Selling Strategies: The Psychology of Influence Playbook (Excel XLSX)

BENEFITS OF THIS EXCEL DOCUMENT

1. 64 professional files with 349+ spreadsheet tabs and 2,730+ data rows
2. 210 scored assessment questions across 7 domain areas
3. 9 operational runbooks and checklists ready for immediate use

INFLUENCE EXCEL DESCRIPTION

Selling Strategies: The Psychology of Influence Playbook is an Excel template (XLSX) with a supplemental Zip archive file document available for immediate download upon purchase.

Selling Strategies: The Psychology of Influence Playbook

64 professional files (6 PDFs + 58 Excel workbooks) | 349+ spreadsheet tabs | 2,730+ rows of structured content | 11 organised folders

Most sales training focuses on process mechanics while ignoring the psychological drivers behind every buying decision. Reps learn to qualify leads and manage pipelines but lack a structured understanding of how cognitive biases, social proof, reciprocity, and framing effects shape buyer behaviour. The result is wasted discovery calls, poorly articulated value propositions, and deals that stall because objections are countered rather than reframed. This playbook gives you the complete framework to align proven influence principles with ethical, repeatable selling practices that move buyers from hesitation to commitment.

WHAT YOU GET: A THREE-PHASE JOURNEY

Phase 1: Diagnose. Seven domain assessments (30 questions each, 210 total) evaluate your current capability across buyer psychology understanding, persuasion framework mastery, sales process alignment, relationship building, objection handling, negotiation readiness, and ethical selling practices.

Phase 2: Set Goals. Five PM template workbooks with influence capability roadmaps, conversion improvement trackers, deal velocity scorecards, and skill development prioritisation matrices.

Phase 3: Implement. Nine operational runbooks covering buyer persona development, influence mapping, discovery call frameworks, value proposition articulation, objection reframing, negotiation planning, deal closing workflows, account expansion strategies, and sales coaching facilitation.

7 DOMAIN ASSESSMENTS (210 QUESTIONS)
•  Buyer Psychology Understanding (decision drivers, cognitive biases, emotional triggers)
•  Persuasion Framework Mastery (reciprocity, commitment, social proof, authority, scarcity, liking)
•  Sales Process Alignment (influence touchpoints, stage-gated persuasion, buying journey mapping)
•  Relationship Building (trust signals, rapport techniques, long-term account engagement)
•  Objection Handling (reframing techniques, loss aversion leverage, status quo disruption)
•  Negotiation Readiness (anchoring, BATNA preparation, concession strategy)
•  Ethical Selling Practices (transparency standards, informed consent, long-term value orientation)

9 OPERATIONAL RUNBOOKS
•  Buyer Persona Development and Psychological Profile Template
•  Influence Mapping and Decision-Maker Analysis Worksheet
•  Discovery Call Framework and Needs-Elicitation Guide
•  Value Proposition Articulation and Framing Strategy Template
•  Objection Reframing and Resistance Conversion Protocol
•  Negotiation Planning and Concession Strategy Checklist
•  Deal Closing Workflow and Commitment Escalation Guide
•  Account Expansion Strategy and Cross-Sell Influence Template
•  Sales Coaching and Role-Play Facilitation Worksheet

WHO THIS IS FOR: Sales Directors, Revenue Leaders, Account Executives, Business Development Managers, Sales Enablement Professionals, and Management Consultants.

Aligned with Cialdini's Principles of Influence, Kahneman's Prospect Theory, Miller Heiman Strategic Selling, and modern consultative selling methodologies used by top-performing sales organisations.

Instant download. Start your first assessment within the hour.

Source: Best Practices in Influence Excel: Selling Strategies: The Psychology of Influence Playbook Excel (XLSX) Spreadsheet, Gerard Blokdijk