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"One of the best courses in Udemy. Not like many courses here which contents are easily found freely online by just googling, this one is rare and teaches fundamental lessons. very useful even to experienced marketers."Sigit Pratomo
"The course walks through concepts that take years to learn, and provides examples and data-driven reasoning to cement the concepts." Ed Torquemada
"I consider this more than worth the time and money. This class is an investment in my future!"Caron MacLane
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You want more influence.
You want to sway people. Here's what the world's best sales people, top negotiators, and best closers know that most people don't: listening skills are your secret weapon.
That's right. And that means two things for you. First, you don't have to develop charisma. You don't have to be slick, or eloquent, or smooth. In fact, today's buyer's are more skeptical of that veneer than ever. And second, if you're talking to sell, you're leaving money on the table.
Here's why: People don't buy for your reasons no matter how prettily you dress them up. They buy for their reasons. And they will gladly tell you what those reasons are.
But only... If you know how to ask, and you know how to watch and listen for the answers. Sadly, most people don't.
This course gives you a small, very specialized, set of techniques that few people have – a questioning strategy that is simple, laser targeted, and disarming; and a powerful model of human behavior that will reveal people's deepest motivations almost instantly.
This course is for you if you are:
What sets this course apart?
This is not just a course of ideas. You will know how to use the techniques. And you'll have practice. We'll not only learn new structures and new techniques, we'll apply them together in real life situations - a high stakes negotiation, a high value sale, trading up from a position of weakness, and leading a set of people who are reluctant and skeptical.
What people are saying about Tim Dawes
What people are saying about Tim Dawes
I used Tim as a career and personal coach a number times over my years at Microsoft. Tim's genuine interest in my work and life and his perceptive second opinion about my behaviors enabled me to tune my management style to realize successes where I had been challenged, and helped make me a more compassionate leader.
- Bill Gallagher, Engineering Director at Attenex
I consider Tim one of a handful of very special people whose training or workshops are a privilege to experience.
- Alex Wright, US Director, Merriweather Training & Development
Thanks again for a magnificent job at the conference today, it added much energy, life, and room for reflection to the conference.
- Dr. Thomas R. McCormick, Conference Organizer
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|Section 1: Introduction to Listenting to Influence|
|Lecture 1||1 page|
Two quick notes on getting started so you get the most out of the course.
Here's What You'll GetPreview
The Fastest Way to Learn These TechniquesPreview
The Magic Word in Sales
The Magic Word in Leadership
The Magic Word in Negotiations
|Section 2: Two Little Known Frameworks for Generating Influence|
Secret 1: Understanding Why People Do What they Do Better Than They Do
Secret 2: A Deceptively Simple Way to Read Other People
One Trap to Avoid: How People Can Fail SpectacularlyPreview
Putting it Together - An Easy, Repeatable Framework for Influence
See It in Action: How You Would Have Saved the NFL $250M by Listening Closely
|Section 3: See Your Skills in Action: Use Listening to Sell $40K in Professional Services|
Meet a Master SalesmanPreview
Live: Watch Him Listen to the Client Tell Him How to Sell
Step-by-Step Analysis: Using Our Listening Techniques to Hear How to Sell
Live: Watch Him Get an Objection that Would Have Scared You Before This Training
Step-by-Step Analysis: Using Our Listening Techniques to Handle the Objection
Live: Watch Him Close the Sale - And See How How Much You've Already Learned
|Section 4: See Your Skills in Action: Using Listening Skills to Negotiate after Hearing No|
Live: We Hear Two Pros Get a Big "No" - And You Could Hear It ComingPreview
Step-by-Step Analysis: Using Our Techniques to Diagnose the No and Next StepsPreview
Live: Watch the Prospect Tell Us How to Sell Him When We Know How to Listen
Step-by-Step Analysis: Using Your Listening Techniques to Anticipate the Close
|Section 5: See Your Skills in Action: Listening to Rally People Who Doubt You|
Live: "Who Thinks I'm an Idiot?" - Invite Criticism, Listen for What People WantPreview
Step-by-Step Analysis: How to Listen to Criticism to Hear How to Sell People
Step-by-Step Analysis: Using Listening Skills to Turn Contempt into Inspiration
How to Use Your Techniques to Get People Behind You and Your Ideas
|Section 6: Win Over the Tough Ones: Hacks for Influencing the Toughest Cases|
Your Intention: In 40 Seconds People Know If They Want to Work With You
Turn Around Unacceptable Demands
How To Listen to Crazy, Irrational, Unreasonable People and Turn Them Around
|Section 7: Frequently Asked Questions|
What's the ONE Thing to Take Away
I'm a communications consultant, trainer and writer. I specialize in influence and persuasion, usually in face-to-face situations and in digital marketing (see below for both).
Sample Training and Consulting Work
I've been a communications and persuasion consultant and trainer for 13 years.
When Microsoft rolled out Windows XP, the largest software roll-out in the history of the industry up to that point, I led a series of trainings and a team of 5 trainers to teach engineers and engineering managers to advance sales in executive briefings.
When Clearwire, the national wireless provider, received $1.6B in investment, I co-designed and co-led a year-long series of trainings to help GMs and VP-level executives generate momentum for their projects more quickly.
I trained 25 country managers in a Fortune 500 company in Central and Southern Africa in methods for having management review discussions effectively with staffs stationed around the continent.I developed the consultative sales process used by the Northwest Region of GTE before it was bought out by Verizon.
In the healthcare industry, I led an 8-person training team that helped hospital staff to diffuse situations that lead to law suits by helping them to create rapport rapidly with challenging patients.
Here's a sample of what people say:
"I consider Tim one of a handful of very special people whose training or workshops are a privilege to experience." - Alex Wright, US Director, Merriweather Training & Development
"I was immediately struck by Tim's ability to connect with his audience. He teaches the material with a deep level of understanding. I consider Tim Dawes a master instructor and an invaluable asset to our work." --Robert Stocking, VP Research, Vervago, Inc.
As an Award-Winning Author
The book I wrote on rapidly creating rapport and diffusing conflict in challenging encounters was named an Award-Winning Finalist for USABookNews Best Books.
A newsletter I wrote garnered several thousand subscribers and the APEX Award for publication excellence.
A series of whitepapers i wrote on patient satisfaction, diversity training, and solving medical malpractice suits using empathy was redistributed by a quality improvement center of the Centers for Medicare and Medicaid Services - the largest insurer in the United States.
In Digital Marketing
My digital marketing firm, Effective Web Marketing, has helped dozens of small companies and professional services firms generate leads and achieve page one rankings.
Here's a sample of what people say:
“Tim Dawes really knows online marketing. He thoroughly analyzed my site. His feedback was actionable, and very revealing. In just a few minutes he was able to pinpoint an opportunity in my niche, tell me how to reach more people, suggest how to raise my position with Google Places, and suggest simple changes that could dramatically improve my position in my market and get more customers. Go talk to him. Right after he finishes re-working my website." - Mario Serban, LA Training Room
“We were thoroughly impressed with the work that Tim did for us through an in-depth analysis of our site. We have been having issues with converting traffic. Tim gave us numerous ways that we could focus on increasing traffic and conversions to help us make more money and expand our client base. If you are looking for someone who can help you see alternative ways to make more money and convert more traffic I would recommend reaching out to Tim." - Carrie Roberts, United Senior Living