Increase Influence in 60 Minutes
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Increase Influence in 60 Minutes
- 1. 60 Minutes MBA How to Increase your Influence
- 2. Vinod Mehra • Director and Founder @ Neev Consultancy • BOD @ iProtec • Advisor SmartLife – NGO • 25 years of Technology Experience • Social Selling – Advocate • Written over 800 plus Blogs
- 3. Difference between Success and Failure is directly propoinate to your INFLUENCE on others.
- 4. 1. Everyone relies on decision shortcuts to conserve energy. 2. Decision short cuts are made at subconscious level. 3. 90% of the decisions are short cuts. Decision Making
- 10. Invisible Influence 1. Pick a GOAL and WRITE it down 2. Story Telling
- 11. Story 63% of people will remember stories vs 5% of people remember statistics
- 12. Invisible Influence Communication 1. 55% Body Language 2. 38% Tone 3. 7% Words
- 18. Reciprocity
- 20. Scarcity
- 21. Social Proof
- 23. When does offering MORE make them want LESS (6 – 26)
- 25. Magic of open space
- 26. Mirror
- 27. Chameleon Effect
- 28. Benjamin Franklin Strategy (Ask for small favorus)
- 29. Ask For An Advise
- 30. Proximity Sells 1. Intimate Distance (touching to 45cm) 2. PERSONAL DISTANCE (45cm to 1.2m) 3. Social Distance (1.2m to 3.6m) 4. Public Distance (3.7m to 4.5m)
- 31. 100% Extra but 10% Extra
- 32. Magic Words – Get inside • Everyone says that …(Social Proof) • Everyone knows that …. (Social Proof) • There are two kinds of People … (Curiosity) • Most people … (Social Proof) • There is an old saying … ( Credible) • I have Good news and bad news (Curiosity – Unexpected) • Let me tell you what happened to me .. (personal Story) • Because • Now • Imagine
- 33. Offer Price
- 34. Q & A
- 35. 60 Minutes MBA How to Increase your Influence
Editor's Notes
- How can you help me – refer me for Business opportunity Joint Venture Sales Advisory
- What made People run 7 minutes faster (Marathon) its like being 10 years younger Written goal makes it easier to stick to it
- Tell a story – Chief Story Teller – upcoming and prominent TITLE People remember stories more than they remember stats. That’s right, after a presentation, 63% of people will remember stories vs 5% of people will remember stats (and here I am, sharing stats). That’s HUGE though! 5% vs 63%! Stories can be how some of your customers became successful with your product, or a story of why you started your company and what pains you were going through. One of my favorite stories when working at a browser testing company was to tell the prospect that “Macy’s made $1M more per month when they added one more browser to their tests”, this really stuck with people and helped them see how they could make a big impact in their company by buying more from us. SUCCESS
- What made People run 7 minutes faster (Marathon) its like being 10 years younger Written goal makes it easier to stick to it
- Similarities – Opinion, Education, Culture, background, Dress, lifestyle Talk about commonalties to build Rapport before business Compliments: "People will forget what you said. People will forget what you did. But people will never forget HOW YOU MADE THEM FEEL." ~ Maya Angelou Transfer or rub the trait
- How do I ensure that my visits have an EDGE over my competition? MULTI-LOCATION MEETS: When meeting prospects divide your meet into 2 – 3 physical locations such as from the office to Starbucks for a cup of coffee and followed by a 3rd physical place. When you arrange different location for one single meet it gives the impression to the customer that he knows you for a longer time. Thus raising your chances of securing the order.
- How do ensure that customer has an Open mind ? MAGIC OF OPEN SPACE: Chose meeting places that are OPEN and with high ceilings, chose places outside the office to remove barriers. Open and high ceiling reduces stress, encourage creativity and meaningful dialogue.
- MIRROR NEURONS: People mirror gestures of people they meet. Hence be enthusiastic, smile; project friendly and confident posture. Sooner your prospect will begin mirroring your positive gestures. And you will shape his decisions. Showing excitement makes other people like you: This one goes back to the idea that we mirror the behavior of those around us. If you show excitement when you see someone, they naturally mirror that excitement back at you. It’s an easy way to make a strong first impression and to get people to like you. Practice Power Posture for 2 – 3 minute before meeting customer
- CHAMELEON EFFECT : This is opposite; simply mirror your prospects gestures subtlety and soon he will develop liking for you. Dating – watch dating couples
- BENJAMIN FRANKLIN STRATEGY: Benjamin Franklin said ask small favours from your prospects this will develop liking. Request favours that are of value to you but simple, reasonable and easy to extend by the prospect. Such as request to borrow a book or requesting an opinion on his child’s school. When you convince someone to do you a favor, they unconsciously justify why they are willing to do so. Typical justifications include things such as “he’s my friend,” “I like him,” and “he seems like the kind of person who would return the favor.” These justifications serve you perfectly. Not only did you just get help with something, but the other party also likes you more than they did before.
- ASK FOR AN ADVISE: Always ask for an ADVISE on your products and not an opinion. When you ask for an ADVISE you make him your accomplice. Example what (action points) do you ADVISE to approach your purchase department? Opinion is final whereas advise you may or may not take it. Advise giver becomes accountable/accomplice What do you advise “When should I present it to your team?” What do you advise “ should I include easy payment plan” When you ask for advise the advisor likes you and thinks you are smart.
- PROXIMITY SELLS: Reduce the social proximity and strategically move into your prospects PERSONAL ZONE to close deals faster. There are four types of proxemics as follows….. Intimate Distance (touching to 45cm): This is reserved for intimate and family members. PERSONAL DISTANCE (45cm to 1.2m): Between friends wherein you can see eye to eye. Do it subtlety. Social Distance (1.2m to 3.6m): This is the normal distance for impersonal business Public Distance (3.7m to 4.5m): Teachers and public speakers address groups at a public distance
- Its not 100% that you deliver creates lasting impression but the extra 10%
- Offer Price: Whole number v/s round number Counter offer: 10% v/s 23%