Influence Coaching Guide
You Have More Influence Than You Think
by Vanessa Bohns
THINK
Gather information, analyze current performance, and develop a coaching plan
ACT
Listen for deeper understanding, ask questions and ask how you can provide additional support
REFLECT
Get the other person’s perspective, provide feedback, and align on next steps (call to action)
Coaching is about equipping your direct report with the tools and strategies to authentically connect, persuade, and inspire others. It’s empowering them to leverage their influence to drive meaningful outcomes and create lasting relationships.
THINK
I. Gather Information:
- Review previous sales interactions and assess how the team members have applied the concepts of influence.
- Look for instances where they confidently made requests, reduced barriers to change, and focused their messages.
II. Analyze Current Performance:
- Evaluate how effectively your team members are identifying and reducing barriers to change.
- Assess the clarity and focus of your team members’ sales presentations. Are they diluting their main message with too much information?
- Observe if your team members are leveraging their influence and asserting themselves in sales conversations.
III. Develop a Coaching Plan:
- Identify the key areas where each team member could improve their application of influence principles.
- Develop a plan to focus on these areas in your coaching sessions, incorporating the principles discussed during the influence workshop.
ACT
I. Listen for Deeper Understanding:
- Encourage team members to share their experiences and challenges in applying these influence principles.
II. Ask Questions:
- Ask them to provide examples of when they asked for something directly and the outcome of that request.
- Discuss instances where they could have leveraged their influence more effectively.
- Explore how they have been implementing the REDUCE framework and simplifying their sales pitches.
III. Ask How You Can Provide Additional Support:
- Determine what additional resources or guidance each team member might need to better apply these influence principles.
REFLECT
I. Get the Other Person’s Perspective:
- Encourage team members to share their thoughts on how the influence principles have impacted their sales conversations.
II. Provide Feedback:
- Provide constructive feedback on how to simplify and strengthen their selling interactions, emphasizing the importance of prioritizing the most impactful information.
- Highlight successful instances of applying the REDUCE framework and discuss areas where they could implement it more effectively.
III. Align on Next Steps (Call to Action):
- Set goals around specific elements of the REDUCE framework and making confident requests.
- In subsequent coaching sessions, review their progress and discuss the responses they’ve received from customers.
- Continually revisit these influence principles in coaching sessions, discussing their application in recent sales scenarios.