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2020-12-11 21:19:57
30-Day Money-Back Guarantee

This course includes:

  • 8 hours on-demand video
  • 6 articles
  • 113 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
Business Sales Influence Skills

Ultimate Persuasion Psychology - Persuasion and Influence

Learn elite, exclusive persuasion and influence techniques based on deep cognitive and persuasion psychology principles.
Rating: 4.5 out of 54.5 (131 ratings)
16,341 students
Created by Vasco Patrício, Vasco Patrício Executive Coaching
Last updated 12/2020
English
English [Auto]
30-Day Money-Back Guarantee

What you'll learn

  • How to make a sale, recommendation or request much more powerful
  • How to leverage cognitive biases and persuasion principles to make the other side more receptive
  • How to connect deeper, establish rapport and likability, and trigger reciprocity with a few key techniques
  • How to address common problems in selling/influencing
  • How to use elite, proven psychological techniques for influence and persuasion

Requirements

  • Have a basic knowledge of sales and influence/persuasion
  • Know your value proposition and influence target

Description

Learn 56 state-of-the-art elite persuasion and influence techniques from my 5 years of influence and performance coaching for top executives in all different types of sales situations. I'm a 2x MIT-backed entrepreneur turned persuasion psychology/negotiation skills coach who has worked with (and made better negotiators of) different profiles, and this course is for you if you're seeking to improve your influencing, for professional selling or just know more about how to win friends and influence people.

Who This Course is For
- Top CEOs trying to close enterprise sales;
- Top executives trying to "sell" initiatives to executives and board members;
- Top real estate agents trying to close buyers of million-dollar properties;
- Politicians trying to sell initiatives as consensus;
- Billion-dollar AuM hedge fund managers trying to raise capital from allocators;
- All other sorts of persuasion and influence situations (e.g. a husband trying to "sell" his dream vacation to his wife!);

This course is going to help you optimize your persuasion and influence capability with persuasion skills throughout all the five stages of influence:
- Pre-Framing (establishing your positioning, reputation and authority before the person even comes to you);
- Priming (qualifying and filtering your targets so they become more influenceable);
- Contact (truly connecting and understanding the other side);
- Disarmament (provoking, weakening an destroying objections the other side may have);
- Constriction (providing final incentives to close the person);

Throughout my experience in persuasion psychology/influencing/negotiation skills coaching and training, I've compiled a framework with my most elite persuasion skills and influence techniques to use for sales, and I'll share all of them with you on this course. Besides just pure persuasion and influence techniques, there are multiple bonuses included to help consolidate these influence lessons.

These techniques use similar psychological principles leveraged by persuasion scientists and master salesmen. You will see many techniques similar to Robert Cialdini's, Chris Voss's and/or Grant Cardone's, for example, but these will be the deeper, more general psychological persuasion elements (don't be scared by the "general" - we will apply them and explore very specific applications of these). Field-tested and proven in the most extreme situations.

Not only will you know about each one of the 56 techniques presented, I will walk you through specific applications of these, and even how to counternegotiate when others use them against you.

What This Course IS
- An advanced, deep compendium of elite influence techniques that can be applied in multiple contexts, explained in-depth and with examples;
- An encapsulated, flexible reference course. Although the techniques gel well together and make up a bigger picture, you can watch any module - or even any specific technique - without knowledge of the others, and it will stand on its own. You can consider it a buffet of techniques. You can go through the whole thing start to finish, or pick and choose here and there. It's all up to you.

What This Course IS NOT
- A technical sales course. I will NOT tell you about pipelines, prospecting, drawing contracts or others. This course is about person-to-person persuasion principles. Sure, applied in technical situations, but still about the persuasion principles themselves;

-------------------------

BEFORE YOU BUY:
- IMPORTANT DISCLAIMER: I have multiple courses on influencing for different verticals. Make sure that you purchase the right one for your specific vertical! If necessary, visit my profile (or check the section at the bottom) to make sure that you are selecting the most correct course;
- Make sure to make use of the "preview" feature to watch a couple of videos and tell whether this is really what you're looking for;
- Instead of being persuaded by how I'm selling the course, ask yourself what your influence goals are, and only then check if this course really is what you want or not (although you always have the possibility of a refund under Udemy's terms, I don't want you to potentially waste your money on something that won't be a fit);

Do you want to up your persuasion and influence skills? Does this seem like a good course to assist you? I'd be delighted to have you. Let's meet on the inside.

-------------------------

EXISTING KINGMAKER INFLUENCE COURSES

There are currently 4 different variations of this course, focusing on persuasion psychology, persuasion skills, negotiation skills and influencing in general. These are 1 base version + 3 specific ones, all based on my Kingmaker Influence framework:

- The Ultimate Persuasion and Influence course is the base version, with a description of the core techniques and no specific use cases;
- The Persuasion in Hedge Funds/Private Equity/Investment Banking course contains all base version materials, plus the two use cases of Asset Management and Executive/Board Relations;
- The Persuasive Business Communication Skills course contains all the base version materials, plus the two use cases of Executive/Board Relations and Talent Management;
- The Real Estate Agent Training in Persuasion and Influence course contains all the base version materials, plus the use case for Real Estate Agents;

-------------------------

Who this course is for:

  • Anyone in a situation where they must influence anyone else
  • Salespeople looking to close more deals
  • Talent managers asking their reports to perform tasks
  • Workers wanting to influence their managers to get a raise of promotion
  • Senior executives and rainmakers looking to close more deals
  • Politicians looking to close campaign contributions
  • Hedge fund and asset managers looking to close allocators

Course content

17 sections • 176 lectures • 8h 7m total length

  • Preview01:42
  • Disclaimers and Course Structure
    08:19
  • All 56 Techniques
    09:56
  • A 7-Star Course
    03:53

  • Intro
    03:01
  • Pre-Framing: Diagnostic
    04:00
  • Priming: The Code of Conduct
    01:52
  • Contact: The D.I.S.C. Personality Types
    07:11
  • Disarmament: "UP" Answers
    02:43
  • Constriction: Implementers
    04:46

  • Intro
    02:58
  • Exclusivity: Intro
    02:22
  • Exclusivity: Limited Access
    03:04
  • Exclusivity: Specialization
    04:16
  • Preview02:33
  • Authority: Intro
    01:52
  • Preview04:00
  • Authority: Non-Attachment
    02:44
  • Authority: Adversary Transparency
    03:30
  • Authority: Displayed Authority
    03:18
  • Authority: Social Proof
    03:16
  • Characterization: Intro
    03:08
  • Characterization: Eliciting
    02:05
  • Characterization: Embodiment
    03:42
  • Characterization: Polarization
    03:15
  • Preview03:19
  • Outro
    02:23

  • Preview02:54
  • Money
    03:25
  • Effort: Intro
    03:31
  • Preview03:25
  • Effort: The Home Advantage
    01:52
  • Effort: Initiative
    02:04
  • Effort: Obstacles/Testing
    02:21
  • Effort: Indoctrination
    01:55
  • Effort: Escalation of Commitment
    02:42
  • Effort: Code of Conduct
    01:52
  • Desire
    03:59
  • Characteristics
    02:25
  • Preview02:31
  • Outro
    03:03

  • Preview02:32
  • Empathy: Intro
    02:30
  • Empathy: Statements of Empathy
    03:03
  • Preview07:11
  • Empathy: Confirmatory Mirroring
    03:31
  • Empathy: Past Implementation
    02:18
  • Identity Labeling
    05:58
  • Reciprocity
    01:58
  • Reciprocity: Giving
    04:10
  • Reciprocity: Personal Touch
    02:21
  • Preview02:06
  • Outro
    02:30

  • Intro
    02:45
  • Provoking: Intro
    02:44
  • Provoking: Exclusion Confirmation
    02:13
  • Provoking: Negative Anchoring
    03:11
  • Provoking: Starting with the Negative
    02:13
  • Provoking: Preemptive Labeling
    04:22
  • Preview02:52
  • Weakening: Intro
    03:04
  • Weakening: The Possibility Shuffle
    02:08
  • Weakening: Value Identity Contradictions
    02:23
  • Preview03:08
  • Responding: Intro
    02:27
  • Responding: UP Answers
    02:43
  • Responding: Increasing Certainty
    03:19
  • Responding 5W: Intro
    02:30
  • Responding 5W: Reshaping
    03:10
  • Preview04:30
  • Responding 5W: Accelerating
    04:43
  • Responding 5W: Deflecting
    02:02
  • Responding 5W: Diagnosing
    02:54
  • Outro
    03:30

  • Intro
    02:27
  • Reinforcing: Intro
    02:32
  • Reinforcing: Streamlining
    03:23
  • Reinforcing: Implementers
    04:46
  • Preview03:35
  • Reinforcing: Future Lock-In
    03:18
  • Reinforcing: Progress and Loss
    03:58
  • Reinforcing: Presence vs. Details
    02:26
  • Limiting: Intro
    01:43
  • Limiting: Context Manipulation
    07:05
  • Preview02:38
  • Limiting: Social Identity Contradictions
    01:42
  • Limiting: Removing Exits
    03:26
  • Outro
    02:09

  • Introduction
    01:54
  • Perception: Introduction
    01:58
  • Perception: Baseline Discounting
    04:14
  • Perception: Baseline Discounting in Persuasion
    00:53
  • Perception: Time Discounting
    03:12
  • Perception: Time Discounting in Persuasion
    00:44
  • Perception: Motivation and Confirmation
    04:11
  • Perception: Motivation and Confirmation in Persuasion
    01:06
  • Perception: Self-Serving and Illusion
    04:20
  • Perception: Self-Serving and Illusion in Persuasion
    00:39
  • Perception: Groups and Herds
    03:54
  • Perception: Groups and Herds in Persuasion
    00:49
  • Perception: Depth and Effort
    06:10
  • Perception: Depth and Effort in Persuasion
    01:09
  • Perception: Names and Labeling
    05:20
  • Perception: Names and Labeling in Persuasion
    01:01
  • Behavior: Introduction
    01:12
  • Behavior: Overfitting/Overadjusting
    04:47
  • Behavior: Overfitting/Overadjusting in Persuasion
    00:50
  • Behavior: Moral Blame/Warfare
    03:34
  • Behavior: Moral Blame/Warfare in Persuasion
    00:40
  • Behavior: Loss/Sunk Cost/Endowment
    04:49
  • Behavior: Loss/Sunk Cost/Endowment in Persuasion
    00:35
  • Memorization: Introduction
    01:26
  • Memorization: Salience and Peak-End
    03:42
  • Memorization: Salience and Peak-End in Persuasion
    00:39
  • Memorization: Simplicity and Triviality
    03:58
  • Memorization: Simplicity and Triviality in Persuasion
    00:36
  • Memorization: Familiarity and Exposure
    04:07
  • Memorization: Familiarity and Exposure in Persuasion
    00:36
  • Memorization: Suggestibility/Implementation
    04:29
  • Memorization: Suggestibility/Implementation in Persuasion
    00:41
  • Interpersonal: Introduction
    01:16
  • Interpersonal: Authority and Halo
    03:26
  • Interpersonal: Authority and Halo in Persuasion
    00:40
  • Interpersonal: Attributions
    02:37
  • Interpersonal: Attributions in Persuasion
    00:48
  • Interpersonal: Naive Realism
    04:12
  • Interpersonal: Naive Realism in Persuasion
    00:42
  • Outro
    02:31

  • Preview05:07
  • Preview03:31
  • Persistence
    03:57
  • Activation
    03:16
  • Resilience
    02:04
  • Empathy
    03:10
  • Entitlement
    03:37
  • Summary
    01:24
  • Extra - RIASEC Alignment
    06:40

  • Intro
    02:14
  • Preview07:11
  • Preview01:51
  • Preview01:49
  • Preview02:04
  • Preview03:20
  • Preview02:21
  • Preview02:51
  • Removing Exits
    02:18
  • Preview00:51

Instructors

Vasco Patrício
The Executive Kingmaker (MIT-Backed Entrepreneur & Coach)
Vasco Patrício
  • 4.3 Instructor Rating
  • 532 Reviews
  • 35,179 Students
  • 15 Courses

I have what could be considered an unconventional background as a coach. I don’t come from psychology or medicine. In fact, I come from tech. I created two tech startups that reached million-dollar valuations, backed by the MIT-Portugal IEI startup accelerator, afterwards becoming its Intelligence Lead.


After years of coaching and mentoring startup founders on talent management, emotional management, influence and persuasion, among other topics, I started being requested by executives and investors, like venture capitalists, with more complex, large-scale problems.


After years of doing executive work, I started specializing in coaching asset management professionals. With the signing of my first fund manager/CIO clients, I started adapting my performance and influence techniques for purposes such as talent management for PMs and analysts, fundraising from allocators, effective leading a team, and properly assessing talent for compensation/promotion/allocation increases.


I currently provide performance coaching and influence/persuasion coaching for executives and asset management professionals, mostly but not limited to purposes like managing people, leading and closing sales/capital commitments.

Vasco Patrício Executive Coaching
Founder psychology and startup optimization
Vasco Patrício Executive Coaching
  • 4.5 Instructor Rating
  • 131 Reviews
  • 16,340 Students
  • 1 Course

Executive coaching for top C-Level excutives, VPs, and senior corporate leaders. Touching on topics ranging from talent management to leadership and others.

We started by coaching startup founders (the project name at the time was The Rewired Founder, involving A-lister Silicon Valley founders and VC investors), and then pivoted to CEOs and executives.

We mostly work with hedge fund managers and medical device CEOs, although we have done work with relevant executives in many other industries.

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