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Sales Training:‘Influential Selling’

“Everyone likes to buy things, but no one likes to be sold.” That is the principal of influential selling. If you or your organization is struggling to meet the desired benchmarks of success in sales, you have found the right program! In most industries, organizations struggle with obtaining and keeping long term customers that will deliver future growth in the form of referrals. This is due to the old form of sales coaching using ‘the power of persuasion’. Persuasion does not sell, it manipulates the customer. With Influential Selling participants are provided with practical and proven insights on how to be a sales leader and professional by developing their strengths and talents as an influencer. Participants will learn how to implement the skills of influencing to close more sales, have less returns or buyers remorse, thus generating more referrals. They will learn a proven and effective sales process that is easy as conducting a conversation. Persuasion is a short term activity while influencing is a long term investment that will continue to deliver results.

Steps of Influential Selling

Building Rapport (Likeability)

• Be you
• Create positive energy
• Find and relate to true common interests
• Should be a comfortable conversation

Understanding (Trust)

• Know their likes and dislikes
• 3 hot buttons (things they LOVE)
• 3 points of pain (things they currently DISLIKE)
• Ask purposeful questions

Mapping Solutions (Trust)

• Keep their trust
• Have their needs in mind
• Mapping the solutions (start with, “As you stated”..)
• Avoiding the “So What”

Consideration (Influence)

• Determined by your position
• Relax!
• Expert with influence
• Ask for the business

Referrals and More

• First step-next sale
• Timing is everything
• 3-2-1
• Golden T