Sales, Persuasion and Influence

Vanderbilt University Owen Graduate School of Management
Nashville, Tennessee, United States

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' The program objective is to introduce and heighten participants�ongoing awareness of applied influence, persuasion, and sales knowledge and skills. Participants will learn to understand and identify opportunities, recognize essential influence approaches, begin to master the power of persuasion, and apply key professional presence and communication applications for ongoing success. They will also learn and apply essential customer value, decision, and engagement processes, develop best positioning approaches, develop a questioning process essential to helping customers pinpoint their critical needs, enhance relationship management, and develop robust and successful development, marketing, and sales integration.

Awareness and Focus--the Foundations of Influence and Persuasion: Tapping the adventure of applied knowledge gathering and analysis and resulting decision making and strategy.
The Influence Process—the Path to Success: Understanding the influence process and recognizing and creating opportunities while avoiding pitfalls.
The Power of Persuasion: Applications that focus, convey, and convince.
Professional Presence and Communication—the Tools of Persuasion and Influence: Mastering the foundational tools of effective advocacy.
The Agreement Process: Securing clarity and certainty for best performance and reward.
Leadership, Sales, and Personal Applications and Opportunities: Putting persuasion and influence to work to create a more positive and successful life.
Improving You: Applying the Persuasion and Influence Strengths Indexâ„? To celebrate constant improvement and ongoing success.
Customer Value Process: How sales plays into the process of identifying, creating, delivering, and measuring customer value.
Customer Decision Process: Breaking down the decision points, criteria, and participants in the end-to-end process of identifying and satisfying a need.
Customer Engagement Process: Contrasting commodity and solution sales in terms of how and when a sales person engages with a customer.
Positioning: How marketing develops the ‘Value Proposition�of organizational and competitive positioning while sales develops essential personal positioning.
Needs Discovery Process: Developing a structured questioning methodology to help customers define and articulate their most important needs
Relationship Management Process: Linking relationship assessment and account planning.
Development/Marketing/Sales Integration: Creating “Market Ready Offerings�and “Offering Ready�sales teams. ...''

Elements of this syllabus are subject to change.

Phone:615-322-2534

School Address:

Vanderbilt Owen Graduate School of Management
401 21st Avenue South
Nashville, TN 37203 USA

Jobs & Resumes: Nashville
Houses & Roommates: Nashville

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