"SUCCESS MANTRA" # 103

TOPIC :PLANNING TO INFLUENCE

5 EASY STEPS TO INFLUENCE

Here are the five main steps to effective influential communication. Make this pattern

second nature, leaving you to concentrate on the detail.

1. Gain rapport

Be on their level; recognize their beliefs and values; match their behaviour patterns and blend your personality characteristics with theirs.

2. Ask questions

Elicit needs and different responses;probe to identify their motives,attitudes and feelings.

3. Listen actively

Demonstrate that you are listening;listen with all your senses;suspend judgement.

4. Stress pertinent benefits

Summarize how specific benefits of your proposal accurately reflect their needs.

5. Work towards a decision

Ask questions which will force a decision (or rejection); test interest through hypothetical

questions; make positive statements which assume their acceptance.

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