Expanding Your Influence: Tapping Into the Power of Persuasion

Getting the response you want from others and expanding your sphere of influence requires understanding not just the mechanics of persuasion but the psychology that determines why people say yes or no in the first place.

This 2-day influencer training examines those psychological triggers in depth, exploring how this knowledge can be applied not merely to gain compliance but to create outcomes that work for everyone. You will uncover persuasion principles that most people are never taught, and learn how to apply them across a wide range of business interactions, from managing and mentoring to negotiating, writing, and presenting. You will also learn how to select the right principle for each situation and recognize when others are attempting to manipulate you.

Who Should Attend:

Mid-level and senior business professionals who need to understand the psychological foundations of influence, including sales managers, VP and director-level sales leaders, account executives, project managers, product managers, purchasing managers, and marketing managers.

How You Will Benefit:

• Understand the psychology behind persuasion
• Motivate others to say "YES" right from the first ask
• Identify what drives people to accept or decline
• Anticipate and neutralize objections before they arise
• Tailor persuasion techniques to each specific situation
• Read and interpret body language effectively
• Work through your most pressing influence challenge via role-play
• Protect yourself against unethical influence tactics
• Use the Pre-Persuasion Checklist to prepare before any key interaction

What You Will Cover:

• Understanding the psychology behind the laws of persuasion
• Appealing to human nature and meeting emotional needs
• Recognizing the ethical implications of influence
• Making a strong and positive first impression
• Defining the two pathways of persuasion: conscious and subconscious
• Understanding the laws of expectations, esteem, connectivity, and social validation
• Selecting, customizing, and applying the appropriate law of persuasion to any given situation
• Balancing emotional and logical appeals
• Using the Pre-Persuasion Checklist to identify the right approach
• Applying persuasion principles back on the job

Outline

Learning Objectives

• Explain the Psychological Foundation of the Laws of Persuasion
• Describe the Subconscious Triggers That Shape Decision-Making, Behaviors, and Reactions
• Apply the Appropriate Law(s) of Persuasion in Any Given Situation
• Recognize the Ethical Implications of Influence Approaches
• Use the Pre-Persuasion Checklist to Prepare Effectively

Overview of Influence and Persuasion

• Define Persuasion and Influence
• Describe the Foundational Principles of Persuasion
• Explain the Laws of Persuasion
• Identify the Major Categories of the Influence Model
• Apply the Laws of Persuasion to Your Work

Appealing to Human Nature and Fulfilling Needs

• Describe the Subconscious Triggers That Influence Decision-Making and Behavior
• Explain How the Laws of Persuasion Connect to Human Nature and Emotional Needs
• Select and Apply the Appropriate Law(s) of Persuasion to a Specific Situation
• Recognize Unethical Influence Approaches and Their Consequences

Shaping Perceptions

• Recognize the Impact of First Impressions and of Positive vs. Negative Verbal and Nonverbal Communication
• Explain the Laws of Persuasion That Shape Perception
• Select and Apply the Appropriate Law to Any Given Situation

Involving to Persuade

• Explain the Law of Involvement and How It Strengthens Your Ability to Persuade
• Apply This Principle to Real Work Situations

Creating Productive Discomfort

• Explain How Discomfort-Based Laws Affect Your Ability to Persuade
• Describe the Connections Between These Laws and Perception-Shaping Principles
• Recognize Ethical Risks When Applying These Laws

Balancing Emotion and Logic

• Explain the Law of Balance and Its Role in Persuasion
• Apply the Law of Balance to Your Day-to-Day Work

Putting It All Together: The Pre-Persuasion Checklist

• Use the Pre-Persuasion Checklist to Determine the Right Law(s) for Any Business Situation
• Apply the Laws of Persuasion Immediately on the Job