Watch Intro Video

Mastering Authentic Influence for Highly Successful Sales: Part I

Learn To Listen & Win The Business - Essential Skills for Client-Facing Success

Course curriculum

  • 1

    Chapter 1: The Business Case for Authentic Influence

    • Lesson 1: The Skills You Will Learn in This Course

    • Lesson 2: Why Mastering the Skills of Authentic Influence is Imperative to Long-Term Success
  • 2

    Chapter 2: Focus on the Clients Needs

    • Lesson 1: Why do People Buy?

    • Lesson 2: Start with Trust: A Formula

    • Lesson 3: The Competitive Edge: Needs Versus Solutions

    • Lesson 4: Truly Understanding Client Needs
  • 3

    Chapter 3: Trusted Sales Approaches

    • Lesson 1: Building to a Positive Outcome

    • Lesson 2: A Sales Approach that Sets You Apart

    • Lesson 3: Tips to Set Us Apart from The Competition - Downloadable PDF

    • Lesson 4: How To Sell in the Age of the Internet

    • Lesson 5: Authentic and Influential Approach Questions
  • 4

    Chapter 4: The Intentional Opening – Frontload Your Engagements with Trust!

    • Lesson 1: Three Roles In a Meeting

    • Lesson 2: Why Opening a Meeting Matters

    • Lesson 3: Successfully Opening a Meeting

    • Lesson 4: Controlling the Meeting As a Trusted Advisor

    • Lesson 5: The Intentional Meeting Framework

    • Lesson 6: The Five Step Process to Opening a Meeting

    • Lesson 7: Exercise - The Five Step Process to Opening a Meeting - Downloadable PDF
  • 5

    Chapter 5: Effective Introductions

    • Lesson 1: How to Introduce Yourself - Give them the Cupcake!

    • Lesson 2: Eloquent Introduction Strategies

    • Lesson 3: Recap and Value of the Eloquent Introduction

    • Lesson 4: Introduction Assignment - Downloadable PDF
  • 6

    Chapter 6: The Sale is in the Client Story

    • Lesson 1: Get Them Talking

    • Lesson 2: Why Clients Don’t Trust Questions

    • Lesson 3: The Importance of How to Ask a Question
  • 7

    Chapter 7: How to Ask Questions

    • Lesson 1: Preparing Your Questions

    • Lesson 2: Questions that Elevate Trust

    • Lesson 3: Transition from Small Talk to Purpose

    • Lesson 4: Re-Fashioning Your Questions

    • Lesson 5: The Double Click Question

    • Lesson 6: Questions that Regain Control

    • Lesson 7: The Python Question

    • Lesson 8: Minimizing Risk - The Double Click Question - Downloadable PDF
  • 8

    Chapter 8: Listen with Insight!

    • Lesson 1: Insightful Listening

    • Lesson 2: Listening Filters to Avoid

    • Lesson 3: But I thought I was Listening!

    • Lesson 4: The Split Page Listening Method

    • Lesson 5: The Magic of “Exactly!”

    • Lesson 6: The 3- Q’s of Insightful Listening

    • Lesson 7: The Magic of the Playback

    • Lesson 8: Playback Through the 3 Q’s

    • Lesson 9: Helpful Phrases to Demonstrate to Insightful Listening