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Increase Your Influence, Increase Your Sales

Selling is everyone’s lifeblood whether they realize it or not. We all sell in the sense that we attempt to convince others to go our way. That is the way that we want something to go whether we are convincing our children, our coworkers, bosses, spouses, clients or customers.

There is a style of convincing others, influencing or “selling” for everyone. Understand we are using the term “selling” here very loosely. I bet many of you are saying, “I don’t sell people. I hate that!” Although this may sound like it’s about sales, it really isn’t. You’ll understand shortly but indulge me for a minute. There are several types of popular styles of selling: relationship selling, non-manipulative selling, pressure selling, what’s-important-about-that-to-you selling. Whatever approach and philosophy that works for you is fine. Actually, we’re not trying to change your personal style of selling. But if we can give you additional insight to influencing others regardless of who they are, would that be helpful? “Yes.”

Let me ask you, when you really connect with someone, isn’t that a wonderful experience? When this happens, you connect with them and feel closer in a shorter period of time then with someone else you may have known for years. What happens here? You click, connect, have great rapport, and there may even be chemistry between you. You know you are being heard and listened too. Wow, isn’t that wonderful when it happens! Wouldn’t it be great if we could increase our opportunities to connect with each other in general? It can be done.

There is a universal unspoken language based on observable behavior. What that means is, we can see the behavior just by watching others. We look for tone of voice, pace, body language and words used. These are the clues that help us to identify how to communicate better with that person.

Research has shown that behavioral characteristics can be grouped together into four quadrants or styles. People with similar styles tend to exhibit specific types of behavior common to that style. A person’s behavior is a reflection of who they are naturally. According to William A. Marston, “All people exhibit all four behavioral factors in varying degrees of intensity.”

This model categorizes how we act. Nothing more. It is simply used as a tool for more effective communications between people. Sound good? You bet.

In all the cultures studied, the model has been found to be valid. All cultures have people who are outgoing, expressive and animated. All cultures have people who are more cool, aloof, introverted and analytical. Ask yourself, is this person people-oriented or task-oriented? Are they an introvert or an extrovert? Because you can learn to see the answers, it is observable. It is a universal language because it has no cultural boundaries. Are you intrigued?
You’re probably saying, that’s all great but how does this apply to me getting my way? Oh, we are so self-centered at times. When you are getting your way, I trust it is for the benefit of all who are affected by the decision. Because what we are talking about is not for self-centeredness, manipulation or control.

Any time we have greater understanding of ourselves, it provides us opportunities to make the best of an interpersonal communication process. That insight provides a solid foundation from which to move forward. If we know we have a particular habit that may interfere with the communication process; we can work on improving how we communicate. For example, if we know we are not the best listeners in the world, we can work to improve our listening skills. If we tend to come on too strong for some people, we may choose to tame it down in those situations. When you know yourself, you have the choice to modify your own behavior so the other person can be ready to hear what you are saying. Let me repeat that, this is a very important point, “When you know yourself, you have the choice to modify your own behavior so the other person can be ready to hear what you are saying.”

Again this is not about manipulation or controlling others; it is taking control of ourselves! It is about you having a true desire to be the best communicator you can possibly be. The goal is to communicate on a level so the family member, coworker or customer can relate to what you say. When we communicate in a manner that is appealing and open, the person is more likely to feel connected to us and understand and be open to what is being said by you. The results are better communications for everyone’s benefit. Not only will it improve sales; the benefits will spill over into all areas of communications in our personal and professional lives. Many of us need improved relationships with our family, friends, and customers, do


you? Just simply having greater understanding of the communication styles is a big step. We know we really can’t change others, only ourselves.

Some of the benefits of learning this universal language are gaining commitment and cooperation, building more effective sales teams, resolving and preventing conflicts, gaining endorsement, increasing sales, better time management and having better family interaction. W.W. Tornow & M. London says, “Self assessment can motivate change. Fear of self-knowledge can prevent it. However, feedback results that are verifiable, predictable, and controllable are difficult to deny. It is important that the recipient be ready for feedback—that is, be able and willing to accept it and to do something with it that will result in change.”

Now that you understand what we’re talking about, let’s look at the four styles we have been referring to: DISC, D = Dominate, I = Influencer, S = Steadiness, C = Compliance. In simpler terms, it addresses how we handle problem solving, how we influence people, the pace in which we do things and our willingness or possibly unwillingness to follow rules and procedures. A person whose strongest style is a “D” is ambitious, forceful, decisive, direct, independent and challenging. A strong “I” style is expressive, enthusiastic, friendly, demonstrative, talkative and stimulating. A strong “S” tends to be methodical, systematic, reliable, steady, relaxed and modest. The strong “C” is analytical, contemplative, conservative, exacting, careful and deliberative. We all exhibit some of each of these four styles. Most of us have one or two of these styles that are more prominent then the others.

When a person is identified as a Dominate, one who likes to solve problems, you can direct the sale in a way to help the customer solve their problem of making a decision or a purchase. Ask questions to provide insights and answers as to what they want to accomplish with this purchase. The high D is a greater risk taker. Show them something new and different. When communicating with them be clear, concise and direct.

When someone is an Influencer, a people person, you’ll want to allow time to build rapport with him or her. Don’t be afraid to chitchat. Talk about things other then business to break the ice. Too much detail and technical information will overwhelm this person. Give details when they ask for it. Show them unique, unusual and designer options. Be creative. Help them to visualize and image how their friends will react when they see it.

A Steadiness person is not one to make quick-on-the-spot decisions. That is unless they have done considerable research and shopping already and know exactly what they want. They hate to be pressured and will not be pressured. They love stability and harmony. They tend to be very loyal. They appreciate strong relationships and relatively low risk situations. Assure them of your guarantees and that it’s risk free. Inform them of your return policies. When you have provided them with the knowledge they want; they will want to go home and think it over. They will come back. Know that 40% of the population falls into this category.

The Compliance person is one who likes rules and regulations and likes lots of information. They like details and more technical types of presentations. Show them supportive materials that provide back up and validation to what you’re saying. Pull out the professional industry association brochures to show them supporting statistics. Give them a brochure or a business card with your name and phone number for them to refer to later.

These are just a few of the ideas that can be used when you understand the four basic behavior styles. It is worth an investment of time and resources to learn this easy universal language. When you use it, it will increase your bottom line! A simple questionnaire, and subsequent report will provide the necessary insights to your behavior styles. With a little training and practice you can learn to observe these styles in others with 85% or more accuracy! The beauty is that it is simple, easy and observable. And best of all, it is fun, will increase your personal effectiveness and your “sales.” “Seeing is believing” is true here.

Copyright 2005 Eln Albert

ABOUT THE AUTHOR
An expert in Interpersonal Communications, Eln Albert works with those that want to be at their best when influencing others. Eln is a Professional Speaker and Writer.
For more information on how to be the best influencer as a parent or a boss go to http://www.ElnAlbert.com. Check out other articles by Ms. Albert and subscribe to get her free "The Magic of Influence" e-newsletter. She also offers free team building exercises.


 

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  • 10 critical questions to ask before hiring a consultant

  • 10 lessons for every shoestring entrepreneur

  • 10 profit boosting tips to increase the success of your affiliate program

  • 10 reasons why companies should start doing business online

  • 10 ways for entrepreneurs to find more time

  • 11 secrets to leadership in sales

  • 11 ways to elevate your sales

  • 3 steps to turning ok sales into unbelieveable results

  • 5 tips for savvy use of your home equity line of credit

  • 6 steps to laying out your competitive strategy

  • 7 explosive strategies to maximize your google adwords campaigns

  • 7 tips for product enhancement to increase your sales

  • 8 procedures to take control of sales and marketing

  • alarming marketing trend

  • are you still broke with 10 000 people in your downline

  • army ranger reveals how to control corporate stress

  • assumptions the hidden sales killer

  • astute pricing by sales representatives can expand profit

  • a new look for business in the future

  • a power technique for boosting sales

  • a profitable growth formula for sales managers

  • a real crm strategy or just tracking customers

  • bankers in denial

  • black belt sales meeting moves

  • book summary the e myth revisited

  • boost profits dramatically with consignment sales

  • boost your business sales with credit card payment solutions

  • building an email marketing list

  • businesses should specialise not generalise

  • business after the iraqi war

  • can a sales leaseback arrangement make investing in orlando investment more safe and reliable

  • cash flow management

  • cash flow profits and the cash conversion cycle

  • celebrating successes the power of compliments

  • characteristics of high performance teams

  • coaching for success

  • commodity sales prospecting ‹¨« how to stand out from your competitors

  • communicating value

  • conducting business through b2b e marketplaces

  • confessions of a reluctant saleswoman

  • create a positive upbeat can do workforce and dazzle the customer with your caring

  • creating your internet marketing plan

  • crm for beginners customer relationship management basics

  • crm sfa that accelerates sales the sales process integration approach

  • customer service and call center outsourcing whats the buzz

  • dialogue the four dialogic principles for successful communication

  • does your business need a toll free 800 number

  • doing business online private b2b exchanges

  • domain name and web hosting hell

  • dont shoot the sales team

  • do you feel overwhelmed running a web business try this

  • do you have a picture of your customer

  • do you need a personal assistant

  • easily slash your comms costs using web conferencing

  • education and outsourcing 2 ways to improve your business

  • einstein definition of insanity

  • entrepreneurship what does it really mean

  • financial services marketing insights a marketing compass

  • finding rest for the direct sales company mom

  • first the key to successful sales

  • five dirt cheap ways to increase sales in your cleaning business

  • five strategies to strengthen your companys financial management

  • five tips for analyzing an income statement

  • five top tips for a prosperous 2004

  • forecasting and surviving a layoff or downsizing

  • gaining business intelligence

  • get coached

  • good bye bobby knight and all the sales managers like you

  • grants loans free credit cards and credit repair the whole truth and nothing but the truth

  • hiring and retaining good employees

  • hiring the best sales athletes

  • how to beat the 80 20 rule in sales performance part 1

  • how to beat the 80 20 rule in sales performance part 2

  • how to build a repeat client base in automobile sales

  • how to create multiple revenue streams for your home business

  • how to create your own successful and profitable affiliate program

  • how to cut duty cost and increase profit as an importer

  • how to decrease profits without really trying

  • how to define your companys sales job part 1

  • how to define your companys sales job part 2

  • how to easily increase your profits

  • how to enhance quality in your business

  • how to find an investment advisor

  • how to get money back for your process and procedures investments

  • how to get rich with network marketing

  • how to identify a problem solver

  • how to improve your management procedures usability

  • how to increase sales with automation improvements

  • how to join the 5 of internet business real money making pros regardless of the products you sell

  • how to maximize account penetration and jump start sales

  • how to maximize sales by minimizing windshield time

  • how to meet quality standards with iso 9001

  • how to promote your home business with ebooks

  • how to start a business plan

  • how you can learn to be a better manager

  • hunters and gatherers are you serving both their needs

  • hurdles to cross cultural business communication

  • if it was easy everybody would do it

  • if one does not do any planning one is planning to fail

  • increase sales in your home business with these 10 simple ideas

  • increase your income through international trade

  • increase your influence increase your sales

  • increase your pipeline deploying the cost effective sales team

  • increase your sales by 30 using internet collaboration networks

  • increasing sales with customer interaction points

  • index

  • industry pro interview expanding your market reach for more sales

  • internet marketing vs forex currency trading

  • introducing a mystery shopping program employees

  • investors avoid these 5 common tax mistakes

  • iso 9001 compliant program steps to build

  • is it time to hit the reset button on your sales department

  • is your business profitable

  • is your company growing fast enough for you

  • keeping your sales team motivated

  • leadership lessons for sales managers

  • leveraging open source technology

  • like it or notyoure in sales

  • lone wolf lead wolf

  • looking for a direct sales party plan company do you know what questions to ask

  • making sales online is easy isnt it

  • making sales online is easy isn t it

  • managing your business cash flow

  • maximize your home based business website sales

  • menu driven business planning

  • money management

  • multiply your sales

  • networking 101

  • network marketing book lovers guide 10 hot reads in 2005

  • no degree no problem

  • online success

  • only the weak ones quit

  • organization tips how to set up your database

  • outsourcing not just for big business

  • overcoming barriers to sales

  • overcoming sales objections for small business networks

  • overcoming small business networks sales objections

  • part 1 of 5 how pipe dreams can become realities

  • part 1 of 5 on the home business set up guide

  • part 2 of 5 how pipe dreams can become realities

  • part 2 of 5 on the home business set up guide

  • part 3 of 5 how pipe dreams can become realities

  • part 4 of 5 how pipe dreams can become realities

  • part 5 of 5 how pipe dreams can become realities

  • paypal dedication can leave your business exposed

  • phone interviews prepare to ace them

  • phone tips to get things done professional phone skills

  • planning to make a decision

  • ppc management when to give up on a loser

  • profitable growth is everyones business a book summary

  • properties for sale in cyprus please visit www propertyincyprus com

  • pr where it matters most

  • public relations defining your organization from the inside out

  • results of poor cross cultural awareness

  • riding the sales rollercoaster

  • rotator

  • rý eoc recruitment and retention employer of choice

  • sales 201 learning tools of your trade

  • sales activity report for management

  • sales and marketing terminology

  • sales and the importance of following up

  • sales commission what return should you expect on your sales compensation investment

  • sales leads how to generate quality sales leads through public speaking

  • sales lessons from the election

  • sales partners agents distributors licensing and franchises

  • sales performance and motivation how to get your edge back

  • sales planning

  • sales process how to avoid wasting time on prospects who cant or wont pay

  • sales process the secret to closing more sales

  • sales process what can you automate

  • sales success the 5 steps

  • sales territory management how to prioritize your activities to produce maximum results

  • securing second and third round venture capital financing

  • selecting sales tracking software for your small business

  • selling is easy when youre first fast and foremost

  • selling sales to customer service agents

  • seven cs to avoid procedure writing errors

  • short messaging service sms for enterprise messaging

  • should i stop wasting my salespeople on prospecting

  • six components of a good e commerce site

  • smart choices how to hire the best

  • spam whats the real problem

  • stop being a salesperson

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  • strategic planning for salespeople

  • strategies for creating a niche business

  • survival tips for small businesses

  • swot analysis

  • telesales success begin with the end in mind

  • the 11 secrets to sales leadership

  • the biggest mistake in sales prospecting

  • the challenges of human resource management

  • the death of the loyal customer

  • the diamond cutter

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  • the six most common barriers to sales success

  • the steps from product idea to product success

  • the three most common mistakes sales managers make

  • the top 10 priorities that guard your five star reputation

  • the traits of great sales leaders

  • the world has changed what is a sales professional to do

  • this old business

  • thoughtleading the art of separating yourself from the pack

  • trade show tactics revealed

  • transform yourself from a salesperson into a businessperson

  • understanding ezine publishing

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  • using the internet automation as tools for salespeople

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  • web conferencing a boon to businesss

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  • will your home business succeed or fail

  • work at home business ideas

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  • work priorities where can you spend your time most effectively

  • yesterdays hero