How to Influence People, 2nd Edition

CHAPTER 5Tool number 5: FOR, ORF, ROF

I am not overselling this tool to say that it is the greatest genuine communication tool ever! The reason for that is that I believe it is the cornerstone of building relationships. And while we all recognise the modern business landscape that we live in is based on technology, it is the building of relationships that will, in many cases, separate you from the competition.

It is also important to point out that this particular tool of influence is the cornerstone of building relationships in four key areas of business and life:

• conversation (small talk)
• sales
• management
• customer management.

Let me ask you: have you ever been in one of those situations where you were at a party and you became involved in small talk and the conversation wasn’t going very well. You found yourself scrambling for subject matter and, after searching your brain, you settled on riveting conversation topics such as the weather. Everyone has had those uncomfortable conversations. But with tool number 5 at your disposal, that awkward conversation will never happen again!

This is also a fantastic tool to help salespeople gather the critical information about the clients that they need to influence. It is about discovering valuable information about your clients and what is most important to them. In terms of customer management, this is the information that makes sure you are able to build long-term relationships with your clients to drive retention levels with ...