I think we would all agree that at all levels of commercial operations, the ability to influence others is a highly desirable characteristic.
…• Indicate the benefits of their ideas and are able to put a context around these benefits so it creates greater impact on the individual
…They anticipate, respond and are able to plant a positive association to potential areas of resistance before the other person has even had a chance to voice them
…This means that if the approach they are taking doesn’t get them their desired results they try a different approach.
…• Listen attentively to what others say because this improves mutual understanding and conveys respect for the opinions of others.
…They have their needs, their own set of problems and their own motives for doing what they do
• Empathies continuously and are able to adopt different perceptual positions to connect with the feelings of others in different situations. Not only do effective influencers manage to put themselves in their customers’ shoes, they are also able to wear the shoes of individuals in their sales team
…This means that their senses are fine-tuned to pick-up on the smallest details include non-verbal signals that are sometimes different to what a person is saying
• Create and maintain rapport throughout their communication that enables them to deepen relationships, build higher amounts of trust and minimize resistance
• Eliminate weak statements from their language and are able to create multiple positive associations by avoiding negative words and using negations in a positive way. … The unconscious mind has to think about the strategy being totally successful, irrespective if the word ‘not’ is contained within the statement
…If other people don’t respond in the way that the influencer was wanting, they accept responsibility and change their communication until they do achieve their desired outcome
…Getting other people onto our “length of waves” – as my French housekeeper refers to reaching an agreement – is just so important.
Marco Giunta
Latest posts by Marco Giunta (see all)
- Is Your Company Using Social Media Effectively? - January 28, 2013
- Approaching the Sales Prospect - December 19, 2012
- How To Listen EFFECTIVELY During Negotiations - December 18, 2012
