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The
Key to Influencing Others
Be a go-giver rather
than a go-getter
Do nice things for others. One of the best ways to
influence someone is to
do something nice for him. I know many successful
salespeople who make a
habit of taking their prospects out to breakfast
or lunch. During the
breakfast or lunch, they do not talk about their
products or services unless
the client brings it up. They merely make small
talk, ask questions and
listen. They work on building trust, and they work
on establishing a
friendly relationship. At the end of the breakfast
or lunch, they tell the
prospect that they will be getting in touch with
him sometime in the future
with the possibility of talking to him about
helping him in some way.
See them as friends and partners. The best
business people in
America today are those who look upon their customers
and prospective
customers as friends and partners. They always
look for ways to help their
partners improve their lives in ways that are not
directly related to the
products or services they sell. They sow seeds,
and they reap a harvest.
They trigger a desire in people to reciprocate.
When the time comes for
those salespeople to approach their prospects with
the possibility of buying
their products or services, the prospects are wide
open to the questions and
inputs of the salespeople. The prospects have a
deep-down desire to
reciprocate.
Send thank-you notes. One of the best ways to use
this principle in your
interactions is to continually look for ways to
say and do positive things
for people. Look for ways to do kind acts and
favors for your friends and
prospects. Send thank-you notes. Send birthday
cards. Send clippings from
newspapers about subjects that you feel may be of
interest to them. Always
keep your promises, and follow up on your
commitments. Always do what you
say you will do. Do everything possible to put in,
knowing confidently that
you will ultimately be able to get out far more.
You will reap if you sow.
Be a go-giver rather than a go-getter. Someone has
observed that no one ever
built a statue to a person to acknowledge what he
or she got out of life.
Statues are built only to people to acknowledge
what they gave. The most
powerful, influential and successful people you
will ever meet always look
for ways to do nice things for others. When you
meet someone under almost
any circumstance, one of the best questions you
can ask is this: "Is there
anything that I can do for you?" Always look
for ways to put in rather than
to take out. The successful man or woman of today
is a "go-giver" as well as
a go-getter.
Be open and empathetic. The more that people feel
that you are open and
empathetic and sensitive to their needs and
concerns, the more open they
will be to your influencing them positively in
some way. And the more you
can influence others with the power and impact of
your personality, the more
you will accomplish, and the faster you will
accomplish it-the more rapidly
you will move toward the great success that you
desire and deserve.
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