HOW TO INFLUENCE PEOPLE : motivate, inspire and get the results you want.

How to Influence People
Contents
Foreword
About Chris Helder
Introduction: the new reality
Part I: Influencing yourself: action and clarity
	Chapter 1 Tool number 1: breaking down the e-wall
		The e-pong timeline
		Changing timelines
		Five strategies to break down the e-wall
			1 IDENTIFY THE DECISION MAKERS
			2 DICTATE THE BEST METHOD OF COMMUNICATION
			3 MAP OUT YOUR DECISION TIMELINE
			4 LEAVE SOMETHING IN THE CHAMBER
			5 CAST OFF DEAD WOOD
		Chapter 1 summary
		Quick questions
		The digital age has created a virtual electronic wall, the e-wall, which our clients can now hide behind
	Chapter 2 Tool number 2: the butterfly
		Avoidance and how it works
		Paying attention to action signals
		Chapter 2 summary
		Quick questions
		It is a lot easier to procrastinate or avoid the action that needs to be taken to be successful
	Chapter 3 Tool number 3: the sunset
		Using the sunset
		Getting off the hamster wheel
		The truth is in the future (sunset)
		Sunset questions as a selling tool
		Interviews and performance reviews
		Fulfilment comes from living in the now
		The past will hold you back
		The land in-between
		Chapter 3 summary
		Quick questions
		We can create a sunset for ourselves by creating a perfect world scenario for the future
SUMMARY OF PART I Influencing yourself — action and clarity
Part II: Influencing others: inspiring and motivating
	Chapter 4 Tool number 4: act as if
		Getting started with act as if
			1 POSTURE
			2 EYE CONTACT
			3 SMILE
			4 GRATITUDE
			5 ENERGY
		Act as if as a management tool
		Chapter 4 summary
		Quick questions
		Your body language in most situations is your most powerful way to unconsciously influence other people
	Chapter 5 Tool number 5: FOR, ORF, ROF
		The power of F-O-R
		The F questions
		The O questions
		The R questions
		Where to start with FOR
		The power of O-R-F
		The power of R-O-F
		FOR as a leadership tool
			A LEADER’S FOR CHECKLIST
		FOR as a database
		Chapter 5 summary
		Quick questions
		Building relationships will, in many cases, separate you from the competition
	Chapter 6 Tool number 6: positive, positive, positive — negative
		Introducing positive, positive, positive — negative
			WORLD CHAMPIONSHIP WRESTLING
			EXAMPLE 1: REAL ESTATE SALESPERSONTALKING TO A BUYER
			EXAMPLE 2: LIFE INSURANCE SALESPERSONTALKING TO A PROSPECTIVE CLIENT
			EXAMPLE 3: CHILD NOT CLEANING THEIRROOM
		As a management tool
			DROPPING THE HAMMER BY EMAIL
		Chapter 6 summary
		Quick questions
		People take action in their lives for these two reasons — pain or pleasure — how can you use this to your advantage?
	Chapter 7 Tool number 7: the colours
		Red personality
			RED PERSONALITY CHARACTERISTICS
		Yellow personality
			YELLOW PERSONALITY CHARACTERISTICS
		Aqua personality
			AQUA PERSONALITY CHARACTERISTICS
		Blue personality
			BLUE PERSONALITY CHARACTERISTICS
		Applying the colours
			THE POWER OF ADAPTING
		Chapter 7 summary
		Quick questions
		Keep an eye out for who you think you get along with best, as well as who are the people who you find frustrating to deal with
SUMMARY OF PART II Influencing others — getting your own way
Conclusion
Appendix: How are you tracking?
EULA