COURSE OVERVIEW:

All human interactions are a form of communication. In the business world, nothing can be achieved without effectively communicating with, influencing, and persuading employers, employees, clients, suppliers, and customers. If you look at the most successful business people in the world, you will see people who have mastered the art of influence and persuasion. And that’s the difference between being a good communicator and being an advanced communicator – people with advanced communication skills understand not just how to communicate with others, but also how to influence and persuade them. It requires practice, finesse, and a skill set that goes beyond those that the average person possesses.

Some people might try to persuade and influence by being abrasive or aggressive. They may get agreement from time to time, but there will be underlying, perhaps passive disagreement that affects the team. True persuasion and influence means that you are able to convince others of the merit of your ideas without needing to bully or disrespect others. Instead, you learn to understand what a particular person needs to hear, believe, or see in order to be persuaded. Then you are able to deliver the missing information or communication in the way that the other person is actually able to hear it.

This is why persuasion and influence are actually forms of advanced communication. They require that you as a communicator stop thinking about what you want to say or how you want to say it, and that you instead figure out what the other person needs to hear. It requires that you are self-aware enough to recognise when you are doing what feels most comfortable for you rather than what will produce the results that you are want. And it requires that you are calm and confident enough to keep trying to identify what it is that the other person needs to hear from you – even when it seems that you don’t have a chance of getting the other person to your side.

In this course, we’ll examine methods you can use to enhance your communication skills so that you are able to successfully influence and persuade others. We will begin by reviewing the foundation of persuasion and influence – communication skills. Then we will explore the methods of establishing rapport as a way to influence others. We will also examine some persuasion theories to understand why we might be persuaded by another person – and just as importantly, why we may not be persuaded by them. You will learn techniques that will immediately make you a better communicator, better at building rapport with others, and thereby better at persuading and influencing others.

LEARNING OUTCOMES:

By the end of this course, you will be able to understand:

• How influence and persuasion are forms of communication?
• Manipulation vs. influence and persuasion
• How to establish rapport as a means to influence and persuasion?
• The communication process
• How to use another’s communication preferences to influence and persuade?
• The internal map, internal state, and behaviour or response
• The visual representation system and the indications that you have someone who prefers this system
• The auditory representational system and the indications that you have someone who prefers this system
• The kinaesthetic representational system and the indications that you are communicating with someone who prefers this system
• The auditory digital representational system and the indications that you are communicating with someone who prefers this system
• The eye movements as an indication
• The phrases to use in response to each representational system
• The techniques for building rapport
• The match the person’s sensory modality technique
• The mirror the person’s physiology technique
• The match the person’s voice technique
• The match the person’s breathing technique
• The match the way the person deals with information technique
• The match common experiences technique
• The linguistic tools for influence and persuasion
• The framework theories for applying persuasion and influence techniques
• Rank’s intensify and downplay model
• Monroe’s motivated sequence of persuasion steps
• The integrity principle
• How to use influence and persuasion in sales?
• How to demonstrate your understanding?
• How to generate a friendly, responsive environment?
• How to provide evidence and more evidence?
• How to demonstrate your expertise?
• How to use persuasion during negotiations?
• How to identify the root of the objection?
• The consequences of failing to create desire
• The consequences of failing to be perceived as an expert
• How to adopt the correct attitude?

COURSE DURATION:

The typical duration of this course is approximately 2-3 hours to complete. Your enrolment is Valid for 12 Months. Start anytime and study at your own pace.

COURSE REQUIREMENTS:

You must have access to a computer or any mobile device with Adobe Acrobat Reader (free PDF Viewer) installed, to complete this course.

COURSE DELIVERY:

Purchase and download course content.

ASSESSMENT:

A simple 10-question true or false quiz with Unlimited Submission Attempts.

CERTIFICATION:

Upon course completion, you will receive a customised digital “Certificate of Completion”.