“No manipulation, no capitulation—how to bring true influence to everything you do”. Dr. Mark Goulston
People won’t put up with the “tell and sell” model of selling anymore. If they sense they are being told they need to buy or you push the hard , they are likely to get defensive and their guard goes up and you lose the sale. Even if they do finally give-in and buy or comply, lingering resentment undermines the relationship…maybe forever.
Yet, most books on influence still portray it as something you “do to” someone else to get your way. That out-of-date approach invites resistance or cynicism from those who recognize the techniques. Manipulative tactics might occasionally wear down a colleague’s or client’s resistance, but they fail to produce the mutual trust that sustains successful relationships. In short, they just won’t work in our sophisticated, post-selling world.
In this groundbreaking book, authors Mark Goulston and John Ullmen reveal a new model for authentic influence—the kind that creates a strong initial connection and survives long after agreement has been reached. Their model’s core elements are listening, genuine engagement and commitment to win-win outcomes. In their new book, Get Real Influence they provide a powerful four-step method you can use to positively influence others:
• Examine your priorities
• Learn about the key players and what they need
• Earn their attention and motivate them to hear more
• Add value with active listening tools such as probing through questions and actions
Complete with examples of the steps in action and insights from real-world “power influencers,” this one-of-a-kind guide shows that being straight with everyone means winning for all.
So what is your style and methods when you are trying tp influence or persuade others?