Language and Behavior Profile Training
- Training in the Ability to Understand, Predict, and Influence Behavior
Imagine a situation where everything depends on your ability:
. To negotiate a critical deal...
. To work with difficult people...
. To handle sensitive situations...
. To put together high performance teams...
. To negotiate your future...
. To restructure a company...
. To make key personnel appointments...
The Language and Behavior Profile Training (LAB Training) is designed to give you that edge.
Where people speak and people listen, the LAB is a smart tool to use
Why LAB Profiling Training?
Influencing, persuading or selling the way people think, buy, make decisions or want to be persuaded, is the key to success in communications! The ability to match how people process information, what attracts their attention, how they become convinced and make decisions is what effective persuasion is all about. Simply put, to influence, sell the way people think!The LAB Training will give you the expertise to accurately and masterfully read people and communicate with precision by listening to, and observing, everyday language and behavior. People's words and behaviors are not random. Language, physiology and behavior reflect people's (mainly sub-conscious) mental processes, perceptual filters, values, beliefs etc. As you become familiar with the LAB Questions and the kind of responses people offer, you will find that you are able to pick up people's underlying Behavioral Patterns, without having to ask the questions. Having the ability to do that, and by using the influencing language and behaviors that matches the person's preferred mental processing style, you are enabled to communicate with greater impact.
Many people and organizations on five continents are now using these tools for:
- Sales prospect profiling
- Client profiling/opposition profiling etc.
- Personal and organizational behavioral profiling
- Competitor behavioral profiling
- Composition of high performance project teams
- Implementing and measuring corporate/organizational change
- Job profiling and recruiting personnel with matching profiles
- Enhance interpersonal interactions on all levels
- Marketing research and design advertising and recruitment campaigns
- Communication design
- Performance modeling and coaching
- Partnership matching
- Negotiation support
Bennion-Robertson offers LAB training on three levels
The Basic LAB Profile Training program is offered in a half-day or a full-day module. During the basic LAB Profile Training, the focus is on fourteen Behavioral Traits which determine behavior. These are mainly sub-conscious governing mind-sets which we call Meta-Programs. The training teaches how to read people by observing these traits through paying attention to HOW, rather than to WHAT people respond. We emphasize how to use this skill either as a formal survey instrument or in casual conversation.We also offer more in-depth training through the LAB Profile Advanced Training
The LAB Profile Advanced Training Program is intensive, outcome-based, and hands-on. The focus is on the application of the LAB Profile in the context of each participant's area of interest. The advanced training requires basic training first. (Further tailoring is also available).
More About the Language and Behavioral (LAB) Profile
The LAB does not label or stereotype people according to personality types or categories. Because the LAB deals with core generic mental processes and mind frames that determine behavior, it is cultural and gender neutral. The focus is on the functioning of the person and discovering the dominant driver behavioral patterns that make them unique.The sensitivity of the LAB is directly related to it's context specificity and therein lies the value of the LAB as an Interactive Behavioral Profiling Instrument. People are complex and their behavior adapts to meet the particular situation or context that they find themselves in.
As an Interactive Behavioral Profiling tool, the LAB Profile has been used by business and governments on five continents since the early 1980's in every aspect of business, management, communication, teamwork, recruitment, training, marketing, sales, negotiations, lobbying and coaching.
As a tool, the LAB ensures a behavioral profile that delivers what the customer really wants, that best fits the needs of the project and the team. It helps management to understand their staff, as well as how to communicate with them and place them for optimum performance. By matching personnel to their preferred performance traits, and by meeting their motivational traits, attrition levels are reduced. It has application to all areas of business, in addition to individual and team development.
Basic LAB Profile Training - Half-day and full-day
In a half-day module, Basic LAB Profile Training Program covers:1) Basic rapport and calibration skills (Reading People).
2) The elicitation of Criteria and Values (Essential for all influencing situations)
3) Three motivation triggers that excite people.
4) Eliciting people's convincing strategy -- how people become convinced.
5) Basic pattern recognition by asking the LAB questions.
6) Recognizing the patterns for an individual or group.
7) How to use the appropriate influencing language for maximum impact.
8) Applying this tool in any communication context.
The one-day module, Basic LAB Profile Training Program covers:
1) Basic rapport and calibration skills (Reading People).
2) The elicitation of Criteria and Values (Essential for all influencing situations)
3) Four motivation triggers that excite people.
4) Four performance traits that describe how people process information, in what environments they are most productive, how they respond to stress and how they are convinced.
5) Eliciting people's convincing strategy - how people become convinced.
6) Basic pattern recognition by asking the LAB questions.
7) Recognizing the patterns for an individual or group.
8) How to use the appropriate influencing language for maximum impact.
People's words and behaviors are not random. Language, physiology and behavior reflect our (mainly sub-conscious) mental processes, perceptual filters, values, beliefs etc.
During the one day LAB Profile Training, the focus is on discovering those Behavioral Traits, which most determine a particular individual's behavior.These traits are mainly sub-conscious governing mind-sets, also known as Meta-Programs. The training emphasizes how to use this people-reading skill, either in formal settings or in casual conversation, paying attention to HOW, rather than WHAT people respond.
The LAB Profile Advanced Training Program
Day One
- Introduction and brief reviews- Course and individual outcomes
- Theory and Principles
- Basic Calibration Skills (Reading People - The sensory acuity to notice people's physiological and behavioral reactions and listen to choice of language)
- Basic Rapport Skills (The ability to connect with people and build a sense of trust)
- Criteria - Elicitation and listening for Criteria
- Motivation direction
- Integration and practice
Day Two
- Feedback & Questions- Motivation source, level, and reason
- Motivation decision factors
- Integration and Motivational Profiling and Feedback
- Stress response
- Working style, organization, and scope
- Integration and practice
Day Three
- Feedback & Questions- Working attention direction and rule structure
- Convincer channel and mode
- Profiling exercises and evaluation
- Applications and cases
- Integration & Future Applications
- Feedback, questions and conclusion of training
Skills/Competencies Acquired in Advanced LAB Training Course
- Behavioral Profiling: The ability to formally or informally identify and match people's dominant behavioral patterns - reading and figuring out people- Remote Profiling: The ability to profile indirectly from a distance, based on minimal information.
- Influencing Skills: Learn to detect and match unconscious motivation triggers that drive each person. Design language that gives you the impact you want
- Listen for context changes and cross context profiling
- Provide feedback and coaching to persons profiled
- Application of the LAB Profile in work related and other contexts
- Basic understanding of what triggers and maintains people's motivation, stress response, their ideal working environment and how they get convinced
- Insight into personal behavior
- Understanding the dynamics of a team
The LAB Profile Advanced Training Program is intensive, outcome-based, and hands-on. All the training is experiential, learning through doing. Participants practice on each other and they are guided with where, when to use the skills. The focus is on the application of the LAB Profile in the context of each participant's area of interest. The advanced training requires basic training first. (Further tailoring is also available.)