How to Influence People
Motivate, Inspire and Get the Results You Want
1st Edition
Published on 16. January 2019
168 pages
978-0-7303-6957-8 (ISBN)
Description
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.
More details
Other editions
Additional editions
Book
02/2019
2nd Edition
Wiley
€14.50
Shipment within 10-20 days
Content
- Intro
- How to Influence People
- Contents
- Foreword
- About Chris Helder
- Introduction: the new reality
- Part I: Influencing yourself: action and clarity
- Chapter 1 Tool number 1: breaking down the e-wall
- The e-pong timeline
- Changing timelines
- Five strategies to break down the e-wall
- 1 IDENTIFY THE DECISION MAKERS
- 2 DICTATE THE BEST METHOD OF COMMUNICATION
- 3 MAP OUT YOUR DECISION TIMELINE
- 4 LEAVE SOMETHING IN THE CHAMBER
- 5 CAST OFF DEAD WOOD
- Chapter 1 summary
- Quick questions
- The digital age has created a virtual electronic wall, the e-wall, which our clients can now hide behind
- Chapter 2 Tool number 2: the butterfly
- Avoidance and how it works
- Paying attention to action signals
- Chapter 2 summary
- Quick questions
- It is a lot easier to procrastinate or avoid the action that needs to be taken to be successful
- Chapter 3 Tool number 3: the sunset
- Using the sunset
- Getting off the hamster wheel
- The truth is in the future (sunset)
- Sunset questions as a selling tool
- Interviews and performance reviews
- Fulfilment comes from living in the now
- The past will hold you back
- The land in-between
- Chapter 3 summary
- Quick questions
- We can create a sunset for ourselves by creating a perfect world scenario for the future
- SUMMARY OF PART I Influencing yourself - action and clarity
- Part II: Influencing others: inspiring and motivating
- Chapter 4 Tool number 4: act as if
- Getting started with act as if
- 1 POSTURE
- 2 EYE CONTACT
- 3 SMILE
- 4 GRATITUDE
- 5 ENERGY
- Act as if as a management tool
- Chapter 4 summary
- Quick questions
- Your body language in most situations is your most powerful way to unconsciously influence other people
- Chapter 5 Tool number 5: FOR, ORF, ROF
- The power of F-O-R
- The F questions
- The O questions
- The R questions
- Where to start with FOR
- The power of O-R-F
- The power of R-O-F
- FOR as a leadership tool
- A LEADER'S FOR CHECKLIST
- FOR as a database
- Chapter 5 summary
- Quick questions
- Building relationships will, in many cases, separate you from the competition
- Chapter 6 Tool number 6: positive, positive, positive - negative
- Introducing positive, positive, positive - negative
- WORLD CHAMPIONSHIP WRESTLING
- EXAMPLE 1: REAL ESTATE SALESPERSONTALKING TO A BUYER
- EXAMPLE 2: LIFE INSURANCE SALESPERSONTALKING TO A PROSPECTIVE CLIENT
- EXAMPLE 3: CHILD NOT CLEANING THEIRROOM
- As a management tool
- DROPPING THE HAMMER BY EMAIL
- Chapter 6 summary
- Quick questions
- People take action in their lives for these two reasons - pain or pleasure - how can you use this to your advantage?
- Chapter 7 Tool number 7: the colours
- Red personality
- RED PERSONALITY CHARACTERISTICS
- Yellow personality
- YELLOW PERSONALITY CHARACTERISTICS
- Aqua personality
- AQUA PERSONALITY CHARACTERISTICS
- Blue personality
- BLUE PERSONALITY CHARACTERISTICS
- Applying the colours
- THE POWER OF ADAPTING
- Chapter 7 summary
- Quick questions
- 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
- SUMMARY OF PART II Influencing others - getting your own way
- Conclusion
- Appendix: How are you tracking?
- EULA
