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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: 4.3 out of 54.3 (154 ratings)
16,897 students
Created by Vasco Patrício, Vasco Patrício Executive Coaching
Last updated 4/2021
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

8 sections • 130 lectures • 13h 20m total length

  • Preview02:26
  • Preview13:43
  • All 58 Techniques
    20:41
  • The Influence Wiki
    04:17

  • Preview04:46
  • 02 Exclusivity: 01 Intro
    02:38
  • 02 Exclusivity: 02 Limited Access
    08:38
  • 02 Exclusivity: 03 Specialization
    10:19
  • 02 Exclusivity: 04 Secrecy
    09:47
  • 03 Authority: 01 Intro
    03:28
  • Preview13:27
  • 03 Authority: 03 Abundance and Cost
    11:05
  • 03 Authority: 04 Adverse Transparency
    13:24
  • 03 Authority: 05 Displayed Authority
    16:17
  • 03 Authority: 06 Social Proof
    08:49
  • 04 Identification
    12:43
  • 05 Positioning
    12:31
  • 06 Outro
    03:31

  • 01 Intro
    03:57
  • 02 Target Changes: 01 Intro
    02:48
  • 02 Target Changes: 02 Desire
    12:21
  • 02 Target Changes: 03 Characteristics
    09:49
  • 02 Target Changes: 04 Identity Labeling
    09:35
  • 02 Target Changes: 05 Mood and Physiology
    10:44
  • 03 Situational Changes
    08:54
  • 04 Effort: 01 Intro
    03:10
  • 04 Effort: 02 Rigidity
    12:01
  • 04 Effort: 03 The Home Advantage
    07:30
  • 04 Effort: 04 Initiative
    07:25
  • 04 Effort: 05 Obstacles and Testing
    09:03
  • 04 Effort: 06 Indoctrination
    07:17
  • 04 Effort: 07 Escalation of Commitment
    11:58
  • 04 Effort: 08 Code of Conduct
    06:33
  • 05 Money
    07:45
  • 06 Outro
    03:22

  • 01 Intro
    03:21
  • 02 Personal Cues: 01 Intro
    02:26
  • 02 Personal Cues: 02 Presence
    10:39
  • 02 Personal Cues: 03 Exposure and Familiarity
    07:47
  • 03 Empathy: 01 Intro
    02:15
  • 03 Empathy: 02 Statements of Empathy
    07:06
  • 03 Empathy: 03 D.I.S.C. Personality Types
    10:48
  • 03 Empathy: 04 Mirroring
    10:19
  • 04 Reciprocity: 01 Intro
    02:22
  • 04 Reciprocity: 02 Giving
    08:23
  • 04 Reciprocity: 03 Personal Touch
    09:50
  • 04 Reciprocity: 04 Return Timing
    05:27
  • 05 Outro
    03:19

  • 01 Intro
    03:49
  • 02 Provoking: 01 Intro
    03:46
  • 02 Provoking: 02 Exclusion Confirmation
    08:07
  • 02 Provoking: 03 Negative Anchoring
    07:47
  • 02 Provoking: 04 Starting with the Negative
    06:22
  • 02 Provoking: 05 Preemptive Labeling
    10:13
  • 02 Provoking: 06 Adverse Transparency Redux
    05:22
  • 02 Provoking: 07 Implementation and Trials
    07:01
  • 03 Weakening: 01 Intro
    04:35
  • 03 Weakening: 02 The Possibility Shuffle
    09:07
  • 03 Weakening: 03 Value Identity Contradictions
    08:48
  • 03 Weakening: 04 Social identity Contradictions
    10:52
  • 03 Weakening: 05 Plowing
    07:29
  • 03 Weakening: 06 Manipulating Emotion
    09:27
  • 04 Responding: 01 Intro
    02:16
  • 04 Responding: 02 UP Answers
    08:31
  • 04 Responding: 03 Four Ways: 01 Intro
    02:52
  • 04 Responding: 03 Four Ways: 02 Flipping
    09:05
  • 04 Responding: 03 Four Ways: 03 Reshaping
    07:11
  • 04 Responding: 03 Four Ways: 04 Accelerating
    09:21
  • 04 Responding: 03 Four Ways: 05 Diagnosing
    10:34
  • 05 Outro
    03:34

  • 01 Intro
    04:58
  • 02 Effort Manipulation: 01 Intro
    02:48
  • 02 Effort Manipulation: 02 Streamlining
    11:49
  • 02 Effort Manipulation: 03 Implementation Intention
    13:32
  • 02 Effort Manipulation: 04 Progress and Loss
    09:23
  • 02 Effort Manipulation: 05 Removing Exits
    09:56
  • 03 Context Manipulation: 01 Intro
    02:21
  • 03 Context Manipulation: 02 Framing and Contrast
    13:10
  • 03 Context Manipulation: 03 Option Set Change
    10:33
  • 03 Context Manipulation: 04 Salience
    09:13
  • 04 Reinforcers: 01 Intro
    02:57
  • 04 Reinforcers: 02 Intent Labeling
    09:14
  • 04 Reinforcers: 03 Future Lock-In
    10:41
  • 04 Reinforcers: 04 Justifications
    06:58
  • 04 Reinforcers: 05 Logical vs. Emotional
    07:55
  • 05 Limiters: 01 Intro
    02:07
  • 05 Limiters: 02 Eliciting Multiple Reasons
    14:07
  • 05 Limiters: 03 Social Identity Contradictions Redux
    05:27
  • 06 Outro
    03:35

  • In Closing
    08:38

  • 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

Instructors

Vasco Patrício
The Executive Kingmaker (MIT-Backed Entrepreneur & Coach)
Vasco Patrício
  • 4.5 Instructor Rating
  • 692 Reviews
  • 40,953 Students
  • 21 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
  • 4.3 Instructor Rating
  • 154 Reviews
  • 16,897 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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