Program
The Influential Seller
Are your sales leaders...
- Struggling to turn expertise into consistent sales results?
- Becoming defensive or reactive when prospects say no?
- Losing deals because conversations stall or go off track?
- Relying on discounts instead of influence to close?
- Unsure why the team is not hitting targets or how to fix it?
18%
of buyers rate salespeople as "trusted advisors". The rest lost credibility through poor listening and high-pressure tactics.
Harvard Business Review, 2017
If they don’t, they risk missing targets, losing opportunities and damaging relationships.
Process
When there’s no clear structure, sales become inconsistent and reactive. Teams move from one deal to the next without knowing what works or why and results fluctuate wildly from person to person.
Insight
Without reflection or data, teams can’t see where they’re losing momentum. They rely on instinct instead of insight — so mistakes repeat, learning stalls and performance never compounds.
Capability
Motivated teams can still fail without the right skills. Even strong sellers struggle to convert consistently if they lack the tools to build trust, influence stakeholders and close decisively.
The Influential Seller Journey: Where are your sellers?
Level | Activity | Focus | Close rate |
5 | Influential | Trust | 50% |
4 | Competent | Adaptability | 30% |
3 | Motivated | Proactivity | 20% |
2 | Passive | Process | 10% |
1 | Reactive | Awareness | 0% |
The Influential Seller Journey – Where Are Your Sellers?
Reactive
Defensive or pushy behaviour turns clients off. Conversations feel forced and opportunities are lost before they start. These sellers damage relationships and the organisation's reputation.
Passive
They respond to what comes in but rarely initiate. Follow-ups slip and potential deals stall. With no clear process to guide them, they are busy but not moving anything forward.
Motivated
They understand the sales process and take consistent action. They are proactive and eager to improve, but without deeper awareness or skill, results still depend on luck and timing.
Competent
They lead structured conversations that uncover client needs and adapt solutions effectively. They can close, but their influence is mostly tactical rather than strategic.
Influential
They bring insight, confidence and composure to every deal. Clients see them as trusted partners, not vendors. They close under pressure, build loyalty and create the pipeline for future growth.
The secret to consistent results is clarity – understanding what needs to happen at every stage and mastering the skills to make it happen.
The Solution
Stakeholders
Sellers learn to map the full landscape first. They identify who influences the decision, what each person cares about and how to position the offer to make approval the natural outcome.
Strategy
Sellers develop a clear commercial strategy for each opportunity. Rather than reacting to what is in front of them, they plan the sequence of conversations that moves a deal forward with intent and structure.
Skills
Sellers build the micro-skills that make a difference in the room: asking better questions, building genuine trust, handling objections with composure and closing decisively without pressure tactics.
What Participants Receive
- A clear, repeatable sales process that makes performance consistent and visible
- Tools to map stakeholders, understand their priorities and position the offer effectively
- Practical skills to build trust, handle objections and close with confidence
- Techniques to recover stalled deals and maintain momentum through the sales cycle
- The insight to identify where deals fall apart and coach the team to fix it
Program Delivery And Inclusions
- Pre-session diagnosis
- Introductory video
- Tailored case studies
- Workshop delivery
- Post-workshop analysis
- Four-week reinforcement program
- Performance recommendations
Individual coaching is available.
Who This Program Is Ideal For
- Sales leaders who want to move from managing activity to driving commercial outcomes
- Organisations where results fluctuate from person to person and the process is unclear
- Teams where conversations stall, follow-ups slip and deals are lost without a clear reason
- Leaders who need to build a culture of consistent, influence-based selling
Who This Program Is Not Ideal For
- Sellers who blame the prospect rather than taking responsibility for their process
- Sellers unwilling to role play and practise sales conversations with their team
- Sales managers who are satisfied with the status quo
What participants say
This training was so in depth and insightful. The best session I’ve done across my media career. The skills I learnt will help me succeed and go from strength to strength in my new role. Thank you Arabella, you are incredible.
Thank you so much for facilitating this awesome course for us. I have learnt so much about myself and working with others.
Very accommodating to the different circumstances of all participants. Excellent at making the online course format not feel like an awkward game of Marco Polo.
Arabella was fantastic. Her professionalism, knowledge and passion is infectious and genuine. I would highly recommend her to others.
Arabella is an outstanding communicator. She has taught me how to understand people, the decisions they make and how to influence their thought processes to drive better outcomes.
I thoroughly recommend Arabella's program for anyone who wants to lift their business conversations to the next level.
With 18 years of experience, Arabella has worked globally with CEOs and senior leadership teams including Telstra, AstraZeneca, eBay, LinkedIn, Deloitte and AMEX. She has spoken on over 500 stages locally and internationally on influence, communication, negotiation and leadership.
She co-authored the communication section of Macquarie University's Global Online MBA, with 66,000+ enrolments.