Professional Sales Influence

Sales Influence Program increases the ability of sales professionals to achieve outcomes with customers in person to person meetings. People achieve better sales outcomes while building stronger professional relationships. Advanced rapport techniques, values based influence, and persuading challenging people are key parts of the program. After attending the program sales people will know how to sell more effectively through influencing other people. Sales people use their real sales situations and sales problems in the program to ensure the new skills are applied directly to real sales issues.

When the best sales people are benchmarked, two skills separate them from the rest. The first is an ability to communicate sales messages with even the toughest customers. The second is motivation to keep on target when they are facing difficult times. Skills alone are not enough; the successful sales person needs an attitude to keep them using all of their skills on every meeting, every day.

Recognising this, METTA developed sales communicating strategy and sales motivation programs. This means sales teams will have the skills to sell more effectively and the motivation to use their skills when the going gets tough.

The three tier sales communication strategy is illustrated below: # Steps

Reaching commitment starts with sales influence - building profitable relationships, understanding real needs and values, and managing any resistance the customer may offer. Based on what was learned in the influence stage the salesperson can then make sales presentations of ideas and recommendations. After the presentation a sales negotiation is required to reach successful agreements. To keep these skills on track, particularly when times or customers are tough, needs sales motivation.

METTA Sales Motivation shows sales people how to maintain peak performance for longer periods of the sales cycle, and how to bounce back more quickly from tough times.

Download Course Outline in PDF format

Program Outline

This is a program comprising two consecutive days. The main modules of this sales program include:

• Key elements of influencing a sale

• Building profitable sales relationships

• Understanding how people buy

• How to make persuasive sales statements

• Asking for the business and closing the deal

• Rapport building with senior customers

• How to listen for buying clues

• Getting fluent in non-verbal language

• Dealing with tough customers

• Digital Video analysis of influencing style

The two day program is lively, interactive and applies new skills to real sales problems.


Who Should Attend? Sales people from all functions who need to achieve results through persuading other people. Sales people who have a challenging customer, new product or competitive market find the program valuable. People who want to reach the next step in their ability to influence sales outcomes in person to person situations also find the program worthwhile.

How will participants benefit?

This program is about achieving better sales results. Participants get better sales results because they understand the sales influencing process and they feel more confident dealing with a wider range of sales situations. Specific outcomes for sales people include being able to:

• Identify their influence style and where it is effective.

• Learn new styles for tough situations.

• Increase their ability to achieve outcomes with other people.

• Understand when and how to adjust their influence style.

• How to ask questions that get results.

• Improve professional relationships.

• Reach more profitable agreements.

• Know how to make a case for a point of view.

• Learn how to persuade without authority.

• Build an authentic and unique influencing style.

• Achieve better sales outcomes.

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