There are two things I need to believe if I am to take action:

1. Is it worth it? (Rewards)
2. Can I do it? (Confidence)

Dan Sullivan says that “Selling is getting someone intellectually engaged in a future result that is good for them and getting them to emotionally commit to take action to achieve that result.”

The skills of an Influencer:

• help others visualise a better future (for them)
• help others emotionally commit to action

How do we help someone visualise?

Asking great questions:

• What is going well for you?
• What is not going well for you?
• What needs to change for you to be fulfilled?
• What is missing in your life?
• Who are your role models? What would they want for you?
• Who are you? What achievements, projects and relationships show the world who you truly are?

How do we help someone emotionally commit to action?

Asking great questions:

• What is the impact on you of this problem persisting in your life?
• How much is this costing you? in money? in lost sleep? in difficult relationships? in distraction from what is most important?
• How long have you been living with this?
• How much longer can you see yourself living this way?
• What would it be worth to you for this to work out?
• What sacrifices are you willing to make to make this change?
• If yourself ten years from now could speak to you today, what would you hear? What will your future self be grateful for?