DEVELOP AND RECOGNISE THE ART OF PERSUASION AND INFLUENCE
THE POWER OF INFLUENCE AND PERSUASION
Based on Robert B. Cialdini’s book “Influence” this course teaches the psychology of influence and persuasion, and the factors that cause a person to say “yes!”. Persuasion techniques are organised into 6 categories based on the psychological principles that direct human behaviour: Reciprocation, consistency, social proof, liking, authority and scarcity.
This course combines evidence and strategies that apply to anyone in sales, marketing, advertising, fundraising, negotiating and positions that commonly use persuasion techniques.
Explained in clear, practical language and using experiential activities to develop skills, this course is a must for anyone needing to develop and recognise the art of persuasion and influence. Course content includes:
- What is persuasion and how it differs from manipulation
- Top relational problems faced by salespeople
- Factors of persuasion
- Reciprocation
- Commitment and Consistency
- Social proof
- Liking
- Authority
- Scarcity
- Persuasion success principles
- Powerful language
- Understanding your personal selling style
- Recognising your customers’ buying styles and how you could be self-sabotaging
- Applying the tools of persuasion and influence