Things For Others
One of the best ways to
influence someone is to do something nice for him. I know many
who make a habit of taking their prospects out to breakfast or lunch. During the
breakfast or lunch, they do not talk about their products or services unless the
client brings it up. They merely make small talk, ask questions and
listen. They work on
building trust, and they work on establishing a
friendly relationship. At the end of the breakfast or lunch, they tell the
prospect that they will be getting in touch with him sometime in the future with
the possibility of talking to him about helping him in some way.
Your People Skills 360
As Friends and Partners
The best salespeople and
America today are those who look upon their
and prospective customers as friends and partners. They always look for ways to
help their partners improve their lives in ways that are not directly related to
the products or services they sell. They sow seeds, and they reap a harvest.
They trigger a desire in people to reciprocate. When the time comes for those
salespeople to approach their prospects with the possibility of buying their
products or services, the prospects are wide open to the questions and inputs of
the salespeople. The prospects have a deep-down desire to reciprocate.
One of the best ways to use this principle in your
interactions is to continually look for ways to say and do positive things for
people. Look for ways to do kind acts and favors for your friends and prospects.
Send thank-you notes. Send birthday cards. Send clippings from newspapers about
subjects that you feel may be of interest to them. Always keep your promises,
and follow up on your
commitments. Always do what you say you will do. Do everything possible to
put in, knowing confidently that you will ultimately be able to get out far
more. You will reap if you sow.
Go-Giver Rather Than A Go-Getter
Someone has observed that no one ever built a
statue to a person to acknowledge what he or she got out of life. Statues are
built only to people to acknowledge what they gave. The most powerful,
successful people you will ever meet always
look for ways to
do nice things for others. When you meet someone under almost any
circumstance, one of the best questions you can ask is this: "Is there anything
that I can do for you?" Always look for ways to put in rather than to take out.
The successful man or woman of today is a "go-giver" as well as a go-getter.
The more that people feel that you are open and
and sensitive to their needs and concerns, the more open they will be to your
influencing them positively in some way. And the more you can influence others
with the power and impact of your personality, the more you will accomplish, and
the faster you will accomplish it. The more rapidly you will move toward the
great success that you desire and deserve.
Here are two things you can do immediately to put
these ideas into action.
First, look for ways to do nice things for other
people, especially your family, friends, and customers. The more nice things you
do for others,
the better you feel about yourself.
Second, take time to
really listen to people, especially your staff and coworkers.
The more and
better you listen to others, the greater is your influence over them.