1. 6 MODULE SIX - CREATING A MEMORABLE EXPERIENCE - ULTIMATE INFLUENCE - V2 20140602
This module from The Coaching Institute’s Ultimate Influence program is a sales‑coaching manual that teaches practitioners how to design and deliver sales conversations that are emotionally resonant and unforgettable. It begins with legal and financial disclaimer pages, then moves into a series of practical frameworks: Metaphors – short, buyer‑focused stories that trigger the emotional ("feeling") brain, follow a Feel‑Felt‑Found pattern and contain redemption. Emotions – advice to stay less excited than the prospect, create an emotional roller‑coaster, avoid “grass” (flat, boring dialogue) and consistently deliver feelings of belonging, significance, contribution, safety, certainty, intensity and passion. The Hero’s Journey – a 12‑step narrative mapped onto a sales call, with an eight‑step “Ultimate Influence” process that aligns each sales phase (rapport, dream‑building, flip, value, recommend, backtrack, close, future‑pace) to the hero’s journey stages. Ink Spots – pre‑crafted insight statements that make the prospect instantly recognise the seller’s value. Me, You, We, One – language‑shifting technique that moves the conversation from isolated “you” to inclusive “we/one” to foster belonging. Red Brain vs Green Brain – a 90 %/10 % rule urging sellers to dominate the conversation with emotional (green‑brain) content and limit logical (red‑brain) details, with concrete phrasing examples. The module also lists product tiers (Gold, Platinum) and pricing, but the core teaching focuses on the psychological and narrative tools that turn a transactional pitch into a memorable experience. Throughout, the tone is instructional, persuasive, and highly enthusiastic about the power of emotion in sales.
Topics
Legal & Financial Disclaimers – Setting Boundaries for the Training Material
Standard legal notices that limit liability, clarify that earnings are estimates, and advise users to seek professional counsel.
Metaphor Blueprint: Short, Buyer‑Centric Stories that Light the Feeling Brain
Guidelines for crafting metaphors that are brief, relevant, evoke belonging/significance/contribution, include redemption, and follow the Feel‑Felt‑Found structure.
Emotional Rollercoaster: Managing Excitement and Maintaining Dynamic Feelings
Advice to be less excited than the prospect, create alternating emotional peaks (fun, intensity, calm, tension), and avoid flat ‘grass’ conversations.
Hero’s Journey Framework Applied to Sales Calls
A 12‑step narrative (Ordinary World → Return with the Elixir) mapped onto a sales conversation, with an eight‑step Ultimate Influence overlay that aligns rapport, dream‑building, flip, value, recommend, backtrack, close, and future‑pace to hero stages.
Ink Spots – Insight Lines that Instantly Communicate Value
A collection of pre‑written, market‑relevant statements designed to trigger buyer realization of the seller’s value (e.g., “Coaching boosts knowledge retention from 10 % to 75 %”).
Language Shift: From ‘You’ to ‘We/One’ to Build Belonging
Technique for moving conversation language from isolated ‘you’ statements to inclusive ‘we/one’ phrasing, fostering a sense of partnership and shared adventure.
Red Brain vs Green Brain – 90 % Emotion, 10 % Logic Rule
Guideline to keep 90 % of dialogue in the emotional (green‑brain) domain and only 10 % in factual (red‑brain) domain, with example phrasing for each.
Eight‑Step Ultimate Influence Process – Operationalising the Hero’s Journey
Concrete sales steps (Rapport, Build the Dream, Flip, Value, Recommend, Backtrack, Close, Future‑pace) linked to hero journey phases, providing a repeatable call structure.