THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

Influencing Skills Using the Right Verbals, Tones, and Body Language

Influencing Skills: Using the Right Verbals, Tones, and Body Language
by Rowen Untivero
 

Do you know that a lot of business deals, money, time, resources and relationships are wasted every day because less than 25% of sales, customer service, management personnel, executives and entrepreneurs have some rough idea and unpolished skill in influencing?  Most people still think of just being assertive or meek resigned to be one the other extreme! Despite studies revealing that only 7% of communication is verbal, and less than 4% are natural-born readers of tones and body language, very few have had the opportunity to learn the science of 3D Language!
This 2-day course provides decades of knowledge and skill development acceleration, skipping very costly mistakes and lost opportunities. This seminar provides personality and situational context-anchored influencing strategies as well as a visual framework on reading and systematic calibration of the verbal, tonal and body language. It teaches the participant how to read choices of words, tones and body language, relative to situational-context.
Much more, it covers communicating with the right choice of words, structure, body language and emotional flavor as needed, to secure the intended behavioral response to proposals, requests, suggestions, recommendations, appeals and various counters to such. In the end, participants, learn how to secure agreements and alignments with minimal if not calibrated impact on relationships.
Program Concept 
Participants are provided the science via framework and tools. Exercises and live role-plays provide a class-wide experience that allow for immediate application of skills.  Post-encounter analysis allows participants to learn from execution triumphs as well as tragedies, the latter of course, they would rather experience in the safety of the seminar skill lab than in the unforgiving realm of the real world
Program Overview:
Opening Activity: Self Discovery
Part 1: Frameworks and Principles Input- Mother Framework
·         Influencing Defined
·         Influencing: Power or Charisma?
·         Mother Framework Influencing and 3D Communication
Part 2 Frameworks Input – Pentagon Dimensions of Influencing
·         5Cs Dimensions of Influence
·         3 Types of Influence Leveraging
Part 3: Process Input-Influencing Algorithm of the One Being Influenced
·         3+1 Steps of Situational Influencing
·         Role of 5Cs in Each Step
 
Part 4: Strategy Input – Pyramid Repertoire of Influencing Skills and Methods (PRISM)
·         2-Axis, 4 Footings, 5Cs Drivers of Influencing Method Selection
·         13 Strategies Logically Arranged into Primary, Secondary and Tertiary Methods subject to Situational Necessities
 
Part 5A: Process and Tool Input – (4-Step) Situational Influencing Strategy Development Tool
·         Shows how the tool integrates Personality Profile, Influencing Dimensions and PRISM 13
·         Show how to use the tool
Part 5B: Process and Tool-guided Strategy Workshop Combining Parts 1,2,3 &4
·         Utilizes participants’ real cases
·         Applies directly the framework-anchored tool to participants’ real cases
Part 6: Tools, Methods and Skills Seeds Input-Using Relationship Leverage to Influence
·         Introduction to the  Relationship Leveraging
·         Relationship multi-dimensions
·         Tool-based Establishment and Development of Relationship Leverage
Part 7: Framework Input-Using 3D Language to Effectively Interact
·         CSE Communication Components
·         Triangle of Holistic Communication
·         Pie Share of Each Communication Dimension
·         Introduction to Language Wheel & Bearings 
Part 7A1: Tools,Methods and Skills Seeds Input-Verbal Dimension
·         Valence of Pronouns
·         Receiving Preference by Personality Type
·         Receiving Turn-offs by Personality Type
·         Language Bearing Phraseology
 
Part 7A2: Skill Exercise: 8 Bearings of Calibrating Verbals
Part 7B1: Tools, Methods and Skills Seeds Input-Verbal Dimension
·      Negatively-Charged Words
·      Positively-Charged Words
 
Part 7B2: Skill Exercises: Personally Used Negatively-Charged Words Tagging
Part 7C1: Tools, Methods and Skills Seeds Input-Tonal Dimension
·      Tonal Bearings
·      Dynamic Variations
 
Part 7C2: Skill Exercise: Calibrating Tonal Bearings
Part 7D1: Tools, Methods and Skills Seeds Input-Body Language Dimension
·      FLAB 3D Language Cluster Reading
·      Seeing Through Masking
·      4 Critical Dispositions
·      Matrixed-guide to Reading Disposition Through Body Language
·      Making Appropriate Projections
 
Part 7D2: Skill Exercise: Reading and Calibrating Body Language Projections
Learning Summary and Skill Development Tips
Key benefits for Participants
Each participant will learn:
·         awareness and consciousness of frameworks, and principles of influencing skills
·         understanding of the psychological algorithm on how influencing works based on personality and situational context
·         understanding of how 3D language (verbal, tones and body language) calibrations translate to effective influencing while avoiding deadly pitfalls and setbacks
·         skills seeds needed to reinforce or replace current influencing practices/malpractices
·         Earned confidence points that reinforce influencing effectiveness
Key benefits for the company
The company will gain:
·         from saving money, effort, time and  other valuable company resources
·         relief from wasting valuable company resources because of poor influencing execution
·         more completed tasks/output while managing better relationships and minimizing friction when dealing with your counterpart companies as well as between team members of your company
·         positive ripple effects on other team members
·         the impact of a more productive and job-satisfied negotiations-trained personnel/team
 
Case examples of the following scenarios shall be discussed:
·         Contextual applications of 5Cs of influencing and the influencing algorithm
·         Reading body language in clusters
·         Reading tones and verbals face-to-face and over the phone
·         Calibrating verbals, tones and body language projections
·         Dangers of and reading through masking attempts
·         Selecting situation-appropriate influencing strategy anchored on contextual drivers
·         Using calibrated language in difficult situations like customer complaints handling and tough negotiations
·         Calibrating response to threats
·         Deploying a well-crafted threat
·         Leveraging on relationship using calibrated language
·         Protecting relationship during friction-laden negotiations
Case examples from the following products / industries shall be cited:
·         Advertising
·         Automotive
·         Agriculture
·         Commercial Banking
·         Rural Banking
·         Broadcasting
·         Construction
·         Consumer Durables
·         Direct Selling
·         Distribution
·         Education
·         Energy
·         Food & Beverage
·         Insurance
·         Personal Care
·         Professional Services
·         Retailing
·         Telecom
·         Technology
Who Should Attend
This course should be required of:
·         Every Sales Person
·         Buyers and Purchasing Personnel
·         Entrepreneurs
·         Executives
·         Managers and Supervisors
·         Executive Assistants
·         Anyone who deals or collaborates with either external or internal counterparts
·         Customer service personnel
Other customer-interfacing personnel 


 
ABOUT THE INDUSTRY EXPERT
ROWEN UNTIVERO
Partner and Chief Sales Strategist
 
 
26 year-plus veteran of Training, Coaching and Consulting. 28 years of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing, and retail optimization as well as management via his original framework, processes and tools. He is the pioneering developer of the world’s first mathematics of negotiation, strategic nego-mapping methodology, 3D Language Wheel (verbals tones and body language), selling  mechanics as well as systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more. He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.