Influence & Persuasion For Sustainability Professionals

Unleash the Power of Behavioural Science and Communications skills to achieve better sustainability outcomes

What you'll learn

Gain insights into the principles of human behaviour and decision-making

Learn a practical and effective technique to gain buy-in for your sustainability initiatives

Enhance your communication abilities, including persuasive storytelling, active listening, and building rapport

Acquire strategies to address resistance, objections, and common barriers to change

Requirements

No experience needed. You will learn everything you need to learn in the course.

Description

Welcome to “Influence for Sustainability” where you will learn to Unleash the Power of Behavioural Science and Communications skills to achieve better sustainability outcomes.Whether your thing is reducing carbon emissions, cleaning up the oceans, defending biodiversity, eliminating poverty, making waste circular or some other social or environmental challenge – your sustainability goals are too important to fail.However, achieving your sustainable goals often requires more than just technical knowledge; it requires the ability to influence and motivate key decision makers and stakeholders.Influence and persuasion is essential to success in our professional lives as well as achieving our sustainability goals. With every business challenge comes an opportunity to influence an outcome. An ethical application of persuasive skills lets you achieve unmatched results. Whether you need to convince clients to sign a contract, garner support for a proposal, or win new business in competitive bids, persuasive skills are the driving force that will help you accomplish your goals.By understanding how to leverage these skills effectively you can drive change, create sustainable outcomes and embed a strategic vision for sustainability for your clients and your business.Your ability to influence and motivate key stakeholders is an essential leadership skill in order to achieve better sustainability outcomes.This course draws upon the realms of behavioural science, sales, and communication. By integrating these powerful disciplines, you will gain the tools necessary to shape decision-making processes and effectively influence individuals and organisations towards embracing sustainability.In this course you will:Gain insights into the principles of human behaviour and decision-making;Learn a practical and effective technique to gain buy-in for your sustainability initiatives;Enhance your communication abilities, including persuasive storytelling, active listening, and building rapport; andAcquire strategies to address resistance, objections, and common barriers to change.Whether you are an experienced sustainability professional seeking to enhance your influencing abilities or someone new to the field looking to make a significant impact, this course will equip you with the skills necessary to drive change and achieve better sustainability outcomes.Join us on this transformative journey as we explore the intersection of behavioural science, sales, and communication skills in the pursuit of a more sustainable future.Together we can make a difference and create lasting positive change.

Overview

Section 1: Introduction

Lecture 1 Meet your Instructor

Lecture 2 What to expect from the course - Key learning outcomes

Lecture 3 The best way to complete the course

Section 2: Decision Making and the Brain

Lecture 4 Overview and the Needs Development Process

Lecture 5 Our Brain and the Value Equation

Lecture 6 The Three Tiered Cake Model

Section 3: Influencing for Sustainability - the Do's and Don'ts

Lecture 7 People want benefits, not features

Lecture 8 Features vs Benefits

Lecture 9 Understanding Value

Lecture 10 How to uncover benefits - The "so what" exercise

Lecture 11 The Golden Rules of talking about Sustainability

Lecture 12 Rule #1 - Think like a caveman (or cavewoman)

Lecture 13 Rule #2 - Don't mention the C-words

Lecture 14 Bringing it all together

Section 4: The SPINS Method

Lecture 15 Introducing the SPINS Method

Lecture 16 Large vs Small Decisions

Lecture 17 Situation Questions

Lecture 18 Problem Questions

Lecture 19 Problem types and activity

Lecture 20 Implication Questions

Lecture 21 Stacking the Value Equation

Lecture 22 Need Pay-off Questions

Lecture 23 Activity - Develop your Need Pay-off Questions

Lecture 24 Bringing it all together with this B2B example SPINS conversation

Lecture 25 Example B2C SPINS Conversation in a Sales Context

Lecture 26 A few final words

Leaders of purpose driven organisations who want to scale their environmental or social impact and outcomes,Sustainability, ESG and CSR professionals who want to drive change and achieve better sustainability outcomes.,Sustainable entrepreneurs, Eco-preneurs, and social entrepreneurs who want to learn how to influence decision makers.