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How to Influence

Description

The aim of this module is to provide the learner with an understanding of the concept of influence, how it is used in sales and how you can apply it to achieve greater success when negotiating and closing with prospects.

This module will cover:
  • Understanding what we mean by influence.
  • How building stronger connections with prospects gives a unique ability to influence.
  • Recognising the four-step process that helps to leverage influencing skills and enhance success in closing sales.
On completion of this module, learners will be able to:
  • Identify the importance of influence in sales.
  • Explain Cialdini’s principles of influence.
  • Describe the impact that influence has on the sales process.

Module Structure:

LEARNING OBJECTIVES
Aims and Learning Outcomes

TOPIC 1: WHAT IS INFLUENCE
What is Influence
Six Principles of Influence
Influence in Sales
Summary
Knowledge Check

TOPIC 2: HOW TO INFLUENCE
How to Influence
Summary
Knowledge Check

TOPIC 3: THE PROCESS
The Process
Summary
Knowledge Check

END OF LEARNING MODULE
End of Learning Module Summary

The learning module plus the assessment module will take approximately 60 minutes to complete.

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