This course is comprised of 4 ‘interlocking’ modules which develop into a ‘seamless’ system for goal-directed communication. Developed by Thom Shillaw, each day presents a complete learning which can be put into use immediately afterwards.
Detailed descriptions of each module are provided below.
Module 1 - Goal-Directed Communication
“I have had outstanding success in applying the language techniques.” - Andy Napier, Divisional Learning Consultant, Bank of Scotland
- Plan and present efficient goal-oriented communications.
- Use rational appeal to gain agreement.
- Use emotional appeal to motivate people.
Participants will learn a powerful new approach to efficient, effective goal-directed communication. Ideal for keeping meetings on point, delegating, communicating ideas and so on, delegates will learn to develop an ‘attitude’ towards effective and efficient communication.
You will learn key patterns from the Shillaw FRAME Method, the first purpose-built ‘Persuasive Appeal’ language patterns. FRAME is an acronym for:
- Frame path to outcome.
- Reinforce steps.
- Deal with Alternatives.
- Deal with Malevolence.
- Imply worthwhile Effort.
"I was delighted to report a massive increase in closing ratios during our subsequent client presentation programme increasing from 25% in the previous programme to 46% (a record performance). There’s no doubt that Thom's training was the driving force behind this improvement." - Matt Allitt, Senior Station Director, Talk 107
*Note: The Shillaw FRAME Method was developed by Thom Shillaw and is therefore exclusive to his courses.
Moduel 2 - Negotiating Better Outcomes
“I thought the whole course was really inspiring in addressing conflict and difficult situations.” – Irene, Scottish Borders Council
- Rapidly diffuse disagreement.
- Use rational appeal to gain agreement.
- Quickly progress to win-win scenarios.
The phrase, “I could not agree more,” is taken literarily as participants learn to use rational appeal to rapidly diffuse conflict and progress to win-win scenarios.
You will be taken step-by-step through a NEW negotiation model which was developed over a 2-year period while training front-end sales teams and project managers. Called the Shillaw BYPASS Method, you will learn an approach to negotiation which can be put into effect immediately upon completion of the training. BYPASS is an acronym for:
- Problematic Belief.
- Why? Reason(s).
- Proof - Actual evidence.
- Secure Agreement.
- Steps to solution.
- Strengthen Solution.
"At the start of the course I was having so real problems with the turn around times with email correspondence between Landlords agents and Legal representatives on a major property move project and with guidance and techniques from Thom we went from 8-14 days in getting replies to just a few hours." - Donald Henderson, Project Manager, NHS Scot land
*Note: The Shillaw BYPASS Method was developed by Thom Shillaw and is therefore exclusive to his courses.
Module 3 - Business Body Language
"Not only did I learn to interpret patterns of non verbal communication I now have a new appreciation for how it connects with verbal conversation. It was a real game changer for me." - Craig Godfrey, Marketing Manager, Visit Scotland.
- Spot whether or not someone is buying into your idea.
- Be able to adjust your communication to get buy in.
- Recognise whether people are likely to do what they have agreed.
The phrase, “Actions speak louder than words,” is taken literally as participants learn the art of business body language. Since 70% of the meaning of any face-to-face communication is carried via body language then being able to ‘look beyond’ someone’s words at their actions becomes a vital business skill.
You will be taken step-by-step through a NEW model which helps you to recognise what body language is important in goal-directed communications and this knowledge can be put to use immediately upon completion of the training.
Participants will learn key patterns from the Shillaw DAIMON Method, the first purpose-built goal-directed body language model. DAIMON is an acronym for the body language of:
- Agreement and disagreement.
- Interest and disinterest.
- Mood - Positive or Negative.
- Oriented to Outcome?
- Negating Outcome.
“It has made me very much more aware of people’s communication styles and why rapport is (or is not) working – I have recommended it highly.” – Mike Edwards , IT Programme Manager, Royal Bank of Scotland
*Note: The Shillaw DAIMON Method was developed by Thom Shillaw and is therefore exclusive to his courses.
Module 4 - Leading by Example
“Excellent course in a really positive learning environment. I would highly recommend it to enhance your job performance.” – JW, Manager, Scottish Executive
- Put your points across in a non-confrontational manner.
- Minimise the potential for disagreement.
- Maximise productivity under pressure.
The phrase, “Lead by example,” is taken literally as participants learn key principles of implicit communication. People will learn how to get their points across using a powerful non-confrontational style which also tends to produce superior results in ‘high pressure situations’. You will be taken step-by-step through a NEW model which helps you to develop your own ‘business specific examples’, that can be put to use immediately upon completion of the training.
Participants will learn key patterns from the Shillaw WORDS Method, the first purpose-built implicit/explicit goal-directed communication model. WORDS is an acronym for:
- Weaving - A goal-directed implicit communication pattern.
- Observation - A pattern to track the effectiveness of your communication.
- Reference - An implicit pattern of emphasis.
- Detail - A way of structuring example contents.
- Summary - An explicit pattern of emphasis.
“I now have a new awareness of how people communicate with each other and I am now able to communicate much more effectively. I cannot recommend Thom highly enough.” – A Woolfries, Project Manager NHS Scotland
*Note: The Shillaw WORDS Method was developed by Thom Shillaw and is therefore exclusive to his courses.
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When & Where
Euro Business Centre
21-23 Hill Street
EH2 3JP Edinburgh
Shillaw Methods are powerful NEW approaches to goal-directed communication. They are the brain-child of Thom Shillaw, an authority on verbal and nonverbal communication. Thom runs EXCLUSIVE intensive courses on Shillaw Methods for leaders, teams and individuals.