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Other Added - What Gets Buyers To Yes
Leading change is a tough assignment. People are much more comfortable with the status quo than with disrupting their working lives. It’s nothing personal about you, the change leader; it’s a problem of personal change. The first thing to understand is that there is no such think as organizational change, it is all personal. Organizations are groups of people organized to complete a particular block of work.So what’s a change leader to do? First understand what I just outlined … that all change is personal. Second, you have to create in your leadership a safe place for your followers. By that I mean they must fe
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having
If you've read Tutorials one and two you know how to format a letter and how to use the various parts. But that's not all of it. You now need to know how to construct the paragraphs that form the opening sentence, the body and the action ending.By the end of this short tutorial, you'll be ready to start creating top business letters following a simple formula. Here goes ...Why Do We Write Letters?Is this a dumb question? No way Jose! Let's do some revision to get us into a communication mindset before we jump head first into this tutorial. It will help us make sense of it. So, why do
People will say yes to your ideas if they meet their needs or match their view of life in the following areas:
• Principles and values
• Beliefs and opinions
• Needs and wants
So Give People What They Want & Need
People agree to ideas and suggestions that match their needs or views of life. Underpinning all our lives are certain principles and values that we hold to be true. These become guidance for how we conduct our lives. They influence and mould our behaviour. They can differ greatly from person to person and successful influencers always take principles and values into account.
But how?
• Notice what principles and values drive other people
• Ask questions and invite comment and reaction
• Check with those who know them well
Some examples of principles:
‘Integrity and fairness are an integral part of business dealings.’
‘I think that older people deserve courtesy and consideration.’
‘Moral behaviour is part of the fabric of daily life.’
It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions
Beliefs & Opinions
Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.
An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.
‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’
‘I think that all politicians are corrupt.’
‘I never make decisions on the 13th.’
Each of these beliefs can be dealt with by logical questioning or providing proof or data.
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having u
A great deal of information (and misinformation) exists around the notion of brands and branding, but I have found that the essence of a brand can be distilled down to three simple concepts. Understand these concepts and you’ll become a branding expert. Consistently reinforce them throughout your organization and you’ll build a powerful brand.1. The Brand Promise is a commitment you make to prospects and customers. It answers the question on every customer’s mind: “If I engage in a relationship with you, your product or your company, what can I expect?” The answer to this question must address t
People agree to ideas and suggestions that match their needs or views of life. Underpinning all our lives are certain principles and values that we hold to be true. These become guidance for how we conduct our lives. They influence and mould our behaviour. They can differ greatly from person to person and successful influencers always take principles and values into account.
But how?
• Notice what principles and values drive other people
• Ask questions and invite comment and reaction
• Check with those who know them well
Some examples of principles:
‘Integrity and fairness are an integral part of business dealings.’
‘I think that older people deserve courtesy and consideration.’
‘Moral behaviour is part of the fabric of daily life.’
It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions
Beliefs & Opinions
Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.
An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.
‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’
‘I think that all politicians are corrupt.’
‘I never make decisions on the 13th.’
Each of these beliefs can be dealt with by logical questioning or providing proof or data.
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having
After a show wraps, your entire booth staff will want to leave as soon as possible. Some may even book return flights that coincide with the end of the show. Avoid laying the burden of tear-down, packing and shipping on one person. In your pre-show planning, be sure that staff time and travel allows for adequate booth tear-down, packing, and shipping.Never tear-down your booth before the show is over. This projects an unprofessional and "I can't wait to get out of here!" message to those last-minute attendees, who by the way, may have a need to hurry up and gather info about your product/service!Take care
Some examples of principles:
‘Integrity and fairness are an integral part of business dealings.’
‘I think that older people deserve courtesy and consideration.’
‘Moral behaviour is part of the fabric of daily life.’
It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions
Beliefs & Opinions
Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.
An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.
‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’
‘I think that all politicians are corrupt.’
‘I never make decisions on the 13th.’
Each of these beliefs can be dealt with by logical questioning or providing proof or data.
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having
An interviewer's life is not always a happy one. In the thick of the action, people to see and truth - not lies - to get from them.And then to make a pretty important judgement of the capability of the individual. It's a tough life on the end of an assessment sheet!So, the big opportunity for you is to get in there and make their life so much easier. By doing this, not only will you stand a far better chance of being successful, because you get to tell your story, but you will also get them onside for you when it matters.And, did I mention that you will go into the meeting, clear on your tactics, i
An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.
‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’
‘I think that all politicians are corrupt.’
‘I never make decisions on the 13th.’
Each of these beliefs can be dealt with by logical questioning or providing proof or data.
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having
Full-Review: Article Post RobotHow would you like to be able to submit your article which you have just written to over one hundred submission sites at the same time? I’m not talking just any submission sites either, I’m talking the ones that you personally have selected.The ones that you have determined that in your opinion are the very best ones on the Internet for your particular product.Sounds pretty good doesn’t it? Well with the Article Post Robot you can actually do that.No, this isn’t just a sales promotion, this is the *naked* truth.HINT: this same article was publishe
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having uncovered needs, you may have to mould or reshape your ideas to dovetail with the requirements of others. Often, people have a hierarchy of needs, so it may be important to discover and use this:
‘Which is most important to you – reliability or security?’
Wants & Wishes
Wants and wishes are not essentials, just a wish list: ‘Wouldn’t it be lovely … if only’. But their fulfilment can be the cherry on your influencing trifle, placed on top with a flourish, after the other person has agreed to your proposal.
Depends What’s On Offer
Question: How will your suggestions benefit the other person?
The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.
Features, Benefits & Advantages
No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.
Features
These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.
Benefits
These are far more important than the features of your proposal. They translate boring old features into exciting statements which show clearly how others will gain.
‘This new hardware is made in Germany (feature) which means that we will save time and money on spare parts (benefit).’
Advantages
These are comparative benefits e.g. – increased revenue, greater savings, and faster turn-around.
In Summary: The Benefit Balance Sheet
Most people do not agree whole-heartedly to an idea. There is usually something that niggles, however well you’ve addressed their concerns.
In the end, when we finally say yes to a proposal, it is because the benefits outweigh any disadvantages.
As you plan and prepare your influencing case, list all the benefits and
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