Create meaningful & lasting relationships
Increase brand loyalty & retain more customers
Understand complex & difficult customers
Develop more effective engagement strategies
Did you know...
People don't buy from you, or invest in you, as a result of want and need.
They buy or invest when you create psychological safety.
Different leaders and executive buyers have different unconscious psychological obstacles – negative patterns, unconscious bias, judgements, perceptions, personal stories - that can prevent you from building trusted relationships.
Here's the good news...
Every psychological obstacle leaves clues on how to create genuine psychological safety so you can build genuine trusted relationships with your teams, your colleagues and your customers.
When you are present, demonstrate you care, and listen to the needs of others, you build trust. The amount of trust you earn, reflects the depth of relationship you have, and amount time, money or energy someone is willing to invest in you.
Psychology of Trust is the science of communication, behaviours, emotions, thoughts and needs.
This course teaches your leaders the specific psychological needs of different types of people, together with an easy step-by-step process to navigate psychological obstacles to build trusted, and valued relationships.
The Solution...
Based on Transactional Analysis developed by Psychologist Dr Eric Berne, this course gives detailed insight into:
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psychological needs
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neurodiversity differences
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trust-building essentials
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engagement methods
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communication channels
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types of recognition, reward, and
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motivational drivers
All of which will help to gain commitment, create buy-in, manage teams, and deliver results.
The course also demonstrates how to spot and avoid psychological games that can detract from the purpose, or sale in hand.
At the start of the course, your trainer will elicit the challenges, problems and needs from participants; then use the content to help solve the challenges and problems live in the room to demonstrate the power and importance of the course content.
Section Title
Learning Outcomes...
In life, we would all rather do things and share time with people we have a positive connection with, and it’s the same in business. This is why building a relationship based on trust is a crucial part of leadership. Whether we like it or not, existing, and prospective customers form a relationship with your leaders, your business, and your product or service - good or bad. At CAST we want everyone who interacts with your organisation to be raving fans of your people, how you do business and your product or service! This is why our course content, and the learning outcomes underpin the importance of trust and building strong positive relationships now and for the future.
By the end of this, your leaders will be able to:
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Create more meaningful relationships based on trust.
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Ascertain a person's primary psychological needs and motivations.
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Learn how predict another persons actions and decisions.
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Identify the most effective style of communicating.
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Engender a feeling of connection and rapport in others.
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Demonstrate more respect and empathy.
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Understand the needs of complex and difficult people.
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How to avoid psychological games.
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Influence authentically, maintaining psychological safety.
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Understand why your customers choose you, or not.
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Understand why some people are more comfortable with you, than others.
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Develop more effective engagement strategies.
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Improve team morale, engagement and productivity.
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Improve customer engagement.
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Gain more referrals and revenue growth.
Course Modules
Each of the following modules contains the listed learning topics.
Module1
Welcome & Introduction
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Course overview and learning journey.
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Course learning objectives.
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Participant introductions.
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Relationship challenges with colleagues, customers, leaders.
Module2
Psychology
of Trust
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What is trust?
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Trusting myself - what it means and what happens when I don't.
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Trusting my team and colleagues.
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Psychological safety.
Module 3
Psychology of
Communication
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Quick quiz.
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Psychological obstacles and overcoming bias.
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Importance and power of curiosity.
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The meaning of communication is...
Module 4
Psychology of
Interactions
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Understanding what's going on inside the mind.
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Introduction to Transactional Analysis.
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PAC Ego States - Level 1
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PAC Ego States - Level 2
Module 5
Motivational
Mindsets
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The five common drivers.
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Motivation drivers and trust.
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Recognition and reward.
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Courageous kindness.
Module 6
Human Needs Psychology
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Navigating the needs of others.
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The Six Human Needs.
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Working 'life' example.
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Working 'Business' example.
Module 7
Leadership Psychology
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The OK Corral - Introduction.
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Leading my team - Good Day / Bad Day.
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'Imposter Syndrome'
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Disruptive leadership
Module 8
Psychological
Games
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The Drama Triangle.
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Avoiding Games with the 'Winner's Triangle'.
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E2C2 Feedback model.
Module 9
Psychology of Influencing*
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Pulling everything together.
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The four 'key' psychological profiles.
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Creating sustainable trust - The trust & influencing grid.
*Using their new understanding of psychological needs, obstacles and personality types, the participants will create a personalised trust and influencing grid to identify the different needs, and approaches to build psychological safety and sustainable trust.
Training Options...
Psychology of Trust is a 1-day course that can be delivered in the classroom at your business premises, offsite or, virtually e.g., via Zoom or MS teams.
If the training is delivered virtually, we recommend it is delivered in two half-day time slots (either morning or afternoon) during the same week, to ease screen time exposure and to support business needs. Our virtual courses are structured so that participants can immediately apply their learning between sessions.
Participant Numbers...
In the classroom:
Minimum numbers = 8.
Maximum numbers = 20.
Virtual:
Minimum numbers = 8.
Maximum numbers =24.
Who we work with...
Organisations who have benefited from this course and its content:
240 leaders & managers
60 c-suite executives
100 leaders & managers
50 salespeople
150 leaders & managers
40 commercial partners
Work with us...
It's as easy as 1, 2, 3!
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Choose your delivery
Whether it’s delivered in a classroom, or virtually. We are here to meet your needs.
2
Customise your course
Together we will customise your course to ensure it meets your needs, the needs of your team and that of your organisation.
3
Schedule your course
Let’s have a conversation about how Psychology of Trust can help your sales teams build more meaningful relationships so they can engage in commercial conversations that matter.
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