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Atricle Dump - Successful Sales Managers Are Great Influencers
If you run a service company you know that when service is good that the referrals fly in faster than you can handle them and your challenge is to continually under sell and over deliver on customer expectations, but how can you continually increase the pace, size, strength and service of your company?Well believe it or not it is possible to continually expand while keeping up service and find incremental efficiency needed to move forward. No I did not say it would be easy, but it is possible and the best way to do this is
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five Easy Steps To Influence
Here are the five main steps to effective influential communication. Make
Winning and high-performing companies share the belief that their core asset is the people who have the knowledge, skill and experience. Maximizing the value of those core assets is key to business success. It takes the form of the strategy to acquire, retain, measure, manage and leveraging on the strengths of their people. It is no longer true that people are the key assets of the company. It is the good people that are the key assets and give life and vitality to the organisation. Bad people are the liabilities that s
Answer: To persuade others of your value and the value of your ideas.
So What Is Influencing?
Influencing is getting your own way, especially unobtrusively.
Most managers do it, most of the time.
• You can influence others simply be being you (notice how easily children are influenced by the behaviour of those around them)
• You can influence covertly, behind the scenes
• You can use more open strategies and tactics
Great influencers manage to get other people to go along with their ideas whilst maintaining the relationship. If people feel manipulated, relationships will be damaged. It is important to understand the different strategies available to you and to plan your approach.
Mastering The Art:
Increasingly today’s managers are measured by their ability to influence others in the workplace. Being able to get people to do what you want has a direct effect on:
• The well-being of your staff
• The prosperity of your company
• And, ultimately, your own destiny
You are probably already successful at influencing others – some of the time. How can you become consistently successful? If you can identify your strengths and weaknesses and make a few changes, nothing can hold you back.
Typical Areas Of Open Influence:
A lot of the time, especially in business, influencing is necessary and we accept it as part of human communication. It operates openly and usually follows a recognised process. Open influence can be seen in:
- Meetings
- Presentations
- Sales conversations
- Debates and discussions
- Change management
- Reports
- Proposals
- Negotiations
- Performance management
- Process management
Typical Areas Of Hidden Influence:
Influence can also operate in a less open and direct manner. Your behaviour will be noticed by others, even though you are not necessarily trying to influence them. Your words will always be interpreted, however subtle or oblique. In short – whether we mean to influence or not – we are constantly beaming out influential messages to the world.
Hidden influence, which is often delicate, slow and on-going, works well in the following areas:
- Changing an image or behaviour
- Altering attitude
- Networking
- Communicating non-verbally
- Developing and maintaining rapport
- Counselling others
- Acting as a mentor
- Maintaining customer relations
- Using metaphor and analogy
- Nurturing relationships
What Makes An Effective Influencer?
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five Easy Steps To Influence
Here are the five main steps to effective influential communication. Make
Studies have shown that less than half of the victims of sexual assault treated in emergency rooms get basic help with information about the risk of pregnancy or emergency contraception to prevent pregnancy.They have to wait for sometimes up to six hours for treatment, and during this wait, they’re told not to eat, drink, or even use the bathroom before they’re examined because it might destroy evidence.By the time of the examination, victims often feel “re-raped” from the treatment by the staff of the emergency roo
Mastering The Art:
Increasingly today’s managers are measured by their ability to influence others in the workplace. Being able to get people to do what you want has a direct effect on:
• The well-being of your staff
• The prosperity of your company
• And, ultimately, your own destiny
You are probably already successful at influencing others – some of the time. How can you become consistently successful? If you can identify your strengths and weaknesses and make a few changes, nothing can hold you back.
Typical Areas Of Open Influence:
A lot of the time, especially in business, influencing is necessary and we accept it as part of human communication. It operates openly and usually follows a recognised process. Open influence can be seen in:
- Meetings
- Presentations
- Sales conversations
- Debates and discussions
- Change management
- Reports
- Proposals
- Negotiations
- Performance management
- Process management
Typical Areas Of Hidden Influence:
Influence can also operate in a less open and direct manner. Your behaviour will be noticed by others, even though you are not necessarily trying to influence them. Your words will always be interpreted, however subtle or oblique. In short – whether we mean to influence or not – we are constantly beaming out influential messages to the world.
Hidden influence, which is often delicate, slow and on-going, works well in the following areas:
- Changing an image or behaviour
- Altering attitude
- Networking
- Communicating non-verbally
- Developing and maintaining rapport
- Counselling others
- Acting as a mentor
- Maintaining customer relations
- Using metaphor and analogy
- Nurturing relationships
What Makes An Effective Influencer?
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five Easy Steps To Influence
Here are the five main steps to effective influential communication. Make
If you don't really know the answer to that question, you may be destined to waste a great deal of money over the next few years. Most restaurant operators spend large amounts of money each year on both advertising and marketing and often receive little or no measurable increase in profits. If you don't want to join the ranks of restaurants that seem to be making contributions to their local newspapers and radio stations rather than investing in building sales and profits, it would be good to understand the diff
Typical Areas Of Open Influence:
A lot of the time, especially in business, influencing is necessary and we accept it as part of human communication. It operates openly and usually follows a recognised process. Open influence can be seen in:
- Meetings
- Presentations
- Sales conversations
- Debates and discussions
- Change management
- Reports
- Proposals
- Negotiations
- Performance management
- Process management
Typical Areas Of Hidden Influence:
Influence can also operate in a less open and direct manner. Your behaviour will be noticed by others, even though you are not necessarily trying to influence them. Your words will always be interpreted, however subtle or oblique. In short – whether we mean to influence or not – we are constantly beaming out influential messages to the world.
Hidden influence, which is often delicate, slow and on-going, works well in the following areas:
- Changing an image or behaviour
- Altering attitude
- Networking
- Communicating non-verbally
- Developing and maintaining rapport
- Counselling others
- Acting as a mentor
- Maintaining customer relations
- Using metaphor and analogy
- Nurturing relationships
What Makes An Effective Influencer?
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five Easy Steps To Influence
Here are the five main steps to effective influential communication. Make
When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn’t seem to have the skills, nor did I have a plan. I was literally calling people on the phone and saying something to the effect of; Hello, my name is Jay Conners, and this is what I do, and this is why I am calling, would you be interested? No wonder I wasn’t having any success.Knowing that my pathetic tag line wasn’t going to cut it, I knew that I would have to change my approach
Hidden influence, which is often delicate, slow and on-going, works well in the following areas:
- Changing an image or behaviour
- Altering attitude
- Networking
- Communicating non-verbally
- Developing and maintaining rapport
- Counselling others
- Acting as a mentor
- Maintaining customer relations
- Using metaphor and analogy
- Nurturing relationships
What Makes An Effective Influencer?
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five Easy Steps To Influence
Here are the five main steps to effective influential communication. Make
1. Animate your window display.How often do you change your window display? Once a month? Once a week? Try changing your window display every day! I saw a very successful display that had five or six mannequins facing left and right with a backdrop of a street scene. Every day the mannequins would move a short distance in the direction they were facing and the backdrop would pan left or right along the ‘street’. Sometimes the mannequins would stop to ‘talk’ to each other as those around them continued on their journey acro
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five Easy Steps To Influence
Here are the five main steps to effective influential communication. Make this pattern second nature, leaving you to concentrate on the detail.
Gain Rapport Be on their level, recognise their beliefs and values; match their behaviour patterns and blend your personality characteristics with theirs.
Ask Questions Elicit needs and different responses; probe to identify their motives, attitudes and feeling.
Listen Actively Demonstrate that you are listening: listen with all your senses; suspend judgement.
Stress Pertinent Benefits Summarise how specific benefits of your proposal accurately reflect their needs.
Work Towards A Decision Ask questions which will force a decision (or rejection); test interest through hypothetical questions; make positive statements which assume their acceptance.
Copyright © 2006 Jonathan Farrington. All rights reserved
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