Last In Line Leadership

EP431 MOVING THE NEEDLE | 10 WAYS TO EARN TRUST & INFLUENCE BEHAVIOR

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WE ARE ALL IN SALES IF WE AGREE:

  • SALES IS INFLUENCE 
  • SALES IS THE TRANSFER OF PASSION
  • SALES IS CREATING NEW HABITS
  • SALES IS IDENTIFYING & SERVING NEEDS
  • SALES IS IMPACTING BEHAVIORAL CHANGE
  • SALES INVOLVES MORE THAN JUST THE DECISION MAKER OR CHECK WRITER:  MULTIPLE TOUCH POINTS FOR INFLUENCE 


    • WHERE:

    • WORK: CO-WORKERS, BOSS & CLIENTS
    • HOME: WIFE & KIDS
    • CHURCH OR COMMUNITY 


      • 10 WAYS TO DRIVE INFLUENCE: 

      • THEY HAVE TO VIEW YOU AS GENUINELY INTERESTED IN SERVING
      • “even as the Son of Man came not to be served but to serve, and to give his life as a ransom for many.” Matthew‬ ‭20‬:‭28‬ ‭


        • THEY HAVE TO SEE YOUR OFFERING AS VALUABLE 
        • “Take my instruction instead of silver, and knowledge rather than choice gold,” Proverbs‬ ‭8‬:‭10‬ ‭


          • THEY HAVE TO TRUST YOUR MOTIVES AND INTENTIONS 
          • “But above all, my brothers, do not swear, either by heaven or by earth or by any other oath, but let your “yes” be yes and your “no” be no, so that you may not fall under condemnation.”  James‬ ‭5‬:‭12‬ ‭


            • SUBTLE HUMOR & HUMILITY ARE A SUPER POWER
            • “Anxiety in a man’s heart weighs him down, but a good word makes him glad.” Proverbs‬ ‭12‬:‭25‬ ‭
            • “Let another praise you, and not your own mouth; a stranger, and not your own lips.” Proverbs‬ ‭27‬:‭2‬ ‭


              • CONVEY DESIRE FOR THEIR PARTNERSHIP BUT NOT DESPERATELY PUSHY
              • “A stone is heavy, and sand is weighty, but a fool’s provocation is heavier than both.”       Proverbs‬ ‭27‬:‭3‬ ‭


                • IDENTIFY A NEED
                • “But if anyone has the world’s goods and sees his brother in need, yet closes his heart against him, how does God’s love abide in him? Little children, let us not love in word or talk but in deed and in truth.”1 John‬ ‭3‬:‭17‬-‭18‬ ‭
                • DISCOVER A PAIN POINT ASSOCIATED WITH THAT NEED
                • “Bear one another’s burdens, and so fulfill the law of Christ. Galatians‬ ‭6‬:‭2‬ ‭


                  • ACTUALLY LISTEN : SEEK TO UNDERSTAND OVER BEING UNDERSTOOD 
                  • “with all humility and gentleness, with patience, bearing with one another in love,” Ephesians‬ ‭4‬:‭2‬ ‭


                    • SOLUTION:  URGENCY, DILIGENCE & FOLLOW UP 
                    • “A slack hand causes poverty, but the hand of the diligent makes rich.” Proverbs‬ ‭10‬:‭4‬ ‭



                      • BE LIKABLE:  PEOPLE WANT TO BUY MORE THAN THEY WANT TO BE SOLD
                      • “Finally, all of you, have unity of mind, sympathy, brotherly love, a tender heart, and a humble mind.”  1 Peter‬ ‭3‬:‭8‬ ‭


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                        Last In Line LeadershipBy John Shibley
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