What is influencing?

Influence at it's most elegant is not so much about causing someone to change their mind, but to cause people to decide in a specific way based upon how they already think. For example: Most people think that to make a decision, or a good decision, they need a lot of information. This is inaccurate. Generally speaking, too much information clutters up thinking and causes all kinds of mental errors. http://www.kevinbauer.net

Asking questions always pays

Asking questions always pays

A story told to me......

 

I once had a friend who owned a shoe store, and his inventory was made up mostly of sneakers. One day a man walked into his store to buy a pair of sneakers. As my friend assisted him with his decision, he struck up a friendly conversation with him. As it turned out, this customer ran a basketball camp during the summer and he loved to talk about it. A few minutes into the conversation, my friend and his customer had come to an agreement. All of the boys and girls that attended the customers basketball camp would receive a 10% discount on their sneakers if they purchased them at my friend’s store.......

 

This may seem simplistic but the reality is that everyone has hidden or undisclosed needs and wants that they will willingly share if invited. But too many salespeople are more interested in their own stories and neglect to offer this invitation - and leave a lot of business on the table as a result.

 

Kevin Bauer

http://www.grow-your-income.com