Principles of Persuasion

Getting your message across is one thing. Convincing the other person often requires a lot more effort. Persuasion plays a key role in your ability to influence others and achieve results. You rely on our persuasive skills to convince our customers to sign a contract, to get support from our colleagues for a new project, or to convince your managers to invest in a project.

• Are you always successful?

• Did you always get the outcome you wanted?

• Do you think you used the correct approach in your negotiations?

Persuasive communication involves more than just coming up with strong arguments and counter criticism. There are many different techniques you can use to influence others and you could be far more successful if we knew what approach to use in what situation.

What is the workshop about?

In this one day workshop, we go “inside” the psychology of persuasion to understand how and why it works. We focus on the techniques that marketers and salespeople use to design compelling messages, and explore why some messages are more persuasive than others. Through hands-on exercises based on our Persuasion Board Game, this workshop enables you to develop your persuasive skills and abilities to sell your products and ideas.

What will you learn?

By the end of the workshop, the participants will be able to:

• Apply proven principles of persuasion and influence to ensure a positive outcome

• Understand your own typical persuasion style

• Plan and present your ideas and strategies in the most persuasive way possible

Schedule
09:00 Welcome and Introduction
09:30 Persuasive Presentation of your Value Proposition
10:30 Break
11:00 Persuasive Presentation of your Value Proposition
12:30 Lunch
13:30 The Psychology of Persuasion
15:00 Break
15:30 The Persuasion Board Game
17:30 End

Dr. Régis Lemmens

Régis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is a member of the team of experts at Impulse Brussels (the Brussels Enterprise Agency for starting and experienced entrepreneurs) where he serves as coach for start-ups to help them to develop and implement their commercial strategies. He is also a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp Management School, Solvay Business school), the Netherlands (Tias Business School) and in the UK (Cranfield School of Management, Cambridge Judge Business School). He holds a Masters in Science degree from Southbank University, a Master’s in Business Administration from University of Surrey and a PhD from the Aberdeen Business School.He also volunteers as a coach at the 'Start-up Weekend’ events in Belgium where he helps future entrepreneurs with the development of their business ideas. His work leads him to be a regular speaker at various sales and business events, among others he recently spoke at a Tedx event in Belgium.