“How can one person get someone to do something with ease, while it’s an uphill battle for someone else? The answer is being able to use influence and being persuasive, without the use of power or control.”

Program Overview

At a time when leadership requires less emphasis on giving orders and more of a focus on building consensus, personal persuasiveness and the ability to negotiate effectively have become critical skills for success.

Bringing about the reaction you want from others and expanding your influence require insights that go beyond the actual process of influencing—and into the psychology of what truly prompts us to say yes or no.

This course explores these psychological triggers, plus how this knowledge may be used not just for compliance but for mutually desirable outcomes. You’ll uncover persuasion techniques that most people don’t even know exist and learn how to build your influence by applying these principles to any number of business interactions, from managing, mentoring and negotiating to conversations, writing and presentations. In addition, you will learn how to choose the best principle for any given situation and avoid being manipulated by others.

Key Takeaways

  • Make an impact: Learn how to connect with different types of people, ease concerns, inspire decisions and motivate action.
  • Leverage strengths: Explore ways to clarify and leverage everyone’s distinct strengths and weaknesses, which define and separate each person from the competition.
  • Communicate more effectively: Gain key skills to communicate with all types of people and learn how to present information optimally for each personality.
  • Manage conflict more strategically: Understand different communication styles and mindsets to help people approach difficult conversations more effectively.

Who Should Attend

Business professionals at a midlevel position and above who need to understand the psychological principles behind how people are convinced to do something including…

  • sales managers
  • VP/directors of sales
  • account executives
  • project managers
  • product managers
  • purchasing managers
  • marketing managers

Topics We Will Cover

  1. The psychological foundation to the laws of persuasion
  2. Differentiating the psychology of persuasion from the process of influencing
  3. The relationship of triggers to the laws of persuasion/influence
  4. Defining the two paths of persuasion—conscious and subconscious
  5. Using the Pre-Persuasion Checklist to determine the appropriate law(s) of persuasion for a given business situation
  6. Applying the laws of persuasion back on the job