11. Self Assessment - Connecting to your Buyer
This PDF is a self‑assessment workbook from The Coaching Institute’s “Ultimate Influence” program. It combines marketing information about the program’s tiered offerings (Gold, Platinum, diploma, certification) with extensive instructional content designed to develop rapport‑building and influence skills. The workbook guides learners through practical exercises on matching, mirroring, physiology, voice, language, beliefs, experiences, breathing, representational systems, eye‑movement patterns, positive engagement cues, body‑bob, listening, presence, tonality, social obligations, break‑state techniques, and collaborative buying. Each skill area includes prompts, tables, and practice instructions meant to be rehearsed with a partner until they become natural. The document also contains extensive legal and financial disclaimer text, contact details, and copyright information. The overall purpose is to provide a structured, hands‑on framework for participants to assess and improve their influence abilities while clarifying the program’s certification pathways and commercial terms.
Topics
Program Overview and Certification Pathways
Outlines the Ultimate Influence program’s tiered products (Gold, Platinum), coaching session counts, workbook components, diploma, school, advanced practice, and Cert IV certification.
Legal and Financial Disclaimers – Risk Awareness
Provides extensive legal and financial notices warning users about liability, accuracy, and the speculative nature of income claims.
Rapport Foundations: Matching, Mirroring, and Pacing
Introduces the four main indicators of deep rapport and instructs learners to practice matching and mirroring physiology, gestures, and speech until natural.
Physiology and Body‑Language Alignment Techniques
Focuses on matching posture, movement, eye contact, and gestures, with prompts to practice timing of drinks, gestures, and eye contact.
Voice Modulation: Tone, Speed, and Speech Characteristics
Guides learners to notice and replicate tone, speech speed, and other vocal qualities as part of rapport building.
Language and Thinking‑Style Adaptation
Encourages matching word choice, idioms, and thinking styles, emphasizing awareness of idiosyncratic phrases without mimicking.
Beliefs and Values Alignment Strategies
Prompts practice in recognizing and mirroring a person’s core beliefs and values to deepen connection.
Representational‑System Identification and Mirroring
Provides tables for visual (V), auditory (A), kinesthetic (K), and digital (Ad) language cues and asks learners to practice matching these systems.