12 Ways To Get People To Want To Do Business With You

This was put together by Mark Ford and there are some great ideas here I wanted to share. I like to think of myself as an amiable guy, but I wouldn’t claim to be charismatic. Charismatic is an adjective I would apply to someone like Jay Leno or Tony Robbins. Bill Clinton is supposed to be very charismatic. I know die-hard conservatives who changed their views about him after speaking to him for just five minutes. Wouldn’t it be great to have that kind of effect on people? Wouldn’t it feel good to know that you have the ability to make everyone you meet like you… and want to work with you? Just a few hours ago, such a man came to my office. He had just taken over managing my bond account after my longtime account manager retired. I didn’t want to like this young upstart because I resented
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People Buy For Two Reasons

Last week my good friend Bob Burg wrote a post titled – The Two Reasons We Really Buy. In the post – he quoted the COO of WinWholesale who said, “People buy only two things: solutions to problems and good feelings.” I completely agree and I want to make a point on how you can do both. You can provide solutions and good feelings by selling through storytelling. The best salespeople are great storytellers. Stories engage, persuade and move people to action. They bring the emotional connection to the selling process (good feelings). Great stories also follow a blueprint of struggle to solution. They hook people with a struggle and they help people with a solution. The key to solving a problem for your client is to make the struggle in your story match the pain in your prospects life. Here is an example: If you are selling a weight
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The Golden Rule Of Business is Wrong

They say that the golden rule of business is – “People Do Business With People They Know, Like and Trust.” We’ve all heard that, and even repeated it, but ultimately – it is wrong. Ok – maybe wrong is not the right word. The Golden Rule is incomplete. The truth is people do business with people they know, like, trust and VALUE. Honesty and likeability are important, but if people don’t see you as valuable – they will never do business with you. If you don’t come across as professional, knowledgeable, with the right skill set to get the job done – you will never be as influential and successful as you would like. So what do we do about it? We make ourselves more valuable. We develop our knowledge, our skills and we continually strive to get better. The Golden Rule of Business should read – “People do business
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Use Influence, Not Authority

I wrote a book called The Power of Influence and when people ask what I do, I tell them that I help make leaders influential. Why is influence so important? Because most leaders simply rely on authority. In other words they rely on their position, title or authority to get their people to follow. There are three reasons why authority doesn’t work in leadership: #1 It’s Lazy – being an influential leader takes actual effort and most people shy away from work. #2 It’s Situational – if your people follow because they have to (you are the boss, manager, etc…) then you only hold sway in that situation. Take yourself out of that position and you can’t get them to follow you at all. #3 At best, authority creates compliance. When people follow because they have to, they are not engaged and committed. At best, they are compliant (although many
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Successful People Ask Questions From A Different Perspective

When I was 21 years old I was struggling in a commission sales position. I wasn’t selling as much as I would like and I just couldn’t seem to influence people. I kept asking, “Why won’t people buy from me? Why am I not influential?” The change started to happen when I began to ask questions from a different perspective. I started to look at it from my prospects’ point of view and ask, “What makes me want to follow and buy from someone?” Putting myself in the prospects’ perspective gave me clarity that allowed me to understand, change, and eventually find great success. Learning to ask questions from the other perspective is a trait of the highly successful. A speaker shouldn’t ask, “What do I want to share?” but rather, “What does the audience need to hear?” A teacher should look at things from their student’s perspective. A manager
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Service Leads To Influence

One of the quickest ways to increase your leadership status is to become a service-oriented person. I know what you are thinking – “What does service have to do with leadership?” Well, it is actually proven that becoming a contributor increases your influence. Below I’ll explain using a quick excerpt from my book – The Power of Influence A study at the University of Kent in southern England was dedicated to figuring out how givers are perceived. Researchers conducted an experiment called a “cooperation game” in which participants were each given a small amount of money and asked to contribute to a common fund. Next, the researchers doubled the common fund and passed it out equally to members of the group. In this game, the best thing for everyone is to continually reinvest their money and keep doubling the fund. But if you’re crafty, rather than cooperate you’ll be tempted
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Choose Your Word For The Year

As you are setting your new years resolutions – I want to share a practice with you that I have found to be effective for me. This is the introduction to my book – The Power of Influence, where I explain the practice of how to choose your word for the year – Enjoy – Introduction As the New Year approaches I enjoy spending time reviewing my goals and my progress from the previous twelve months and setting goals for the next. I look at my life in four parts: Physical, mental, emotional & spiritual. I set goals in each. I think about what I want to be in each category, why I want it and how I am going to achieve it. It is one of my favorite times of the year. Four years ago, I added something different to my goal setting session. I decided to choose a
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