How to Influence People: Motivate, Inspire and Get the Results You Want (Be Your Best)

Master the power of influence and persuasion. What if you could instantly boost your capability to influence, motivate and connect with people? How could it increase your productivity, team culture and bottom line? Better yet, what if you could influence yourself to achieve greater success? Imagine the impact that would have on your life and fortunes. How to Influence People takes these ideas out of the realm of what-if and turns them into reality. Whether you're a new manager looking for direction, an experienced leader looking to hone your skills or a sales professional looking for better ways to connect, How to Influence People is for you! Originally published in 2013 as The Ultimate Book of Influence , this book has been reviewed and redesigned to become part of the Wiley Be Your Best series - aimed at helping readers acheive professional and personal success. How to Influence People 3 Contents 7 Foreword 9 About Chris Helder 11 Introduction: the new reality 13 Part I: Influencing yourself: action and clarity 21 Chapter 1 Tool number 1: breaking down the e-wall 25 The e-pong timeline 26 Changing timelines 27 Five strategies to break down the e-wall 28 1 IDENTIFY THE DECISION MAKERS 29 2 DICTATE THE BEST METHOD OF COMMUNICATION 31 3 MAP OUT YOUR DECISION TIMELINE 32 4 LEAVE SOMETHING IN THE CHAMBER 34 5 CAST OFF DEAD WOOD 35 Chapter 1 summary 37 Quick questions 38 The digital age has created a virtual electronic wall, the e-wall, which our clients can now hide behind 39 Chapter 2 Tool number 2: the butterfly 41 Avoidance and how it works 43 Paying attention to action signals 46 Chapter 2 summary 49 Quick questions 50 It is a lot easier to procrastinate or avoid the action that needs to be taken to be successful 51 Chapter 3 Tool number 3: the sunset 53 Using the sunset 54 Getting off the hamster wheel 56 The truth is in the future (sunset) 56 Sunset questions as a selling tool 59 Interviews and performance reviews 61 Fulfilment comes from living in the now 62 The past will hold you back 64 The land in-between 66 Chapter 3 summary 71 Quick questions 72 We can create a sunset for ourselves by creating a perfect world scenario for the future 73 SUMMARY OF PART I Influencing yourself — action and clarity 74 Part II: Influencing others: inspiring and motivating 75 Chapter 4 Tool number 4: act as if 79 Getting started with act as if 81 1 POSTURE 82 2 EYE CONTACT 83 3 SMILE 86 4 GRATITUDE 87 5 ENERGY 90 Act as if as a management tool 92 Chapter 4 summary 95 Quick questions 96 Your body language in most situations is your most powerful way to unconsciously influence other people 97 Chapter 5 Tool number 5: FOR, ORF, ROF 99 The power of F-O-R 101 The F questions 101 The O questions 102 The R questions 105 Where to start with FOR 106 The power of O-R-F 107 The power of R-O-F 109 FOR as a leadership tool 111 A LEADER’S FOR CHECKLIST 111 FOR as a database 112 Chapter 5 summary 115 Quick questions 116 Building relationships will, in many cases, separate you from the competition 117 Chapter 6 Tool number 6: positive, positive, positive — negative 119 Introducing positive, positive, positive — negative 121 WORLD CHAMPIONSHIP WRESTLING 123 EXAMPLE 1: REAL ESTATE SALESPERSONTALKING TO A BUYER 124 EXAMPLE 2: LIFE INSURANCE SALESPERSONTALKING TO A PROSPECTIVE CLIENT 125 EXAMPLE 3: CHILD NOT CLEANING THEIRROOM 125 As a management tool 127 DROPPING THE HAMMER BY EMAIL 128 Chapter 6 summary 129 Quick questions 130 People take action in their lives for these two reasons — pain or pleasure — how can you use this to your advantage? 131 Chapter 7 Tool number 7: the colours 133 Red personality 134 RED PERSONALITY CHARACTERISTICS 137 Yellow personality 137 YELLOW PERSONALITY CHARACTERISTICS 139 Aqua personality 140 AQUA PERSONALITY CHARACTERISTICS 142 Blue personality 143 BLUE PERSONALITY CHARACTERISTICS 146 Applying the colours 146 THE POWER OF ADAPTING 146 Chapter 7 summary 149 Quick questions 150 Keep an eye out for who you think you get along with best, as well as who are the people who you find frustrating to deal with 151 SUMMARY OF PART II Influencing others — getting your own way 152 Conclusion 153 Appendix: How are you tracking? 155 EULA 162