Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    The Ultimate Book of Influence: 10 Tools of Persuasion to Connect, Communicate, and Win in Business
    The Ultimate Book of Influence: 10 Tools of Persuasion to Connect, Communicate, and Win in Business
    The Ultimate Book of Influence: 10 Tools of Persuasion to Connect, Communicate, and Win in Business
    Ebook202 pages3 hours

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

    By Chris Helder

    ()

    Switch to audiobook
    Read preview

    About this ebook

    Master the power of influence and persuasion to achieve more in work and life

    For business leaders and managers, as well as those who work in sales, the power of influence can be a potent advantage. The ability to persuade others based on what you know about them is the first step to convincing someone to buy your product or buy into your business vision. In The Ultimate Book of Influence, author Chris Helder—a master of communication and one of Australia’s most sought after speakers on influence—shares ten essential tools that will enable you to influence others so you win the sale or seal the deal.

    The tools in this book will show you how to read body language, uncover what’s most important to a client, convince others to take action, understand the four essential types of people at your workplace, and much more.

    • Written by one of Australia’s most successful speakers on the art of influence
    • Includes ten powerful tools that allow you to understand what matters most to a client or colleague and use that knowledge to influence their actions and behaviors
    • Ideal for salespeople, business leaders, corporate executives, and anyone who must regularly convince others to take action

    Before you can truly influence people, you need to learn how to communicate effectively. The Ultimate Book of Influence teaches you how to choose the right kind of communication technique for any situation, so when you speak, you know people are listening.

    LanguageEnglish
    PublisherWiley
    Release dateMay 15, 2013
    ISBN9781118641316

    Read more from Chris Helder

    Related to The Ultimate Book of Influence

    Related ebooks

    Professional Skills For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      The Execution Trap

      Nov 2, 2016

      An obvious fact and one that is well-known to every executive tasked with growing revenue in their organisations is that it’s not getting any easier. And that is before we even begin to feel the potential impacts of Brexit, a Trump administration and

      2 min read

    • Article

      Simple Works

      Jun 17, 2018

      Simple Works
      2 min read

    • Article

      Reframing Confidence

      Sep 29, 2023

      Reframing Confidence
      3 min read

    • Article

      How Not To Care What People Think

      Jan 28, 2020

      1 If you are constantly absorbing other people’s voices, it’s likely that you haven’t stopped to listen to your own. A better relationship with yourself can be cultivated – spend time alone and think about what you enjoy, what you think and what mat

      1 min read

    • Article

      The Anatomy of Charisma

      Feb 16, 2017

      For weeks I had been researching what science has to say about the power of charisma. Why do some people so clearly have it and others don’t? Why do we fall so easily under its influence? Charismatics can make us feel charmed and great about ourselve

      11 min read

    • Article

      Sell Like a Human

      Mar 29, 2017

      Sell Like a Human
      1 min read

    • Article

      How To Be magnetic

      Sep 2, 2020

      How To Be magnetic
      4 min read

    • Article

      Claiming Your 4 Superpowers

      Jan 21, 2021

      Claiming Your 4 Superpowers
      4 min read

    • Article

      Stepping Up To Your Full Potential

      Jul 20, 2022

      Stepping Up To Your Full Potential
      3 min read

    • Article

      Leveraging The Differences

      May 27, 2019

      Leveraging The Differences
      2 min read

    • Article

      Why The Best Organizations Run on Push Back

      May 1, 2019

      How do you define a ‘challenge culture’—and why is it so important to have one? In a challenge culture, people are encouraged — even expected — to question the status quo and push back on long-held assumptions. Employees are not afraid to speak up or

      6 min read

    • Article

      Questions for Kate Sweetman, MIT Centre for Entrepreneurship

      Jan 1, 2018

      What does it mean for a business to exist in the age of Uber? In essence, it means that change can come from anywhere, that it is often technology-driven, and that it often necessitates a new business model. This is what we are seeing, over and over

      6 min read

    • Article

      Fixing The Diversity Problem

      Oct 16, 2019

      Fixing The Diversity Problem
      4 min read

    • Article

      Nurture: We’re Only Doing Half The Job Right

      Jul 11, 2019

      One dictionary’s definition of nurture is “to care for or protect (something or someone) while they are growing.” I just love the word. It immediately makes me feel warm, a sense of responsibility and a feeling of community. It makes me think of ho

      4 min read

    • Article

      Simple Versus Wonderful: The Two Speeds Of Marketing

      Aug 12, 2018

      Psychology is the science of behaviour and mind, and many years ago when practising as a psychologist I had the scientist practitioner model drummed into my head: ‘Don’t do anything as a clinician unless there is scientific evidence to support it.’ S

      3 min read

    • Article

      The Elements of Wisdom

      Mar 20, 2017

      The Elements of Wisdom
      3 min read

    • Article

      8 Skills To Achieve Success

      Aug 25, 2022

      8 Skills To Achieve Success
      5 min read

    • Article

      Q&A

      Jan 1, 2024

      Think about a start-up, but at scale. An archetypal tech start-up is an egalitarian band of people on a mission. It’s not terribly hierarchical — people do whatever needs to be done, but they’re all pointed in the same direction. They keep iterating

      5 min read

    • Article

      Do You Realise How Scary You Are?

      Dec 3, 2019

      Most managers know they need to create an environment where people can speak up in order to hear innovative ideas and avoid scandals. Research from a new book ‘Speak Up: Say what needs to be said and hear what needs to be heard’ (Financial Times Publ

      8 min read

    Related categories

    Reviews for The Ultimate Book of Influence

    0 ratings

    0 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      The Ultimate Book of Influence - Chris Helder

      Part I: Influencing yourself — action and clarity

      The first part of this book is about influencing yourself. When I say that, it is about creating a new level of action to go achieve what it is you are after. The problem, of course, is many people do not have any idea what it is that they are after. So, this part of the book will address these two main concepts — action and clarity

      Three tools will be presented in this section of the book:

      Tool number 1: breaking down the e-wall

      • How to avoid a game of e-pong, where the customer hides behind the e-wall.

      • Strategies for creating leverage and moving that customer to taking action.

      • How to create a face-to-face environment to influence the customer directly.

      Tool number 2: the butterfly

      • How to recognise that the number one thing that holds people back is fear.

      • How to change anxiety into an action signal.

      • How to use that action signal to create successful habits and new results in business and life.

      Tool number 3: the sunset

      • How to gain clarity about what area of your life you want greatest results in.

      • Using the sunset as a tool to uncover the clarity of others.

      • How to use that understanding of others to influence them.

      Chapter 1: Tool number 1: breaking down the e-wall

      Customers are busier than they have ever been before. The easiest way for them to decipher and consider your proposal is when it has been in writing and sent via email. In this way, they are the ones who are in the box seat, able to read and consider the proposal in their time. They are able to compare your proposal to other written proposals, shift around the priority of the proposal depending on their workload, and all of this without your being able to exert your power of influence.

      This is because the digital age has created a virtual electronic wall, the e-wall, which our clients can now hide behind. The pattern of communication has become less about face-to-face interaction, and it is acceptable to do business via email.

      The e-pong timeline

      This is a typical interaction for a proposal that is emailed in the new reality. It is a game that I call e-pong! You have researched, found your decision maker and sharpened your angle to win the business.

      • You make a call. The decision maker is pleased to hear from you, but he or she is busy. They ask you to put your proposal in writing and send it to them for review, via email (one week).

      • You send your proposal via email.

      • The decision maker responds that he or she has received your proposal and will review in due course and respond via email (two weeks).

      • You follow up via email in a couple of weeks after hearing nothing back (four weeks).

      • Your decision maker is busy and distracted by the day-to-day running of a business. They take four days to respond to your email and say that they are apologetic but will get back to you shortly with a decision after they chat to the relevant people via email (five weeks).

      • Based on the reply, you are inclined to give the decision maker another week before hassling them again via email for an answer.

      • You send another email to your decision maker asking if a decision has been made (six weeks).

      • Nothing is heard back, and doubts creep in about the priority your proposal is being given.

      • You write via email one last time stating that you are just wrapping up the quarter or ticking things off your task list and asking once more whether any decision has been made (seven weeks).

      • You receive an answer via email four days later from your decision maker, thanking you for the hard work you put into the proposal, but unfortunately other priorities have arisen in the company and they are unable to proceed with the business at this time (eight weeks).

      Eight weeks of e-pong, with no result. This has all happened because you let the decision maker hide behind their e-wall. In fact, this happened because you also hid behind the e-wall! It takes courage to break down the wall and be in a position to influence that customer face to face.

      It is simply easier to have an email relationship with someone. It is easier to send your client a monthly update or a quarterly newsletter and consider that the job is done. Most of all, it is certainly easier to try to win a sale by sending the client a proposal and play e-pong. It is much harder to pick up the phone and get face to face with our clients to cut through all of the procrastination and time wasting.

      Don’t get me wrong. There are times that email is the only option. I realise that. All I am trying to do is challenge you to think about how you can create more face-to-face interactions. What can you do to break down the

      Enjoying the preview?
      Page 1 of 1