There are two things I need to believe if I am to take action:
- Is it worth it? (Rewards)
- 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:
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- 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?
