Let’s get one thing crystal clear.  

The most powerful people are influential.  And the most influential people are powerful.  What's that mean?

Being able to influence and sway decisions is the most critical life skill you can have.

• Get someone to buy your product?  Sway opinion.

• Get hired at your dream job? Sway opinion.

• Marry your dream person? Sway opinion

You’re reading this knowing deep down, you aren’t influential. And you aren’t world class at swaying opinions.  That other feeling you have. The one that makes you a little sick. A little stressed. You know being influential is critical to your future success.

So here’s my promise. 

By the end of you reading this you will be on the path to becoming a influential person.

So, how are you screwing this up?

If persuasion interests you. You’ve (likely) already read Cialdini’s book Influence. This teaches you the science. The tricks. The techniques. If you haven't read it, pick it up here.

Here’s the 6 bullet overview:

1. Reciprocity: "Give and you shall receive." Offer something valuable for free, and people feel compelled to return the favor.

2. Commitment and Consistency: "Get a yes, then get the rest." Once someone agrees to a small request, they’re more likely to follow larger ones.

3. Social Proof: "Everyone’s doing it!" Show that others are engaged in what you’re offering, and more will follow.

4. Authority: "Experts approve!" People trust authority figures. Showcase expert endorsements to boost credibility and influence.

5. Liking: "Like attracts." We buy from people we like. Connect on a personal level, use charm, and build rapport.

6. Scarcity: "Limited offer!" Highlight the exclusivity of your offer to trigger urgency.

The problem?  You’re acting with poor intent.

• You give only to get.  And the prospect knows it. (Reciprocity)

• You play hard to get.  And the person knows it. (Scarcity)

• You have the perfect resume.  And the hiring person doesn’t believe it. (Authority)

You aren’t influencing and persuading.

You’re manipulating and being deceitful. 

It’s not your fault. You’re not a bad person. It happens to you daily.  Everyone around you is doing it. They aren't bad people either. They (and you) don’t know different.

The mistake?

You accept it.

Which makes you think it’s alright.

Key learning?  Intent > Technique.

If intent is greater than technique.  Then the only way to influence is through building trust.

You cannot influence without trust.

You will not influence without trust.

There’s lots of ways to build trust to influence. One day I’ll write a book on it.

Today, we only have time for the most influential.

Want the other person to win more than yourself.

You say you do, but do you give a person every reason not to hire you.  The prospect every reason to not work with you.

If you are convincing the person to hire you.  Or the prospect to buy from you, you are saying: “I am the best for this.”

Influential people don’t do that.  People who influence do the opposite.  They give the person every reason not to pick them.  They solve the problem for the other person.  They never even advocate for themselves as the solution. Only if the other side asks.

Are you so self centered that you believe you are the only way they can win?

 Here’s a dialogue between an account executive I’m coaching:

“Listen Jacob.  You don't need me.  You need to go to your VP of Sales and tell him the exact problems your telling me”, I said.

“Can’t do that Chris, he won’t think I know what I’m doing.”, he said.

“Okay, skip talking to that shit boss.  I’ll send you 5 book.  Read em.  Take notes.  Your sales will increase within 90 days.”, I said.

“Chris, I’ve read the books.  I need your help…”, Jacobs voice cracked. 

“Why?”, I said.

Exit conversation.

I am giving him every tool EXCEPT me.  For free.  I want Jacob to win.  I want to be his last resource.

Am I the only person in this world that came solve his problem?  No.

Can I solve his problem? Yes

Am I the only person in this world that's not selling him? Yes

By not being manipulative or using deceitful techniques, he is being influenced by me.  His entire thought process is being influenced by my words. My intent is at the wheel. His decisions are sitting shotgun. 

All the ideas I’m giving to solve his problem are influencing him to say:

"I need to work with this person. He knows more than me.  I trust him.  He isn’t trying to sell me.  He is trying to help me....

....I trust him"

Ah.  Influence.

A close relative of intent.

Weekly Challenge

Over the next 7 days you are going to influence a decision.  Sway an opinion.  

I don’t care what it is.  My only request.  You act with the upmost integrity.  No manipulation.  You’re better than that.

A checklist (because everyone loves a checklist):

1. Write down what you want.

2. Write down who is the gatekeeper to it.

3. Write down the problem you are solving for them.

4. Write down how you will do whatever it takes to make them win.

5. Give them every possible solution except working with you.

6. Make it clear. They don’t need you.

7. When they ask you how to work with you.  Give specifics.  

8. Don’t accept yes on the phone.  Tell them to think it over.

9. If they choose not to work with you, you’ve made them a better person.  They won’t forget.  Check in a few months.  Ask how it’s going (7/10 times they’ll want your help)

10. If they choose to work with you.  Don’t let them down.

Closing Thoughts

This newsletter is for you. My only purpose is to teach you everything I know about getting everything you want.

Eventually, I’ll get to your burning desire topic. Or you can reply back to this email and I’ll put it to the top of the list.

Here’s the ask.

Reply to this email with the biggest problem you face in your sales career.

If it’s worth of a 1,000+ word post, it’ll make it.

if it’s not. You’ll get a personal response from me.

Until next week.

-Chris