Influence How Others Think
Your job as a professional seller is to influence how others think. As a Golden Rule Seller, you will strive to do that responsibly, just as you would wish to be influenced. How can you positively influence others?
You're already doing it. If you smile at someone, you are influencing that person in a positive way. The same goes if you use any of the other supporting actions or emotions. Influence is the act of producing an effect without exerting apparent force or giving a command. Influence is subtler. In many cases, people don't even recognize that they have been influenced.
You can use positive influence in your business and personal relationships in many ways. For example:
Smile at someone.
Make an affirmative comment about someone.
Appreciate someone's ideas or actions.
Act on someone's suggestion.
The subtlest persuaders used by salespeople are positive actions that communicate friendliness, appreciation, and trust to others. Once you've earned a buyer's trust and respect, you have significant power to influence him or her.
How can you develop your skills of influence? The most important step is to develop an attitude of influence. That is, be aware that many buyers and others will look to you for assistance and advice. Appreciate it and strive to responsibly use it. Then use your power of influence to help your buyers along the process toward the best solution.
In some buying situations, a purchaser will ask your opinion on the relative merits of specific products or services. That's a good thing. It means the buyer respects your opinions. It also means that you have a responsibility to maintain or increase trust as you answer. Make your answer appropriate to the buyer's needs rather than to your own or those of your employer. Doing so will expand your influence as well as build a more trusting relationship.
