Expanding Your Influence: Tapping Into the Power of Persuasion

Generating the reactions you desire from others and expanding your sphere of influence requires deeper psychological insights that go far beyond the surface mechanics of influence. Understanding what truly motivates people to say yes or no is fundamental to developing your persuasion abilities.

This intensive 2-day influencer training program explores the psychological triggers that drive decision-making in business contexts, along with practical methods for applying this knowledge to create mutually beneficial outcomes, not just short-term compliance. You will uncover persuasion techniques that most professionals have never encountered, and learn how to systematically build your influence by applying proven psychological principles to virtually every business interaction. These applications range from managing and mentoring others to negotiating contracts, conducting important conversations, writing compelling communications, and delivering presentations. Additionally, you will develop the crucial skill of selecting the most appropriate persuasion principle for any given situation and learn defensive strategies to protect yourself from unethical manipulation attempts.

Ideal Participants:

This program is designed for business professionals in mid-level and senior positions who need to understand the psychological foundations behind how people make decisions to say yes or no. Ideal participants include sales managers, VP and director-level sales leaders, account executives, project managers, product managers, purchasing managers, and marketing managers.

How You Will Benefit From This Training:

• Explore in depth the psychological principles and triggers underlying persuasion
• Learn techniques to motivate others to say "yes" the very first time you ask
• Discover what prompts people to say yes versus no to requests and proposals
• Prevent objections from arising in the first place by understanding what triggers resistance
• Customize persuasion techniques specifically for different situations and audiences
• Learn to interpret body language and nonverbal communication cues
• Engage in role-play exercises to practice solutions for your actual influence challenges
• Master defensive tactics to protect yourself from manipulation and unethical behavior
• Learn to use the Pre-Persuasion Checklist to properly prepare before attempting to influence

What You Will Cover in This Program:

• Understanding the psychological foundations underlying the laws of persuasion
• Appealing to human nature and addressing the emotional needs that drive decisions
• Recognizing the ethical implications and dangers of unethical persuasion approaches
• Achieving a powerful and positive first impression with your audience
• Defining the two distinct paths of persuasion: the conscious, rational path and the subconscious, emotional path
• Understanding the laws of expectations, esteem, connectivity, and social validation
• Selecting, customizing, and applying the appropriate law of persuasion to each unique situation
• Integrating both emotional appeals and logical reasoning in your persuasion strategy
• Using the Pre-Persuasion Checklist to determine which law or laws to apply
• Applying the laws of persuasion directly in your work and professional relationships

Program Outline and Detailed Learning Objectives

Core Learning Objectives

• Explain the psychological foundations that underlie the laws of persuasion
• Describe the psychological and subconscious triggers that influence a person's decision-making processes, behaviors, and reactions
• Apply the appropriate law or combination of laws of persuasion to any given business situation
• Recognize and understand the ethical implications of unethical approaches to influencing people
• Use the Pre-Persuasion Checklist to properly prepare yourself before attempting to influence a person

Overview of Influence and Persuasion Principles

• Define persuasion and influence in contemporary business contexts
• Describe the foundational principles that underlie effective persuasion
• Explain the comprehensive laws of persuasion and how they function
• Identify the major categories and groupings of the laws of persuasion within the Influence Model
• Apply the laws of persuasion directly to your daily job responsibilities

Appealing to Human Nature and Fulfilling Emotional Needs

• Describe the psychological and subconscious triggers that shape a person's decision-making processes, behaviors, and emotional reactions
• Explain how the laws of persuasion connect to and leverage human nature and emotional needs
• Select and apply the appropriate law or combination of laws to any given situation
• Recognize the ethical implications and potential dangers of unethical persuasion methods
• Apply the laws of persuasion in your current job role

Shaping Perceptions and First Impressions

• Recognize the powerful impact first impressions have on others and how positive versus negative communication affects perception
• Explain how the laws of persuasion can shape and influence people's perceptions
• Select and apply the appropriate law of persuasion to influence perception in any given situation
• Recognize the ethical implications when using perception-shaping techniques
• Apply the laws of persuasion in your professional role

Involving to Persuade: The Law of Involvement

• Explain the Law of Involvement and understand how it significantly affects your ability to persuade others
• Apply this powerful law of persuasion in your job responsibilities

Creating Discomfort: Laws That Motivate Through Tension

• Explain how the laws that create discomfort affect your ability to persuade and motivate others
• Describe the important connections between laws that create discomfort and those that shape perceptions
• Recognize the ethical implications when using discomfort-creating techniques
• Apply the laws that create discomfort in your professional work

Balancing Emotions and Logic: The Law of Balance

• Explain the Law of Balance and understand how it affects your persuasion abilities
• Apply the Law of Balance in your job responsibilities

Integrating Your Learning: Using the Pre-Persuasion Checklist

• Use the Pre-Persuasion Checklist to effectively determine the appropriate law or combination of laws for any given business situation
• Apply all the laws of persuasion in your professional responsibilities