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Casual Articles - Successful Sales Managers Are Great Influencers
There is no doubt that team work is more efficient than individual work. It is true, but not in all cases. Often working in teams gives individuals a chance to avoid the responsibility. In this article I will discuss team work.Frederick W Taylor and his Scientific Management had a negative view on teams. If the employees were allowed to form groups, Taylor believed efficiency and productivity would decrease. His reason was called soldiering; if employees were given responsibilities and allowed to work in groups, they w
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five 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.
Gain Rapport Be on their level, recognise their beliefs and values; match their behaviour patterns and blend your personality characteristics with theirs.
Ask Questions Elicit n
A home business is the most economical way to be your own boss. You don’t have to rent office space, there’s no commute, and your expenses are tax deductible. Still, you will have to get the word out about your business if you want customers. Here are some ways to save money.Business cards are a must, but many people don’t get them right away because of the cost. What they don’t realize is that there are ways to get them very inexpensively! If you have a word processing or desktop publishing program on your computer, you c
Answer: To persuade others of your value and the value of your ideas.
So What Is Influencing?
Influencing is getting your own way, especially unobtrusively.
Most managers do it, most of the time.
• You can influence others simply be being you (notice how easily children are influenced by the behaviour of those around them)
• You can influence covertly, behind the scenes
• You can use more open strategies and tactics
Great influencers manage to get other people to go along with their ideas whilst maintaining the relationship. If people feel manipulated, relationships will be damaged. It is important to understand the different strategies available to you and to plan your approach.
Mastering The Art:
Increasingly today’s managers are measured by their ability to influence others in the workplace. Being able to get people to do what you want has a direct effect on:
• The well-being of your staff
• The prosperity of your company
• And, ultimately, your own destiny
You are probably already successful at influencing others – some of the time. How can you become consistently successful? If you can identify your strengths and weaknesses and make a few changes, nothing can hold you back.
Typical Areas Of Open Influence:
A lot of the time, especially in business, influencing is necessary and we accept it as part of human communication. It operates openly and usually follows a recognised process. Open influence can be seen in:
- Meetings
- Presentations
- Sales conversations
- Debates and discussions
- Change management
- Reports
- Proposals
- Negotiations
- Performance management
- Process management
Typical Areas Of Hidden Influence:
Influence can also operate in a less open and direct manner. Your behaviour will be noticed by others, even though you are not necessarily trying to influence them. Your words will always be interpreted, however subtle or oblique. In short – whether we mean to influence or not – we are constantly beaming out influential messages to the world.
Hidden influence, which is often delicate, slow and on-going, works well in the following areas:
- Changing an image or behaviour
- Altering attitude
- Networking
- Communicating non-verbally
- Developing and maintaining rapport
- Counselling others
- Acting as a mentor
- Maintaining customer relations
- Using metaphor and analogy
- Nurturing relationships
What Makes An Effective Influencer?
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five 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.
Gain Rapport Be on their level, recognise their beliefs and values; match their behaviour patterns and blend your personality characteristics with theirs.
Ask Questions Elicit n
Internet Video is leading the way to Internet Television. The status quo is changing in the entertainment industry. No longer will the ole boy network control such a huge potential for profits. Now, thanks to broadband Internet Access and video technology, an entirely new industry is being created. That industry is Internet Television.Innovative entrepreneurs have found ways to create and produce television for the Internet without having to overcome the obstacle usually created with traditional broadcast television.
Mastering The Art:
Increasingly today’s managers are measured by their ability to influence others in the workplace. Being able to get people to do what you want has a direct effect on:
• The well-being of your staff
• The prosperity of your company
• And, ultimately, your own destiny
You are probably already successful at influencing others – some of the time. How can you become consistently successful? If you can identify your strengths and weaknesses and make a few changes, nothing can hold you back.
Typical Areas Of Open Influence:
A lot of the time, especially in business, influencing is necessary and we accept it as part of human communication. It operates openly and usually follows a recognised process. Open influence can be seen in:
- Meetings
- Presentations
- Sales conversations
- Debates and discussions
- Change management
- Reports
- Proposals
- Negotiations
- Performance management
- Process management
Typical Areas Of Hidden Influence:
Influence can also operate in a less open and direct manner. Your behaviour will be noticed by others, even though you are not necessarily trying to influence them. Your words will always be interpreted, however subtle or oblique. In short – whether we mean to influence or not – we are constantly beaming out influential messages to the world.
Hidden influence, which is often delicate, slow and on-going, works well in the following areas:
- Changing an image or behaviour
- Altering attitude
- Networking
- Communicating non-verbally
- Developing and maintaining rapport
- Counselling others
- Acting as a mentor
- Maintaining customer relations
- Using metaphor and analogy
- Nurturing relationships
What Makes An Effective Influencer?
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five 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.
Gain Rapport Be on their level, recognise their beliefs and values; match their behaviour patterns and blend your personality characteristics with theirs.
Ask Questions Elicit n
If you have been hunting for businesses for sale, you have probably noticed that there are more restaurants for sale than any other business. Why are restaurants one of the most popular businesses on sale? It may be because there is a big market for restaurants. Or it may that these restaurants are being sold by their owners because they are not bringing in enough money to stay afloat. Actually, both reasons are right.There is indeed a big demand for restaurants, especially good ones. However, there is also a high failure
- Meetings
- Presentations
- Sales conversations
- Debates and discussions
- Change management
- Reports
- Proposals
- Negotiations
- Performance management
- Process management
Typical Areas Of Hidden Influence:
Influence can also operate in a less open and direct manner. Your behaviour will be noticed by others, even though you are not necessarily trying to influence them. Your words will always be interpreted, however subtle or oblique. In short – whether we mean to influence or not – we are constantly beaming out influential messages to the world.
Hidden influence, which is often delicate, slow and on-going, works well in the following areas:
- Changing an image or behaviour
- Altering attitude
- Networking
- Communicating non-verbally
- Developing and maintaining rapport
- Counselling others
- Acting as a mentor
- Maintaining customer relations
- Using metaphor and analogy
- Nurturing relationships
What Makes An Effective Influencer?
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five 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.
Gain Rapport Be on their level, recognise their beliefs and values; match their behaviour patterns and blend your personality characteristics with theirs.
Ask Questions Elicit n
Are you unhappy at work? Tired and lacking energy and drive? Don't worry, you are not alone! Studies in the US show that up to 70 percent of the workforce is unhappy with their job at any given time. We all feel dissatisfied and frustrated with our jobs at times. So, how do you know when the feeling of dissatisfaction and frustration means it is time for a career change? There are a few key signs which point towards a need for change:* feeling overwhelmed by your workload* unable to balance your work and life res
Hidden influence, which is often delicate, slow and on-going, works well in the following areas:
- Changing an image or behaviour
- Altering attitude
- Networking
- Communicating non-verbally
- Developing and maintaining rapport
- Counselling others
- Acting as a mentor
- Maintaining customer relations
- Using metaphor and analogy
- Nurturing relationships
What Makes An Effective Influencer?
Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they:
- Indicate the benefits of their ideas
- Neutralise resistance, preferably in advance
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five 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.
Gain Rapport Be on their level, recognise their beliefs and values; match their behaviour patterns and blend your personality characteristics with theirs.
Ask Questions Elicit n
The following are nine steps to guide you in the trade show selection process.1. Work with a tradeshow planning team or key personnel to decide who your target market is and what your objectives are.2. Identify the tradeshows that appeal to your market and offer the greatest exposure for your message. Research the target market and your competitors to determine which tradeshows they frequently attend.3. Time your trade show exhibit appearance to meet prospects at the beginning of their buying cycle—not after
- Find alternative ways to influence others
- Listen attentively to what others say
- Uncover needs and wants
- Empathise continuously
- Notice how others respond
- Create and maintain rapport throughout
- Eliminate weak statements from their language
- Rehearse, rehearse, rehearse
In Summary: Five 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.
Gain Rapport Be on their level, recognise their beliefs and values; match their behaviour patterns and blend your personality characteristics with theirs.
Ask Questions Elicit needs and different responses; probe to identify their motives, attitudes and feeling.
Listen Actively Demonstrate that you are listening: listen with all your senses; suspend judgement.
Stress Pertinent Benefits Summarise how specific benefits of your proposal accurately reflect their needs.
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.
Copyright © 2006 Jonathan Farrington. All rights reserved
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