Review of book 4th Influence: The 4-Step Process for Selling Anything to Anyone

Sintya nurceha

Book
Influence: The 4-Step Process for Selling Anything to Anyone

 Influence is described as "the capacity to have an effect on the character, development, or behavior of someone or something." However as subtle as some forms of influence might seem as they appear in both verbal and non-verbal cues, the ability to have influence over someone, especially in the area of sales, can quite literally transform your business and your finances.

 How to Influence People to Buy From You

In a recent conversation with influence and persuasion expert Michael Bernoff, I dug deep into the science and strategies behind the ability to get someone to buy something from you.

 4 Steps to Influence Your Prospect

 Over the past 15 years, Bernoff has perfected a variety of methods for influence and persuasion that he often teaches around the world. It involves something called micro-commitments. The reasoning? Get people to agree with you on three small details, and the 4th is almost in the proverbial bag.

How powerful is this information? It could quite literally transform your business. There is real power in commitment. For example, when you verbally commit to something, it flips a switch in your mind. You can lucidly envision it. This is incredibly powerful during sales interactions or even things like hashing out contracts and other in-person, real-time negotiations.

It's also the basis for setting goals and building out habits. For goal setting and habits, when you make not just a verbal commitment, but one that's written down on paper, studies indicate that you're far more likely to succeed. With habits, the commitment is invoked when you follow through each time. Every follow-through is one more notch in the commitment belt. String them all together and you can quickly form a good habit or break a bad one
 Step 1: Get the prospect to commit to the process.
 Step 2: Identify the prospect's problem.
 Step 3: Show prospects the solutions.
 Step 4: Allow them to pick what's naturally best for them.