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INFLUENCE: The 7 BIG secrets in 7 little minutes
Influence! Everyone talks about it, no one quite knows what it is. I do.
Give me 7 minutes of your time, and I’ll give you the essence of my bestselling book, “Seven Secrets of Influence” and the international one-day seminar Program, “Secrets of Influence™”
My goal here is to give you, in just a few minutes and a few dollars, a basic understanding of the important Influence theory and skills that Fortune 100 executives pay thousands of dollars for.
A recent article in the Harvard Business Review says that “Influence is the top skill required in business today. And a recent Forbes study found that, by 2020, the necessity of Influence and other social skills will continue to grow, while the demand for other, more mechanical skills will diminish.
In this new, short book, I’ve given you the self-assessment questionnaire “Influence Styles Inventory” at the very beginning, plus a printed (or digital) way for you to discover your own Influence Score. That, and the description of the Influence Styles, should take about 7-10 minutes.
Then, for deeper understanding, you can read the rest of the book to enhance your knowledge, awareness and skills.
Here, in condensed form, for busy people like yourself, a rich and deep view of these important ideas necessary for anyone to be successful in the 21st Century!
Wishing you much Success and Influence!
Give me 7 minutes of your time, and I’ll give you the essence of my bestselling book, “Seven Secrets of Influence” and the international one-day seminar Program, “Secrets of Influence™”
My goal here is to give you, in just a few minutes and a few dollars, a basic understanding of the important Influence theory and skills that Fortune 100 executives pay thousands of dollars for.
A recent article in the Harvard Business Review says that “Influence is the top skill required in business today. And a recent Forbes study found that, by 2020, the necessity of Influence and other social skills will continue to grow, while the demand for other, more mechanical skills will diminish.
In this new, short book, I’ve given you the self-assessment questionnaire “Influence Styles Inventory” at the very beginning, plus a printed (or digital) way for you to discover your own Influence Score. That, and the description of the Influence Styles, should take about 7-10 minutes.
Then, for deeper understanding, you can read the rest of the book to enhance your knowledge, awareness and skills.
Here, in condensed form, for busy people like yourself, a rich and deep view of these important ideas necessary for anyone to be successful in the 21st Century!
Wishing you much Success and Influence!
32 pages, Kindle Edition
Published November 1, 2018
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February 26, 2025
INFLUENCE STYLES
1: Telling (Analyst)
• logic vs. emotion
• reasons, evidence
• structure, organization
• integrating; linking to others’ points
• elaborating
2: Compelling (Pragmatist)
• offering rewards
• using higher authority
• bargaining, negotiating
• stating goals and expectations
• describing consequences of noncompliance
3: Felling (Preservationist)
• points out flaws or inconsistencies in others’ ideas
• challenges as “unworkable”
• maintains status quo
• holds firm to position
4: Welling (Catalyst)
• flexible; changes or alters after hearing others’ ideas
• actively encourages others’ suggestions
• actively listening— verbal and nonverbal
• accurate rephrasing
• self- disclosure
• elaborating
5: Selling (Strategist)
• presents ideas in terms of benefits to others’ specific needs and goals (stated or implied)
• small “closes” or commitments
• attention to individual decision strategy
• acknowledges objections and handles them
6: Gelling (Idealist)
• emotions vs. logic
• “shared mission”, common vision
• use of images/ metaphors
• future orientation
INFLUENCE = ATTENTIVENESS + FLEXIBILITY
Today we are connected as never before; yet we still don’t always communicate effectively or influentially.
Influence skills are a subset of communication skills used specifically to persuade someone else.
Manipulation can be best characterized as dishonest, overly aggressive actions designed to cause someone to change his or her belief or behavior to benefit the manipulator.
is difficult to change feelings with facts.
Rewards and punishment may be psychological (approval, acceptance-rejection, respect) as well as physical and economic.
Gaining rapport can be accomplished in a number of ways—disclosing one’s own feelings (positive and negative) to others; being loyal; keeping confidences; supporting others’ ideas, feelings and projects.
Rapport can be established in matters of form as well as those of content—what is important is that the other person feels that you are in harmony or “in synch” with him/her.
you must pay attention, and observe the other person, to find out his/her style, so that you can then use your flexibility to influence them in a style which is similar to their own.
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1: Telling (Analyst)
• logic vs. emotion
• reasons, evidence
• structure, organization
• integrating; linking to others’ points
• elaborating
2: Compelling (Pragmatist)
• offering rewards
• using higher authority
• bargaining, negotiating
• stating goals and expectations
• describing consequences of noncompliance
3: Felling (Preservationist)
• points out flaws or inconsistencies in others’ ideas
• challenges as “unworkable”
• maintains status quo
• holds firm to position
4: Welling (Catalyst)
• flexible; changes or alters after hearing others’ ideas
• actively encourages others’ suggestions
• actively listening— verbal and nonverbal
• accurate rephrasing
• self- disclosure
• elaborating
5: Selling (Strategist)
• presents ideas in terms of benefits to others’ specific needs and goals (stated or implied)
• small “closes” or commitments
• attention to individual decision strategy
• acknowledges objections and handles them
6: Gelling (Idealist)
• emotions vs. logic
• “shared mission”, common vision
• use of images/ metaphors
• future orientation
INFLUENCE = ATTENTIVENESS + FLEXIBILITY
Today we are connected as never before; yet we still don’t always communicate effectively or influentially.
Influence skills are a subset of communication skills used specifically to persuade someone else.
Manipulation can be best characterized as dishonest, overly aggressive actions designed to cause someone to change his or her belief or behavior to benefit the manipulator.
is difficult to change feelings with facts.
Rewards and punishment may be psychological (approval, acceptance-rejection, respect) as well as physical and economic.
Gaining rapport can be accomplished in a number of ways—disclosing one’s own feelings (positive and negative) to others; being loyal; keeping confidences; supporting others’ ideas, feelings and projects.
Rapport can be established in matters of form as well as those of content—what is important is that the other person feels that you are in harmony or “in synch” with him/her.
you must pay attention, and observe the other person, to find out his/her style, so that you can then use your flexibility to influence them in a style which is similar to their own.
Like Likes Like
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