"If I can persuade, I can move the universe."
The Power to Influence
is the most important communication skill YOU can have.
Is it important to you.
. To be able to influence others to your way of thinking?
. To be able to understand the 'filters' that others hear you through?
. To be able to develop an almost immediate rapport with a wide variety of people - customers, clients, partners, employees, and competitors?
. To be able to read the body language of others to understand whether they are connecting with your message or to detect skepticism or deception on their part?
. To dramatically increase your sales over your current ratio?
Through Bennion-Robertson's proprietary Positive Influence Training, we give you the tools and help you acquire skills that will allow you to connect with people so that they hear, understand and believe your message.
Positive Influence Training is a four-tiered approach to communicating with others-particularly competitors, opponents and those with whom you have very little in common-using words and symbols that correspond with their deepest thoughts, beliefs and feelings. Through Bennion-Robertson's training, you'll be able to speak truth in a way they understand-in language they relate to. Listening first, and applying these skills, your Positive Influence Training will help you change the world, one contact at a time.
Positive Influence Training consists of four main components:
Decision Culture
Participants get an introduction to understanding their own and other organization's decision cultures. Corporate decision culture analysis is a technique that can help you anticipate how companies will decide and then act.
We might think of corporate decision culture as the operating system of the company. In a computer, the central processing unit (CPU) is the chief decision-maker of the machine. It decides what is to be done with strings of data it is asked to access, process, and store. Application software sets various rules for data processing, and oversees the disposition and encoding of data after it has been processed. But it is the computer's operating system that determines which application will get to send information to the CPU, which application will get priority processing, and how. To understand the inner workings of a computer, you must know a great deal about that computer's operating system before you can understand how the CPU will handle its data processing demands. Even more importantly, once you understand how the operating system accesses and prioritizes calls on the CPU, you can go a long way toward predicting - and affecting - CPU output. And that is how the decision culture works with the decision-makers.
Body Language - Non-verbal
Nearly all animals, including humans, use gesture, tone, and movement to convey most of what they want to communicate. Many studies conducted by the world's major universities over fifty years make it clear that human speech and written language constitutes only five to ten percent of communications between people. We help you with specific tools to quickly assess and analyze the non-verbal communication of others.
Key Leader Profiling - Mindset
We can train you to conduct psychological profiling of key leaders in any organization. Knowing who the primary stakeholders are, or who wields executive power, is important. Knowing them is crucial. This is why Key Leader Profiling and the LAB Profiling (below) of our course are so important.
We train you to understand key leaders' preferences for how they acquire, use, and disseminate information. Our ethical methods are unobtrusive yet highly effective. Our training will help you know what type of information (detailed and statistical vs. generalized and directional) may most influence your target; how quickly they'll make their choice, and how they'll likely make it (alone or in the company of others). We also give you tools to comprehend their work style preferences. This will enable you to anticipate how they will work with others, and how they may engage others in the choices for which they have principal responsibility.
Language and Behavioral Profiling (LAB) - Verbal
"Actions speak louder than words," is an old axiom. In this portion of our course, we look at the explicit communication to gather the marked propensity of others to behave in certain ways. LAB profiling reveals people's core beliefs and goals, and how they express those goals verbally (and to a limited extent, nonverbally). It assumes that the human mind is a sort of computer "programmed" through the use of words. With our training, you can help others see your point of view from within their own framework, using their own words/themes/symbols. You may influence them adopt your point of view, using language that penetrates their personal emotional filters, rather than wrestle with them to accept new notions.