The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less!, Second Edition

Chapter 3. The Delta Model of Influence

The first four seconds have come and gone. What do you do next?

Every book I've ever read about persuasion, influence, and selling neglected to put strategies and techniques into a usable sequence that would be effective for at least some presentations.

It makes no difference whether you are presenting to a group at the office, to the county commission, to the girl across from you, or making a sale to the CEO. The process is the same. Obviously minor changes will be made in each context. For example, it seems unlikely that the girl will sign and give you a deposit on your first date.

There are hundreds of ways to present information to clients, customers, prospects, and buyers. The Delta Model of Influence is one of my favorite models of selling. I call it the Delta Model because delta means "small" or "incremental." (Read that as subtle.) Remember, when you are making your presentations and proposals to others, you should note that there are seven key elements that always occur, whether it is a one-on-one lunch date or a speech before a group of 1,000. This model is effective and I recommend you utilize it often in your business. This chapter outlines the model for you so you have an idea of how to present whatever it is you want to communicate. It all begins with rapport.

The Seven Keys to Rapport

Before I delve into the subject of rapport with you, I want you to see the seven keys to establishing and maintaining rapport. Everything else you ...