How to Influence People, 2nd Edition

Chapter 7 summary

Everybody is different. Our children are different. Our partners are different. Our bosses are different. Our clients are different. We are all selling all the time. How good are you at influencing the people in every aspect of your life?

The ability to influence is all about our ability to shift positions of perception. Most people are walking around in first position all day. They are focused on what is going on for them. How does this affect them? What about them? Maybe you are married to this person. These are the people that walk into the house at the end of the day and say, ‘Sweetheart, let me tell you about my day. And when I’m done telling you about my day, I’ll ask you about what you thought about my day.’

They are in first position. I’m going to challenge you to step into second position. Shift positions of perception and realise what is happening for the most important people in your life.

The Red personality is about results and control. They think in terms of the future and want their information in ‘bullet points’ that help them achieve results. The Yellow personality is about fun and living in the moment. They are incredibly visual, so make sure the information you present is colourful and exciting. The Aqua personality is about loyalty and trust. They are non-confrontational, so make sure the information you present them is easy to understand and absorb. They live more in the past, so understand that they are less likely to want to change. ...