"The key to successful leadership is influence, not authority." - Kenneth H. Blanchard

Researchers have carried out studies demonstrating the factors that influence us to say "yes" to the request of others. Their conclusions show there is a science behind how people are persuaded. One surprising discovery from the studies illustrate that when people decide to do a paradigm shift, they are not simply influenced by facts but by emotions.

When we use emotions as a tool to persuade, we automatically move beyond the normal constraints of typical rapport to develop deeper relationships with others. In doing so, we are able to build trust, move towards positive mindsets and gain support for our ideas.

To achieve this, it is important to understand the psyche of those with whom we work with. In most communication, there is often resistance from the party we are trying to get the message across. To eliminate this resistance. we need to use a psychological framework which prepares us to shape the words we use to emotionally connect with the other party.

Objective

By the end of the workshop you will be able to:

• Understand the psychology behind persuasion
• Evaluate why some ideas die and some survive
• Analyse the different brain triggers that lead to a "yes"
• Recognize scientific proven methods to be persuasive
• Reframe false beliefs
• Use the Matching technique to create rapport
• Mirror linguistic modalities to gain support
• Examine how people think
• Use visual eye accessing cues to predict reactions
• Apply the language of persuasion to influence
• Understand how the brain takes mental shortcuts to make decisions

Outline

MODULE ONE: The psychology behind persuasion

• The 6 elements which make up our filter system
• Analyse how our brain filters operate
• How some ideas are overlooked and omitted
• Why some experiences are subconsciously deleted
• Understand why some ideas die
• How the brain reaches global conclusions
• Examine how perceptions are twisted via prejudice
• Evaluate why some ideas survive
• Persuasive triggers that shape decisions

MODULE TWO: Matching and Mirroring

• Matching subtly
• Linguistic mirroring
• Recognizing different modalities
• Predicates
• Creating rapport by matching predicates

MODULE THREE: The eyes have it

• How people think
• How the persuasive brain is organized
• Eye pattern chart: Looking at the other person
• Eye accessing cues
• Eye pattern questions

Module FOUR: Decoding the language of influence and persuasion

• Linguistic extremity on message processing, persuasion, and behavioural intentions.
• Universal quantifiers
• Mind read
• Use Comparative Deletion to place your ideas in favourable light
• Embedded command
• Displace resistance with Tag questions
• Normalization
• Presuppositions
• Apply Pacing and Leading to move listener to smoothly in your direction
• Cause and effect
• Unspecified verb

Who should attend

This workshop is targeted for executives and managers in need to augment their persuasive quotient.

Methodology

This is a fast-paced, highly interactive workshop comprising of experiential learning activities and fun and engaging group discussions. The activities applied accelerates adult learning while bringing forth relevance to real life situations in different industries.

Testimonial

"Sandra Daniel presented the workshop material in a concrete, clear and fun manner. She has excellent presentation skills and great retention techniques. Her workshop is filled with ideas I can use at work"
Carolyn Lim, Marina Bay Sands

"Sandra provided a very personal and inviting personality which enticed the participants to openly speak-up and engage in the whole aspect of the workshop. Highly recommended"
James Morgan, Hilton Hotel

Mdm Sandra Daniel's Profile

TRAINER’s BIO: Sandra Daniel, ICF, PCC Coach, Certified ICAgile Coach, Certified Applied Neuroscience Coach, EQ Six Seconds Certified Coach

Sandra Daniel is the Senior Managing Partner with a Consulting company. Over the last three decades, she has been transforming leadership and workplaces to be more adaptable, relevant, and nimble through coaching, mentoring, consulting, facilitative training, and course development. She is a highly interactive and engaging international trainer and speaker specializing in topics related to influential leadership, coaching and mentoring, emotional intelligence, and communication. She has trained clients from diverse organisations and industries namely, government services, banking, manufacturing, education, insurance, and hospitality

Qualifications and Certifications:

• Master of Science in Training and Human Resource Management
• Bachelor of Arts in English and Business
• Graduate Diploma in Communication and Innovation
• Diploma in Training and Development
• ACTA Certified Trainer
• International Coach Federation (ICF), Certified ACC, PCC
• ICAgile Certified Professional Coach
• Certified ICAgile-Leading with Agility
• Certified ICAgile-Agility in Enterprise
• Certified Behavioural and Career Coach
• Certified Six Seconds EQ Coach, Practitioner, Facilitator, Assessor and Brain Profiler
• Certified Applied Neuroscience Coach
• Executive Certificate in Design Thinking
• Certified Agile Leader (Teams and Organizations) SCRUM ALLIANCE
• Certified Stress Management Consultant
• Certified Critical Thinking and Research Analyst
• Certified Advanced Behavioural Analyst and DISC Accredited Administrator
• Certified in Evaluating Truthfulness and Credibility
• Enneagram Spectrum Practitioner and Coach
• Certified SCRUM Master
• Lean Six Sigma Black Belt
• Certified Facilitator in Design Leadership and Design Thinking
• LEGO® SERIOUS PLAY® Certified Facilitator