Influence Comes Down to The Three C’s

Have you ever wondered what makes someone influential? Why did people follow Gandhi? Or Martin Luther King Jr.? What makes leaders, entrepreneurs, politicians or salespeople influential? These are the questions I have asked myself for years. In my career I have had a chance to work with and share the stage with some of the greatest influencers in the world and I’ve studied them. I’ve watched their way of being, their interactions, the way they treat people and I’ve tried to understand this elusive quality we call influence. The great thing that I’ve discovered about influence is that it comes down to just three things. More importantly though, these are things that we control. So if you want to be more influential, then work on improving the three C’s. – Character – Competence – Communication 1st C – Character Billionaire John Huntsman once said, “There are no moral shortcuts in
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Should You Give Sales Presentations or Have Sales Conversations (Part 3)

Welcome to part three of our look at sales presentations vs sales conversations. If you haven’t read part 1 and 2- you can access them by clicking on the earlier posts below. I have received a ton of great feedback from Part 1 & Part 2 – thank you for that. I want to talk today about a conversational voice. I think we all recognize that we should move from sales presentations (monologues) to sales conversations (dialogues). After all – it is about them and we need to engage them if we want them to buy from us. So we will dive into particulars of asking questions, discovering their pain and motivation, etc… Later. For now I want to talk about the balance that you need to create as an influencer. The balance is between realatability and creibility. An influencer has to be both relatable as well as credible. If
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Should You Give Sales Presentations or Have Sales Conversations (Part 2)

Let’s continue our conversation on sales presentations vs sales conversations. If you didn’t read part 1 – you can do so by clicking on the previous post below. Before we dive into particulars – I want to continue to discuss the mindset of this approach. I had an interesting conversation last week that will help you understand my thought process toward this. Last week I was at the National Speakers Association Conference. While I was there I met many other speakers and the typical conversation started by someone asking – what do you speak on? I was asked what do you speak on several times and I replied to one particular lady – I speak on influence to sales & leadership organizations. She said, “so are you a sales speaker or a leadership speaker?” And I said, “Both.” She looked puzzled and responded, “You can’t be both.” I laughed and
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Should You Give Sales Presentations or Have Sales Conversations? (Part 1)

Interesting question: Should you give sales presentations or have sales conversations? Over the next couple of weeks I am going to share my thoughts around this subject and in the spirit of the post I will ask you to participate in the conversation. Feel free to comment, send me your thoughts and pass this on to others to join in the conversation. So here is the starting point – if you are in sales, or involved with people for that matter – you are an influencer. I believe influencers should have one focus and that is on the other person. Meaning on your audience. If you want to influence – it’s not about you, it’s about them. So let’s go back to our theme. A sales presentation by definition is a monologue. While a sales conversation is a dialogue. If you want to make it about them – they have
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Care: A Great Investment

As a leader it is imperative that you invest in your people everyday. You’ve heard about going the extra mile, reaching above and beyond. If you want to be a person of influence, going the extra mile is exactly what investing in people is all about. Let me give you a great example of that. In 2003 on “Good Morning America,” Charlie Gibson was interviewing General Earl Hailston of the United States Marine Corps. General Hailson and his Marines were stationed a few miles outside of Iraq waiting to go to war. Throughout the interview they discussed the morale of the troops, and the plan and purpose of the mission. Then at the end of the interview, Charlie asked an interesting question. He said, “General do you have any hobbies, anything that you like to do other than your career?” General Hailston replied, “I do, I love photography and particularly
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A Networking Observation

Yesterday I went to a networking event for lunch. There were about 80 people there and we were assigned to tables with 8 at each table. The conversation was good, but superficial throughout the lunch. The typical question was directed at the name of the company on the name tag. “Tell me about XYZ company?” or “What do you do at XYZ?” Then the event director introduced an activity. We went around the table and each of us had two minutes to answer a personal question and then 2 minutes to talk about what we do professionally. The personal question was either “What is a mistake you have made in the past?” or “What has been a memorable sporting event for you?” I don’t think it mattered what the personal questions were but the interesting thing that happened was when people began to open up and talk about personal things,
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