How to Influence People, 2nd Edition

Appendix: How are you tracking?

A summary of the quick questions

CHAPTER 1 — TOOL NUMBER 1: BREAKING DOWN THE E-WALL

• Can you do a better job at finding out who all the decision makers are?
• Are you consistent at discovering preferred methods of communication with your customers?
• If so, is the client’s preferred method also the most effective?
• Do you lay out a decision timeline with your customers and establish clear expectations?
• Are you in the habit of laying out Next Steps at every contact point in the decision cycle with your clients?
• Do you leave something in the chamber for face-to-face meetings? Do you leave clients with a reason to need to meet with you?
• Are some customers simply wasting your time? Are there clients in your business that are simply taking too much time for no reward?

CHAPTER 2 — TOOL NUMBER 2: THE BUTTERFLY

• What activities do you procrastinate on that you know should be prioritised?
• Do you catch yourself falling into a negative state when you have failed to prioritise and take action on important tasks?
• How can you change your own language with yourself when you feel the butterfly effect?
• In which areas of your business and life will you be able to apply the butterfly effect?

CHAPTER 3 — TOOL NUMBER 3: THE SUNSET

• What does your 12-month sunset look like for you professionally?
• What actions do you need to take to achieve it?
• How could you get better at living in the now?
• What are the chips on your shoulder that sometimes hold you back? How do ...