How to Influence People, 2nd Edition

Quick questions

• 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?