influence for trainers speakers coaches 1

INFLUENCE FOR TRAINERS/COACHES/ SPEAKERS

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influence for trainers speakers coaches

Instincts

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influence for trainers speakers coaches

Fear

grab attention show dangerous events

triggers action immediately remember you?

pictures/words inspire fear Fear of loss

more motivation avoid trying something new

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influence for trainers speakers coaches

Moods

up will try something new easily

bad avoid to try something new

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influence for trainers speakers coaches

Control

give choices limit to 3 (max 4)

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influence for trainers speakers coaches

Feeling Save

helps to do somehting new

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influence for trainers speakers coaches

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)

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influence for trainers speakers coaches

Chemicals released

endorfine liking satisfaction

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8

influence for trainers speakers coaches

When you change your audience "persona", they will change their behavior

Power of Stories

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influence for trainers speakers coaches

Power of stories

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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

influence for trainers speakers coaches

tricks of the mind

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influence for trainers speakers coaches

Lazy brain has 2 - systems

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System 1 automatic fast tries to jump in first easy intuitive best guess looks for what= normal

System 2 effortful slow pupils dilate

influence for trainers speakers coaches

System 1

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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

influence for trainers speakers coaches 14

IF YOU WANT YES MAKE IT EASY

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influence for trainers speakers coaches 15

IF YOU WANT PEOPLE TO THINK MAKE DECISSION MAKING DIFFICULT

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influence for trainers speakers coaches

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 numberwww.iqe.be

influence for trainers speakers coaches

Confirmation bias

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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

influence for trainers speakers coaches

Uncertainty & Ambiguity

to propel to action, use uncertainty & ambiguity

to make uncertainty & ambiguity to go away, provide easy solution

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influence for trainers speakers coaches

Need to belong

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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 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

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influence for trainers speakers coaches

Desire for mastery

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influence for trainers speakers coaches

Desire for mastery

Reward unexpectedly linked with dopamine

curiousity lets us survive better for long run motivation

uses intrinsic motivation

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influence for trainers speakers coaches

Habits

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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 decission making required except to

start anchor on existing habit

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influence for trainers speakers coaches

carrots and sticks

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influence for trainers speakers coaches

New behavior

solution continuous reinforcement

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influence for trainers speakers coaches

Stick behavior?

solution variable ratio scheme ( sometimes after x,

times, then after y times) employee does not know when rewarded

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influence for trainers speakers coaches

Stable behavior quality

Quality job regularly Not necessary a lot Solution

variable interval in time ( sometimes after 1 minute, then after 50 hours, etc…)

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influence for trainers speakers coaches

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?

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influence for trainers speakers coaches

Carrots

money food tickets for concerts jewelry clothes praise appreciation attention autonomy social interaction

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influence for trainers speakers coaches

Rewards

immediately after behavior AFTER!

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influence for trainers speakers coaches

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

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1

influence for trainers speakers coaches

Examples of use of Instincts

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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)

influence for trainers speakers coaches

Using power of stories

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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

influence for trainers speakers coaches

Using the lazy brain

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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…

influence for trainers speakers coaches

Using habits

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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.

influence for trainers speakers coaches

The need to belong

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Make efforts to belong together to something Laugh together Same clothing Same reference Etc….

influence for trainers speakers coaches

Desire for mastery

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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?)

influence for trainers speakers coaches

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

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