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The Key to Influencing Others

How to build high-quality business relationships.

By Brian Tracy

One of the best ways to influence someone is to do something nice for him.

I know many successful salespeople who make a habit of taking their prospects out to breakfast or lunch. During the breakfast or lunch, they do not talk about their products or services unless the client brings it up. They merely make small talk, ask questions, and listen. They work on building trust and establishing a friendly relationship. At the end of the breakfast or lunch, they tell the prospect that they will be getting in touch with him sometime in the future with the possibility of talking to him about helping him in some way.

The best salespeople and businesspeople in America today are those who look upon their customers and prospective customers as friends and partners. They always look for ways to help their partners improve their lives in ways that are not directly related to the products or services they sell. They sow seeds, and they reap a harvest. They trigger a desire in people to reciprocate. When the time comes for those salespeople to approach their prospects with the possibility of buying their products or services, the prospects are open to the salespeople. The prospects have a deep-down desire to reciprocate.

One of the best ways to use this principle in your interactions is to continually look for ways to say and do positive things for people. Look for ways to do kind acts and favors for your friends and prospects. Send thank-you notes. Send birthday cards. Send clippings from newspapers about subjects that you feel may be of interest to them. Always keep your promises, and follow up on your commitments. Always do what you say you will do. Do everything possible to put in, knowing confidently that you will ultimately be able to get out far more. You will reap if you sow.

Someone has observed that no one ever built a statue to a person to acknowledge what he or she got out of life. Statues are built only to people to acknowledge what they gave. The most powerful, influential, and successful people you will ever meet always look for ways to do nice things for others. When you meet someone under almost any circumstance, one of the best questions you can ask is this: "Is there anything that I can do for you?" Always look for ways to put in rather than to take out. The successful man or woman of today is a "go-giver" as well as a go-getter.

The more people feel you are sensitive to their needs and concerns, the more open they will be to your influencing them positively. And the more you can influence others with the power and impact of your personality, the more you will accomplish, and the faster you will accomplish it. The more rapidly you will move toward the great success that you desire and deserve.

Here are two things you immediately can do to put these ideas into action.

First, look for ways to do nice things for other people, especially your family, friends, and customers. The more nice things you do for others, the better you feel about yourself.

Second, take time to really listen to people, especially your staff and coworkers. The more and better you listen to others, the greater your influence will be.

Communicate with Power

Want to learn how to Communicate with Power?
Brian Tracy's audio program, Communicate with Power, will show you how to influence people and get what you want using only your words. How well you communicate, influence, persuade, and negotiate will ultimately determine the quality of your life. To get your copy of Communicate With Power today, click here.

Tags: Brian Tracy, influence, July 2009 Edition, relationships

2 Responses to “The Key to Influencing Others”

Srikanth SESH Says:
July 2nd, 2009 at 12:00 am
Interesting findings, most sales people are seen as a pain, unless they are seen as adding value in the whole ecosystem.

Unless, the relationship is a mutualy win-win model, success of any sales person (unless he or she is part of a sell-market wave) is questionable.

Great read, highly recommended..
Lester Salvatierra Says:
July 8th, 2009 at 6:54 pm
I believe in this “key” 100% of the time; when you do something positive for someone else, the common instinct is to reciprocate in some way possible. On the top of my list, when I meet a regular client is to somehow find a way to refer those people which have supported or helped me in the past. Not all networkers play by these rules but if you reach out to as many people as possible, you inevitably come across that “gem” of a relationship that can be a pillar to building your business even stronger.

2 Responses to “The Key to Influencing Others”

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