influencing skills training for sales teams

Understand the basics of influence and its role in B2B sales.

Case study of a successful B2B sales strategy using influence.

Analysis of influence and persuasion efforts - good, bad and ugly.

Overview of Dr. Robert Cialdini's 7 Principles of Influence.

Exploration of 5 types of influence and when each is most effective.

Overview of the factors which cause openness to influence to close down.

Explore the role of the Contract phenomenon in ethical Influence.

Identify naturally occurring Influence moments.

Reciprocity - understand the ethical approach to give and take in sales.

How to ethically and successfully apply reciprocity in sales negotiations.

How to ethically activate the principle of Reciprocity.

How to ethically amplify the effectiveness of reciprocity in sales negotiations.

Case Study - A B2B company offering value-added services to clients.

Ethical considerations when using Reciprocity in sales discussions.

How to amplify the strength of Reciprocity through Liking & Authority.

How to develop Reciprocity at an organisational level with prospects.

How to respond when Reciprocity is unethically being used against you.

How and when to present a reciprocal concession request in a sales situation.

How and when to reject a reciprocal concession request in a sales situation.

Develop a reciprocity strategy for your own company's sales scenarios.

What Consistency is, why it works and how to create willing engagement.

Create a client engagement plan underpinned with Consistency.

Case Study - A B2B company offering value-added services to clients.

Ethical considerations when using Reciprocity in sales discussions.

How to amplify the strength of Reciprocity through Liking & Authority.

When and how to withdraw Reciprocity during sales discussions.

How to respond when Reciprocity is unethically being used against you.

Develop a reciprocity strategy for your own company's sales scenarios.

Social Proof as a powerful differentiator from competitors.

Case Study - How Social Proof accelerates the speed of sales.

When and how to present Social Proof and when not to.

How to amplify the effectiveness of Social Proof.

How to protect your company from manufactured Social Proof.

Develop a Social Proof toolkit for your products or services.

How to use Contrast to compare your offering against competitors.

How to demonstrate Authority without appearing boastful.

Understanding being an Authority versus being The Authority.

How to Amplify Authority status with Social Proof.

How to challenge a competitors' Authority without bad mouthing.

Produce an Authority building Swipefile to use in sales activities.

How to ethically use the 'Click - Run' principle to promote decision.

Guarding your company against 'Click - Run' Authority compliance.

Three powerful and ethical Activators of Liking.

The organisational damage caused by manufactured Liking.

Case Study - How to amplify the strength of genuine Liking.

5 easy ways to develop genuine Liking with prospects and clients.

How to develop Liking towards your company from prospects.

How to boost Liking with openness and candidness.

How to respond when Reciprocity is unethically being used against you.

Develop a Liking strategy for your company's sales activities.

Exploring the principle of Scarcity - What it is & what it isn't.

Different types of Scarcity and how each has a different impact.

How to amplify the impact of Scarcity to promote action.

How to amplify the effectiveness of Social Proof.

How to protect your company from manufactured Social Proof.

Develop a Social Proof toolkit for your products or services.

Exploring the principle of Unity - What it is & what it isn't.

The immense power of 'We' and how to develop it with prospects.

Case Study - how the principle of Unity creates trust & cooperation.

5 ways to easily develop Unity with prospective & existing clients.

5 ways that Unity can be easily and unintentionally damaged.

The value of co-creation in developing authentic Unity.