learning is used for longer.
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Influencing Skills Training – Training Course Outline

8. The Training Course Duration for the Influencing Skills Training
At MBM we no longer offer 1 day courses due to their limited effect.
Our ‘Sticky Learning®’ unique training method enables Learners to learn more, learn more quickly
and learn more easily. Sticky Learning® is a key part of the 6 month training course consisting of a
pre-work, Learning To Learn ½ day training course, a Foundation 1 day training course, and an
Advanced 1 day training course (6 months after the Foundation training course).
In between the Foundation training course and the Advanced training course, the Learner will be
challenged to complete ‘Sticky Pieces’, which appeals to the 70:20:10 learning model. These are
desk based activities that help the Learner to change their behaviour long term by identifying a
habit that they wish to adopt to embed the new skill.
The Learner is also given:
– Access to our skill specific and learning objective specific 'Knowledge Vault'.
– Email and telephone support throughout the 6 month training course.
– An option to bolt on 'Individual Coaching' to support the Learner further.
– An option to bolt on a 1/2 day 'Annual Refresh' to further enhance the learning in the future.
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Influencing Skills Training – Training Course Outline

9. Your World Class Tutor for Influencing Skills
Training
Your tutor for the Influencing Skills training course
is Sally Booth.
Sally remains a retailer at heart, having worked for
14 years with one of the big four UK supermarkets,
both as a Line Manager and within the Training
function, she has practiced what she preaches
regarding People Development!
Sally is passionate about bringing learning to life
and enables participants to really experience a
new skill and work on it live in the room so that
they can see it, hear it, think it and feel it.
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Influencing Skills Training – Training Course Outline

10. Learners Per Training Course
• 8 to 12 Learners because this drives enough discussion between the
Learners to explore the skill well, whilst not too many that any one
Learner gets 'lost' in the debate.
Costs for this Influencing Skills Training Course
• For 12 Learners the cost is £175 per Learner per day.
• The total cost for up to 12 Learners for the training course of 2 days,
including Sticky Pieces, and the 5 level evaluation 'Chain of Evidence', is
£4,200, plus vat.
• Either held on-site at the client's premises, or an off-site venue can
booked and charged back to the client.
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Influencing Skills Training – Training Course Outline

11. Measuring Return on Investment
There are many evaluation methods for training, each trying to find the holy grail of return on
investment. We use Donald Kirkpatrick’s four level training evaluation model as a base because it
has stood the test of time, since 1953.
– Level 1: Reaction: How did the learners react to the training?
– Level 2: Learning: How much learning did the learners get?
– Level 3: Behaviour: How much have the learners used the learning?
– Level 4: Results: How much effect did the learner's learning have on performance? Few training
providers measure the return on investment beyond the level 1 reaction.
Few training providers measure the return on investment beyond the level 1 reaction. We have
added one further level:
– Level 5: Sponsor: How much did we achieve the sponsors objectives?
Read more about our 5 level evaluation tool and see an example report - 'Chain of Evidence'.
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Influencing Skills Training – Training Course Outline

12. Learning Needs to be Intriguing
To this end of 'Learning needs to be intriguing' we name each one of our
training courses after a relevant film and we'll make reference to this on
the course.
For our Influencing Skills training course we chose ‘Braveheart’ because
often it is about getting others to believe in what you are saying that gets
your message across.
Braveheart is a 1995 epic medieval film directed by and starring Mel
Gibson. William Wallace, a 13th-century Scottish warrior who influences
and leads the Scots in the First War of Scottish Independence against King
Edward I of England.
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Influencing Skills Training – Training Course Outline

13. What do we do?
A typical People Development programme with a supplier to the big
four UK supermarkets consists of a combination of the items that helps
suppliers to achieve their business objectives.
Try our popular
Influencing with Impact Course

14. Where next?
• Say ‘No’ to one day training courses.
• Start 'small' with a 1/2 day Masterclass for up to 12 people
- There are 5 to choose from for only £750+vat.
• Influencing Skills Training Course.
• Making Business Matter,
Sticky Learning House
5 Cheshire Road
Thame,
OXFORDSHIRE,
OX9 3LQ
• Telephone: 0333 247 2012
• Email: helpme@makingbusinessmatter.co.uk
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