Training

6 principles of influence: Convincing Others to Say "Yes"

Target Audience:Heads of sales department and commercial directors, KAM and sales managers, heads of purchasing department and buyers, customer service managers, account managers and commercial assistantsDuration:1 day, 5 hoursProvider:Venue:AEB office, Moscow, Krasnoproletarskaya ul. 16 bld. 3, entrance 8 (4th floor), nearest metro station - NovoslobodskayaLanguage:RussianCoach:Dmitry Tarasov
Dmitry Tarasov Dmitry Tarasov

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

 Training objectives and advantages
• To study compliance action
It will let the participants evaluate how strong the influence of the “balanced” stereotypes system is. Understanding of the stereotypes and triggers will give the participants ability to see in advance the pitfalls during sales and negotiation process, on the one hand, and to enforce one’s position and clearly evaluate the whole disposition, on the other.

• Familiarize with R.Cialdini’s “6 weapons of influence”
It is one of the best and mature basis for further investigation and, at the same time, it is strong generalization of varied business cases.

• To give influence practices
This part of the seminar gives both: features and methods. Practical tasks will show how to use them safely and smartly.

• One of the most important objective is to give solid overview of the influence.
Using real practical business-cases participants will distinguish differences between influence and pressure, real and false responsibility, controlled and uncontrolled involvement. They will get the 3-d overview: (1) influence on the client and client’s influence, (2) perceived influence and stereotyped influence, (3) manipulation and influence.

• To give practical tools of influence in terms of high level of the client controlled involvement.
In spite of the fact, that “weapons of influence” affect almost everyone, in reality the higher level of responsibility, competency and controlled involvement one has, the weaker affect of the “weapons” he or she feels. In such cases stereotypes are replaced by non-standard solutions, typical reactions are replaced by unexpected moves.

Training program
PART 1. HOW to get one’s “YES”
Giving action
• Stereotype response
• Triggers
• Specific elements set
• The likely benefits

SIX PRINCIPLES OF INFLUENCE
1. Liking
2. Reciprocity
3. Social proof
4. Commitment (and Consistency)
5. Authority
6. Scarcity

Influence tools
• Perceptual Contrast
• Reciprocal Concessions
• Rejection-Then-Retreat

PART 2. WHAT to do to get one’s “YES”
The flip side of the coin
• Responsibility
• Involvement
• Subjective satisfaction
• Defense and neutralization
• Influence and pressure

Strategy of influence
• Iceberg model
• Positions and interests
• Needs
• Effective listening
• Confident behavior
• Win-win

Q & A

Methodology of training delivery
The seminar is based on works of the famous experimental social psychologist – Robert Cialdini and the best practices of the western and Russian companies.

The main method is an interactive one. Each part of the seminar is enforced by some practical task in order to reveal, confirm or refute, and develop the issue. Games, tests, facilitations and practical tasks are used in the seminar. On the whole, the seminar is a solid product, each part of which is linked to all others. At the same time there is one common path-through task (it’s better to say “story”), that gives complex overview of the theme.