The Language of Influence

Applied to Sales and Negotiation

Have you have ever wondered what it is about people who seem to be able to influence, lead and inspire others.  Think of some of the great speakers of the 20th Century who have had the power to stir hearts, uphold great ideals even in the face of grave challenges.  The figureheads who have led nations to new frontiers.  They all had something in common.  They all knew and practised specific behavioural patterns that have been known through the ages to create influence.

Have you come across a sale person who is struggling?  Are you a sales professional who is finding it hard to achieve the result you want?  Could you be doing even better than what you are?  Are your sales team constantly coming up with reasons why performance is below target? 

If so, it could be time to invest in the type of training that really give sales people confidence.  Learn the true art of influence by investing in an understanding and application of the powerful techniques and patterns of human psychology.  Because how we communicate (and you might be interested to learn that only 7% of communication is the words we use) is linked directly to the influence we have over others. 

Think back for a moment

Perhaps you can remember great speeches that have moved you.  You might even be able to identify great communicators within your work environment or perhaps have met or presenced someone at a seminar or course who communicated right to the heart of your being.  No matter who it was or where you were I bet you can remember now, how that person impacted you. 

In everyday business we have great communicators too.  Men and women who just seem to be able to rally people together for a common cause.  These people attract commercial success through their relationships with people and their ability to bring people to their way of thinking.  I think you will agree that there are many people who are able to manage others but few who truly lead by having people want to follow them.

So how does this relate to sales and negotiation? 

We’d like to suggest that a sale is but a process of influence.  We don’t ask that you believe this but just go ahead now and ask yourself this question, “Are you motivated by other peoples’ reasons or your own?”

The master techniques of influence were coded almost 35 years ago.  That’s right, the patterns of masterful human communication and influence were explicated into a model by the two co-founders of NLP* (John Grinder and Richard Bandler) in the 70’s.  This means that the patters of influential communication are learnable and in this course we apply them directly to sales, persuasion (in an ethical sense) and negotiation.

Who should attend this course?

If you are in business in any type of sales role or position where influencing others either internally or externally is key to your success then you’ll benefit from this course. 

What make this sales course unique?

We’d like to suggest that there is a lot of knowledge and wonderful resources out there about sales processes.  These processes teach sales people a system for success but in our experience this is not the only place and certainly not the most important place where sales people require training. 

A sales process can be expertly designed, even replicated from a successful salesperson but rarely is the sales professional trained in the “how” of sales.  It is assumed that sales professionals automatically have the behavioural flexibility and patterns of influence necessary to engage and influence others. 

In this training we will share powerful and proven patterns of influence that will leave delegates confident in their ability to manage their own state, build motivation in others and have a toolkit of skills that they use to build rapport, negotiate, overcome obstacles and gain commitment elegantly and conversationally.

We stand by the belief that the influence part of sales in not in the system it’s in the people that execute the system – that’s what this course focuses on.

Applied Business Outcomes:

• Transform your communication skills and learn how to communicate effectively over the phone, by email and face to face.  
• Learn how to be likeable to the people you need to engage in order to form new relationships easily
• Learn to identify and utilize peoples core values in helping them reach decisions
• Discover how to overcome objections and reach agreement in a conversational manner
• Understand how the minds of individuals vary and how to communicate with different people in different ways, enabling you to build natural rapport and influence with anyone.
• Increase your conversions, increase the number of people wanting to do business with you and feel confident in delivering your sales message
• Learn a communications model that will make selling / negotiating natural

Applied Personal Outcomes:

• Become confident in your role
• Overcome performance anxiety in relation to sales and business development functions
• Manage your state in any context so your emotions support the achievement of your outcomes

• Learn the structure of charisma and how you can apply that to sales presentations and meetings

*What is NLP?

There are many definitions out there so I will offer you a couple which we hope you find useful.

NLP is the study and science of human excellence.  A set of communications occurs in someone who is excellent at what they do.  Be it a sports star, a business person, an artist or performer or perhaps someone you know personally.  NLP unlocks the structures of human patterning and excellence.  NLP has been applied successfully across business, sport and personal success.  It helps you to identify performance excellence, distinguish the patterning and communication behind the performance and explicate a model for replicating the behaviour. 

AND / OR

Neuro – from the Greek word ‘neuron’.  How we filter information via our sensory receptors creating internal representations in our minds.  Our internal representations are just that ‘representations’ of the world, not the world in actuality.

Linguistic – from Latin ‘lingua’ or language.  We attach meaning to our internal representations by attaching language to the sensory experience.

Programming - how components of a system are organised to create patterns of activity and/or behaviour.  Or simply put our internal representations and the meaning we attach to those representations drives how we respond to a stimulus.

What do I do next?

To Register         Simply email us your intention to join the training at info@becomecoaching.com

Date:                  31st October - 2nd November

Location:           London Victoria

Price:                 £399 + VAT (£468.83)

*Special OfferBook two places before August 31st and pay just £600+ VAT (£705) for two people -                                   SAVE £231.

For more information please contact us by phone on +44 (0)203 00 88 901 or email info@becomecoaching.com.  All courses are open to private individuals and corporations who wish to send delegates.