The Influential Seller
Build a clear, repeatable sales process that transforms capable professionals into influential sellers.
82% of sales reps fail to close
Only 17% of respondents felt like a “trusted partner”
Most managers don’t know why their sales process isn’t working – because they don’t actually have one.
Without a clear structure, they can’t see where deals fall apart or which skills their team needs to close with confidence.
It’s not that managers don’t care about results. They just can’t fix what they can’t see.
Are your sales leaders...
Struggling to turn expertise into sales?
Managing activity instead of driving commercial outcomes?
Losing deals because conversations stall or go off-track?
Relying on discounts instead of influence to close?
Unsure why the team’s not hitting revenue targets or how to fix it?
If they don’t, they risk missed targets, lost opportunities and falling behind competitors.
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. Conversations stall, opportunities disappear, 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 if they don’t have the right skills. Without the tools and practice to build trust, influence stakeholders and close decisively, even great sellers struggle to convert.
If they don’t they risk…
Losing respect
Losing traction
Losing their role
Preparation
Most meetings suffer because typically only one person arrives (somewhat) prepared. Everyone else is reacting spontaneously to what's discussed, rather than contributing thoughtfully.
Decision Making
Without proper preparation, decision-making quality suffers, conversations drag on, and critical issues remain unresolved—often postponed to future meetings. Productivity declines as valuable time is lost in prolonged discussions rather than decisive action.
Time
Leaders often say,
“I'm in back-to-back meetings—I don’t have time to prepare!” But the real issue isn't lack of time; it's that most leaders haven't learned an effective way to prepare quickly and thoroughly.
“The secret to consistent results is clarity
- understanding what needs to happen at every stage and having the skills to make it happen.”
- Arabella Macpherson
The Influence Journey...
Where are your employees?
(slide to reveal below)
| LEVEL | ACTIVITY | FOCUS | PERFORMANCE |
|---|---|---|---|
| 5 | Influential | Mastery | 100% |
| 4 | Prepared | Strategy | 75% |
| 4 | Organised | Others | 50 |
| 2 | Turn up | Clarity | 0% |
| 1 | Victim | Openness | -5% |
Level 1: Damaging
Defensive or pushy behaviour turns clients off. Conversations feel forced, and opportunities are lost before they start. Instead of building trust, these sellers damage relationships and your reputation.
Level 2: 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’re busy – but not moving anything forward.
Level 3: Motivated
They understand the sales process and take consistent action. They’re proactive and eager to improve. But without deeper awareness or skill, results still depend on luck and timing.
Level 4: Competent
They lead structured conversations that uncover client needs and adapt solutions effectively. They’re skilled operators who can close, but their influence is mostly tactical rather than strategic.
Level 5: 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.
Requirements For Influential Sellers
Stakeholders
Influential sellers understand what actually drives each decision-maker – their goals, pressures and motivations. They map the real stakeholders and tailor conversations to create traction and commitment at every level.
Strategy
A defined sales process gives structure and control. Knowing what information to gather, how to position solutions and when to handle objections keeps you ahead of the buyer’s process, not reacting to it. This turns uncertainty into momentum.
Skills
Every sale is a live conversation. Influential sellers read people in real time, adapting to personality, emotion and context. They know when to reassure, inspire or challenge, keeping deals on track and relationships strong.
What Your Team Will Gain
A complete sales playbook from first contact to close, with scripts, prompts and visuals you can use right away
Real-world practice that builds confidence under pressure and translates directly to live sales conversations
Personalised coaching on your approach, tailored to your deals and communication style
Objection-handling frameworks to turn hesitation into commitment and move every conversation forward
Regular small-group or one-on-one check-ins to embed skills and refine your process over time
Who This Program is Ideal For
Senior sales executives and their teams who want a structured, repeatable sales process
Professionals ready to refine their commercial and communication skills
Sales managers looking to lift consistency, confidence and close rates across their teams
Organisations that value relationship-based selling and trusted partnerships
Individuals eager to grow through honest feedback, coaching and practice
Who This Program is Not Ideal For
Independent operators who prefer to sell on instinct rather than process
People unwilling to share experiences, learn from others or receive feedback
Teams looking for quick tips instead of a long-term capability shift
Professionals resistant to changing how they build relationships and influence clients
Leaders satisfied with current sales performance and not open to growth
Arabella Macpherson
Charismatic Communication Expert
With 18 years of experience, Arabella has worked globally with CEOs and senior leadership teams across diverse sectors, including Telstra, AstraZeneca, eBay, LinkedIn, Deloitte, and AMEX. She has spoken on over 500 stages internationally on influence, communication, negotiation and leadership. Her practical training equips executives with actionable skills that deliver tangible results.
With a background in stage performance, Arabella is an energising facilitator and captivating storyteller who tailors strategies to each workplace. Her workshop participants say they could listen to her for days, and that content is relatable and relevant to what they need.
Arabella is the co-author of the communication section of Macquarie University’s Global Online MBA (66k+ enrollments). Outside of work, Arabella enjoys walking her border collie Byron and taking quick beach dips between virtual meetings.
What our clients say...
I thoroughly recommend Arabella’s Influential Conversations program for anyone who wants to lift their business conversations to the next level!
IAG
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.
Automic Group
Arabella was fantastic! Her professionalism, knowledge and passion is infectious
and genuine. I would highly recommend her to others.
QBE
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!
Hearts and Science
Thank you so much for facilitating this awesome course for us. I have learnt SO
much about myself and working with others!
This training was so in depth and insightful. The best training 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.
Val Morgan
I HELP LEADERS WITH INFLUENTIAL
CONVESATION
FAQs
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What is the ideal group size?
The program works best with 8–12 participants. This allows for deeper discussion, realistic roleplays and personalised coaching that reflects your team’s sales challenges.
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Can this be taught online?
Yes. The Influential Seller can be run in person or online, with the same level of interaction, feedback and energy in both formats.
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Can the program be customised?
Absolutely. Every workshop is tailored to your organisation’s sales cycle, stakeholder landscape, and strategic priorities – so your team can apply the tools immediately.