Influencing

Thanks to this training, participants will develop the skill of exerting influence on others. They will learn a number of communication techniques that allow them to persuade without resorting to manipulation.

First, they will learn how to present the benefits of their proposal. Then they will practice ways to avoid and mitigate possible objections. In order to understand these methods well, they will apply them to material prepared by the trainer, and then to situations drawn from their professional life. In order to understand these methods well, they will apply them to material prepared by the trainer, and then to situations drawn from their professional life. Finally, participants will learn the complex, five-step PSF scheme of persuasive communication. Under the supervision of a trainer they will prepare for the situations awaiting them in the near future after the training.

Knowledge

• the role of motivation in building benefits
• methods of building arguments
• techniques for forestalling objections
• Genetic, factual and hypothetical questions
• Persuasive Selling Format

Results

• participants are familiar with techniques of building rational arguments,
• participants have no problem defending their arguments under pressure,
• participants build proposals that meet with fewer objections and weaker resistance,
• participants show more confidence in persuasive situations,
• participants know how to use questions in order to influence others,
• participants know the scheme of preparing and using messages based on the PSF model.