An “Influential” Distinction

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I have built my career around the distinction that I am a very Atypical “sales coach”. While I do in fact coach a number of sales professionals, there is a bigger picture to consider. A large percentage of the general population would not consider themselves to be in “sales” despite the fact that every one of them is required to sell something every day!!  Frankly, it doesn’t matter what you do. You will be required, on a daily basis, to sell an idea, a product, a dream, or maybe just an opinion. The underlying premise of a “sale” is that two parties have agreed to exchange one form of value for another. What such a statement omits is that there is an underlying force that drives or motivates the exchange. I refer to this force as INFLUENCE – the capacity or power to be a compelling force on or produce effects on the actions, behavior, opinions, etc., of others.

Accomplished speakers, teachers, sales executives, and business leaders, in spite of varying roles and objectives, each are required to INFLUENCE those whom they serve. Therefore, understanding and mastering INFLUENCE is as critical to a sales executive as it is to a schoolteacher or customer service representative.

Accomplished speakers, teachers, sales executives, and business leaders, in spite of varying roles and objectives, each are required to INFLUENCE those whom they serve.

I have had a number of sales clients hire me based on the complaint that despite reading a handful of how-to books, they are still not finding success in sales. The truth is that the majority of sales books fail to develop the attributes that precede and support sales success. An analogy I often use is that true art lies in the artist, not the paint.  In other words, traditional sales books teach techniques and strategies which are extremely important.  However, what every professionals need first, is INFLUENCE.

This reality inspired the development of a revolutionary program that challenges common perceptions of sales and demonstrates that success in any profession or endeavor is in direct proportion to one’s ability to INFLUENCE. The underlying premise is that everyone has within them natural, albeit sometimes latent, abilities that can be cultivated to build true INFLUENCE.

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