The Ultimate Book of Influence: 10 Tools of Persuasion to Connect, Communicate, and Win in Business

164 Pages·2013·1.85 MB·English

by  Chris Helder

The Ultimate Book of Influence
Table of Contents
Foreword
About Chris Helder
Introduction: the new reality
Part I: Influencing yourself — action and clarity
Tool number 1: breaking down the e-wall
Tool number 2: the butterfly
Tool number 3: the sunset
Chapter 1: Tool number 1: breaking down the e-wall
The e-pong timeline
Changing timelines
Five strategies to break down the e-wall
1 Identify the decision makers
2 Dictate the best method of communication
3 Map out your decision timeline
4 Leave something in the chamber
5 Cast off dead wood
Chapter 1 summary
Chapter 2: Tool number 2: the butterfly
Avoidance and how it works
Paying attention to action signals
Chapter 2 summary
Chapter 3: Tool number 3: the sunset
Using the sunset
Getting off the hamster wheel
The truth is in the future (sunset)
Sunset questions as a selling tool
Interviews and performance reviews
Fulfilment comes from living in the now
The past will hold you back
The land in-between
Chapter 3 summary
Part II: Influencing others: getting your own way
Tool number 4: act as if — greatest tool ever for creating presence
Tool number 5: FORD — greatest communication tool ever
Tool number 6: positive, positive, positive — negative — the greatest
persuasion tool ever
Chapter 4: Tool number 4: act as if
Getting started with act as if
1 Posture
2 Eye contact
3 Smile
4 Gratitude
5 Energy
Act as if as a management tool
Chapter 4 summary
Chapter 5: Tool number 5: FORD
The power of F-O-R
The F questions
The O questions
The R questions
Where to start with FOR
The power of O-R-F
The power of R-O-F
What is the D?
FORD as a leadership tool
A leader’s FORD checklist
FORD as a database
Chapter 5 summary
Chapter 6: Tool number 6: positive, positive, positive — negative
Introducing positive, positive, positive — negative
World Championship Wrestling
Example 1: real estate salesperson talking to a buyer
Example 2: life insurance salesperson talking to a prospective
client
Example 3: child not cleaning their room
As a management tool
Dropping the hammer by email
Chapter 6 summary
Part III: Reading people
Tool number 7: the colours
Tool number 8: reading body language
Chapter 7: Tool number 7: the colours
Red personality
Red personality characteristics
Yellow personality
Yellow personality characteristics
Aqua personality
Aqua personality characteristics
Blue personality
Blue personality characteristics
Understanding the timeline
Embarrassing footnote
Applying the colours
The power of adapting
Chapter 7 summary
Chapter 8: Tool number 8: reading body language
Body language signals
Touching the nose
Scratching the neck
The collar pull
Fingers in the mouth
Holding the head up
Foot pointing
Arms crossed
Legs crossed
The blast-off and the lint picker
Influential angles
Chapter 8 summary
Part IV: Selling and winning: certainty and simplicity
Tool number 9: same, same but different
Tool number 10: move to the side
Chapter 9: Tool number 9: same, same but different
The whiteboard pen salesperson
Clients who have a negative perception of you
Same, same
Different
Benefit
The selling process — the important little things
Sales checklist
Chapter 9 summary
Chapter 10: Tool number 10: move to the side
How move to the side works
Getting a relationship back on track
Managing a salesperson
Motivating a child
Organising an event
The street-fight question
How it works
Switching hats
Leadership example
Parenthood example
Relationship example
Chapter 10 summary
Conclusion
Appendix: How are you tracking?
Chapter 1 — Tool number 1: breaking down the e-wall
Chapter 2 — Tool number 2: the butterfly
Chapter 3 — Tool number 3: the sunset
Chapter 4 — Tool number 4: act as if
Chapter 5 — Tool number 5: FORD
Chapter 6 — Tool number 6: positive, positive, positive — negative
Chapter 7 — Tool number 7: the colours
Chapter 8 — Tool number 8: reading body language
Chapter 9 — Tool number 9: same, same but different
Chapter 10 — Tool number 10: move to the side
Special acknowledgements

First published in 2013 by John Wiley & Sons Australia, Ltd
42 McDougall St, Milton Qld 4064
Office also in Melbourne
Typeset in 11/13.5 pt ITC Berkeley Oldstyle Std
© Helder Consulting Pty Ltd
The moral rights of the author have been asserted National Library of Australia
Cataloguing-in-Publication data: Author: Helder, Chris.
Title: The ultimate book of influence: 10 tools of persuasion to connect,
communicate and win in business / Chris Helder.
ISBN: 9781118641309 (pbk.)
Notes: Includes index.
Subjects: Persuasion (Psychology) in organisations.
Influence (Psychology).
Business communication.
Success.
Dewey Number: 658.45
All rights reserved. Except as permitted under the Australian Copyright Act 1968
(for example, a fair dealing for the purposes of study, research, criticism or
review), no part of this book may be reproduced, stored in a retrieval system,
communicated or transmitted in any form or by any means without prior written
permission. All inquiries should be made to the publisher at the address above.
Cover design by Adrian Morgan
Cover image © Thinkstock.com/orsonsurf
Printed in Singapore by C.O.S. Printers Pte Ltd
10 9 8 7 6 5 4 3 2 1
Disclaimer
The material in this publication is of the nature of general comment only, and
does not represent professional advice. It is not intended to provide specific
guidance for particular circumstances and it should not be relied on as the basis
for any decision to take action or not take action on any matter which it covers.
Readers should obtain professional advice where appropriate before making any
such decision. To the maximum extent permitted by law, the author and
publisher disclaim all responsibility and liability to any person, arising directly
or indirectly from any person taking or not taking action based on the
information in this publication.