INFLUENCE FOR
TRAINERS/COACHES/
SPEAKERS
www.iqe.be
influence for trainers speakers coaches 1
Instincts
www.iqe.be
1
influence for trainers speakers coaches
Fear
 grab attention
 show dangerous events
 triggers action immediately
 remember you?
 pictures/words inspire fear
...
Moods
 up
 will try something new easily
 bad
 avoid to try something new
www.iqe.beinfluence for trainers speakers
co...
Control
 give choices
 limit to 3 (max 4)
www.iqe.beinfluence for trainers speakers
coaches
Feeling Save
 helps to do somehting new
www.iqe.beinfluence for trainers speakers
coaches
Chemicals released
 dopamine
 wanting
 searching
 stronger then endorfine
 released after consumption of little bit o...
Chemicals released
 endorfine
 liking
 satisfaction
www.iqe.beinfluence for trainers speakers
coaches
8
When you change your audience "persona", they
will change their behavior
Power of Stories
www.iqe.be
2
influence for train...
Power of stories
www.iqe.beinfluence for trainers speakers coaches
 persona=identity
 use persona , your audience is mos...
tricks of the mind
www.iqe.be
3
influence for trainers speakers coaches
Lazy brain has 2 - systems
www.iqe.beinfluence for trainers speakers coaches
 System 1
 automatic
 fast
 tries to jump...
System 1
www.iqe.beinfluence for trainers speakers coaches
 use Simple+familiar= good and true
 Familiar= good + true
 ...
IF YOU WANT YES MAKE IT
EASY
www.iqe.be
influence for trainers speakers coaches 14
IF YOU WANT PEOPLE TO
THINK MAKE DECISSION
MAKING DIFFICULT
www.iqe.be
influence for trainers speakers coaches 15
Priming
 e.g.. Suitcase
 P...CK
 PACK
 Hockey
 P..CK
 PUCK
 when you want people to anchor with high number,
Give h...
Confirmation bias
www.iqe.beinfluence for trainers speakers coaches
 focus on what they believe
 Two things said togethe...
Uncertainty & Ambiguity
 to propel to action, use uncertainty & ambiguity
 to make uncertainty & ambiguity to go away,
p...
Need to belong
www.iqe.be
4
influence for trainers speakers coaches
Need to belong
 let them feel connected
 use laughter to bond
 when asking, use nouns to invoke identity rather then
ve...
Desire for mastery
www.iqe.be
5
influence for trainers speakers coaches
Desire for mastery
 Reward unexpectedly
 linked with dopamine
 curiousity lets us survive
 better for long run motivat...
Habits
www.iqe.be
6
influence for trainers speakers coaches
Habits
 install new habits using cues and reward
 break desired habit in small steps
 make it as easy as possible
 No ...
carrots and sticks
www.iqe.be
7
influence for trainers speakers coaches
New behavior
 solution
 continuous reinforcement
www.iqe.beinfluence for trainers speakers
coaches
Stick behavior?
 solution
 variable ratio scheme ( sometimes after x, times, then
after y times)
 employee does not kno...
Stable behavior quality
 Quality job regularly
 Not necessary a lot
 Solution
 variable interval in time ( sometimes a...
Burst of behavior
 fixed ratio
 e.g.. Frequent buyer card for 12 coffee's with 2 stamps
already on it
 more motivated w...
Carrots
 money
 food
 tickets for concerts
 jewelry
 clothes
 praise
 appreciation
 attention
 autonomy
 social ...
Rewards
 immediately after behavior
 AFTER!
www.iqe.beinfluence for trainers speakers
coaches
Lessons for using instincts, power of stories,
habits, need to belong, desire for mastery, lazy
brain and carrots and stic...
Examples of use of Instincts
www.iqe.beinfluence for trainers speakers coaches
 Set for an Up- mood, save environment
 U...
Using power of stories
www.iqe.beinfluence for trainers speakers coaches
 Let your stories really be your stories ( or th...
Using the lazy brain
www.iqe.beinfluence for trainers speakers coaches
 Make it easy to decide
 Make it difficult if you...
Using habits
www.iqe.beinfluence for trainers speakers coaches
 Repeat at least 6 times
 Connect with a already existing...
The need to belong
www.iqe.beinfluence for trainers speakers coaches
 Make efforts to belong together to something
 Laug...
Desire for mastery
www.iqe.beinfluence for trainers speakers coaches
 Give constant positiv feedback on new acquired
skil...
Using carrots and sticks
 Almost everything can be a carrot
 Conditioning also by avoiding the nasty things
 Use the ri...
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7 highly effective basic strategies for influencing your audience

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Use the 7 basic strategies to influence your audience, whether as a trainer, consultant, sales representative, coach, teacher, etc... Every time you need to convey a new thought, or when you want to let your audience convince themselves, you can use these strategies

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7 highly effective basic strategies for influencing your audience

  1. 1. INFLUENCE FOR TRAINERS/COACHES/ SPEAKERS www.iqe.be influence for trainers speakers coaches 1
  2. 2. Instincts www.iqe.be 1 influence for trainers speakers coaches
  3. 3. Fear  grab attention  show dangerous events  triggers action immediately  remember you?  pictures/words inspire fear  Fear of loss  more motivation  avoid trying something new www.iqe.beinfluence for trainers speakers coaches
  4. 4. Moods  up  will try something new easily  bad  avoid to try something new www.iqe.beinfluence for trainers speakers coaches
  5. 5. Control  give choices  limit to 3 (max 4) www.iqe.beinfluence for trainers speakers coaches
  6. 6. Feeling Save  helps to do somehting new www.iqe.beinfluence for trainers speakers coaches
  7. 7. Chemicals released  dopamine  wanting  searching  stronger then endorfine  released after consumption of little bit of info  BREAKS!  stimulated by unexpected things happening  e.g.. warning for email  USE  make stimulus unpredictable and use Sensory channels (VAKS) www.iqe.beinfluence for trainers speakers coaches
  8. 8. Chemicals released  endorfine  liking  satisfaction www.iqe.beinfluence for trainers speakers coaches 8
  9. 9. When you change your audience "persona", they will change their behavior Power of Stories www.iqe.be 2 influence for trainers speakers coaches
  10. 10. Power of stories www.iqe.beinfluence for trainers speakers coaches  persona=identity  use persona , your audience is most willing to connect to  introduce a small crack in existing persona  e.g.; once you go Mac, you never go back
  11. 11. tricks of the mind www.iqe.be 3 influence for trainers speakers coaches
  12. 12. Lazy brain has 2 - systems www.iqe.beinfluence for trainers speakers coaches  System 1  automatic  fast  tries to jump in first  easy  intuitive  best guess  looks for what= normal  System 2  effortful  slow  pupils dilate
  13. 13. System 1 www.iqe.beinfluence for trainers speakers coaches  use Simple+familiar= good and true  Familiar= good + true  Familiar = more likely to occur  e.g.. Yesterday customer said... and cashier did...  Give examples of what occurred recently  overestimation of likelihood
  14. 14. IF YOU WANT YES MAKE IT EASY www.iqe.be influence for trainers speakers coaches 14
  15. 15. IF YOU WANT PEOPLE TO THINK MAKE DECISSION MAKING DIFFICULT www.iqe.be influence for trainers speakers coaches 15
  16. 16. Priming  e.g.. Suitcase  P...CK  PACK  Hockey  P..CK  PUCK  when you want people to anchor with high number, Give high number  when you want people to anchor with low number, give low number  target narrow, use very specific number www.iqe.beinfluence for trainers speakers coaches
  17. 17. Confirmation bias www.iqe.beinfluence for trainers speakers coaches  focus on what they believe  Two things said together are perceived as cause effect and what precedes is the cause  Contradiction stress  Go along with story  Provide expert data to say the contrary  Provide an easy solution to reduce contradictory feelings
  18. 18. Uncertainty & Ambiguity  to propel to action, use uncertainty & ambiguity  to make uncertainty & ambiguity to go away, provide easy solution www.iqe.beinfluence for trainers speakers coaches
  19. 19. Need to belong www.iqe.be 4 influence for trainers speakers coaches
  20. 20. Need to belong  let them feel connected  use laughter to bond  when asking, use nouns to invoke identity rather then verbs  Are you a learner<> do you learn  Subtopic  to get people to do something, be passionate about what you aks  to get people to do something, show others are already doing it www.iqe.beinfluence for trainers speakers coaches
  21. 21. Desire for mastery www.iqe.be 5 influence for trainers speakers coaches
  22. 22. Desire for mastery  Reward unexpectedly  linked with dopamine  curiousity lets us survive  better for long run motivation  uses intrinsic motivation www.iqe.beinfluence for trainers speakers coaches
  23. 23. Habits www.iqe.be 6 influence for trainers speakers coaches
  24. 24. Habits  install new habits using cues and reward  break desired habit in small steps  make it as easy as possible  No decission making required except to start  anchor on existing habit www.iqe.beinfluence for trainers speakers coaches 24
  25. 25. carrots and sticks www.iqe.be 7 influence for trainers speakers coaches
  26. 26. New behavior  solution  continuous reinforcement www.iqe.beinfluence for trainers speakers coaches
  27. 27. Stick behavior?  solution  variable ratio scheme ( sometimes after x, times, then after y times)  employee does not know when rewarded www.iqe.beinfluence for trainers speakers coaches
  28. 28. Stable behavior quality  Quality job regularly  Not necessary a lot  Solution  variable interval in time ( sometimes after 1 minute, then after 50 hours, etc…) www.iqe.beinfluence for trainers speakers coaches
  29. 29. Burst of behavior  fixed ratio  e.g.. Frequent buyer card for 12 coffee's with 2 stamps already on it  more motivated when you show what is left  not effective for getting consistent behavior  People are more attracted by goal, when reaching the end  e.g./ You smell your stable? www.iqe.beinfluence for trainers speakers coaches
  30. 30. Carrots  money  food  tickets for concerts  jewelry  clothes  praise  appreciation  attention  autonomy  social interaction www.iqe.beinfluence for trainers speakers coaches
  31. 31. Rewards  immediately after behavior  AFTER! www.iqe.beinfluence for trainers speakers coaches
  32. 32. Lessons for using instincts, power of stories, habits, need to belong, desire for mastery, lazy brain and carrots and sticks in your Trainings, speaches, coaching Lessons learned for the trainer www.iqe.be 1 influence for trainers speakers coaches
  33. 33. Examples of use of Instincts www.iqe.beinfluence for trainers speakers coaches  Set for an Up- mood, save environment  Use images or examples of context in which fear is induced for the context of the audience(fear)  Give them a choice from time to time (control)
  34. 34. Using power of stories www.iqe.beinfluence for trainers speakers coaches  Let your stories really be your stories ( or the story you heard)  Give the audience a new persona ( you are all warriors..;)  Use an appropriate metaphor  Use a small crack in existing persona  Let them try something small that does not match with their persona  Use the “you” as much as possible
  35. 35. Using the lazy brain www.iqe.beinfluence for trainers speakers coaches  Make it easy to decide  Make it difficult if you want system 2 to come into play  Use uncertainty and ambiguity to get people into action and provide easy solution  Prime with “ easy”, “ in an eye-blink” to reduce unwillingness to change “people attending trainings do not change a lot..althoug research by Harvard University says that people regularly attending communication trainings improve their listening skills and communication skills importantly enough to raise their success factor by 65%, so let me help you…
  36. 36. Using habits www.iqe.beinfluence for trainers speakers coaches  Repeat at least 6 times  Connect with a already existing habit  Make it small  No threshold to act  Easy to do  Eg. When food in the mouth, just chew at least 6 times.
  37. 37. The need to belong www.iqe.beinfluence for trainers speakers coaches  Make efforts to belong together to something  Laugh together  Same clothing  Same reference  Etc….
  38. 38. Desire for mastery www.iqe.beinfluence for trainers speakers coaches  Give constant positiv feedback on new acquired skills ( what is good…)  Install the necessary breaks ( every 20 minutes)  Don’t feed to much  Feed the wandering mind ( by posters?)
  39. 39. Using carrots and sticks  Almost everything can be a carrot  Conditioning also by avoiding the nasty things  Use the right carrot for the behavior  Burst? ( fixed ratio)  New ? Constantly  Stick? Variable ratio ( each x, then y times)  Constant quality ? variable time ratio www.iqe.beinfluence for trainers speakers coaches

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