Wentworth
Institute of Technology
The Ultimate Book of Influence : the Ten Tools of Influence to Win in Business.
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 some...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Hoboken :
Wiley,
2013.
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| Subjects: | |
| Online Access: |
Full text (Wentworth users only) |
| Local Note: | ProQuest Ebook Central |
Table of Contents:
- The Ultimate Book of Influence; Contents; Foreword; About Chris Helder; Introduction; Part I: Influencing yourself
- action and clarity; Chapter 1: Tool number 1: breaking down the e-wall; The e-pong timeline; Changing timelines; Five strategies to break down the e-wall; Chapter 1 summary; Chapter 2: Tool number 2: the butterfly; Avoidance and how it works; Paying attention to action signals; Chapter 2 summary; Chapter 3: Tool number 3: the sunset; Using the sunset; Getting off the hamster wheel; The truth is in the future (sunset); Sunset questions as a selling tool.
- Interviews and performance reviewsFulfilment comes from living in the now; The past will hold you back; The land in-between; Chapter 3 summary; Summary of Part I: Influencing yourself
- action and clarity; Part II: Influencing others: getting your own way; Chapter 4: Tool number 4: act as if; Getting started with act as if; Act as if as a management tool; Chapter 4 summary; Chapter 5: Tool number 5: FORD; The power of F-O-R; The F questions; The O questions; The R questions; Where to start with FOR; The power of O-R-F; The power of R-O-F; What is the D?; FORD as a leadership tool.
- FORD as a databaseChapter 5 summary; Chapter 6: Tool number 6: positive, positive, positive
- negative; Introducing positive, positive, positive
- negative; As a management tool; Chapter 6 summary; Summary of Part II: Influencing others
- getting your own way; Part III: Reading people; Chapter 7: Tool number 7: the colours; Red personality; Yellow personality; Aqua personality; Blue personality; Understanding the timeline; Applying the colours; Chapter 7 summary; Chapter 8: Tool number 8: reading body language; Body language signals; Chapter 8 summary; Summary of Part III: Reading people.
- Part IV: Selling and winning: certainty and simplicityChapter 9: Tool number 9: same, same but different; The whiteboard pen salesperson; Clients who have a negative perception of you; The selling process
- the important little things; Chapter 9 summary; Chapter 10: Tool number 10: move to the side; How move to the side works; The street-fight question; Switching hats; Chapter 10 summary; Summary of Part IV: Selling and winning
- certainty and simplicity; Appendix: How are you tracking?; Special acknowledgements; Index.