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Some idiot (er, I mean expert) wrote: Patience is the key to becoming a Power Influencer. Skilled influencers are patient; they pace their arguments, and “exhaust” them one at a time. It’s far better to secure agreement incrementally, step by step, reason by reason, than to unleash a torrent of reasons in one fell swoop. Stacking your reasons inevitably means that some will get neglected, and it gives the other person the opportunity to choose to focus on the weakest reason and ignore the stronger ones. One reason at a time ensures that each one gets its fair share of attention.

Huh?

If you are looking to become a person of influence to your customer, patience may be the only element NOT on the list. Which got me thinking (whenever I read, see or hear something dumb, or even inadequate, I think, “How can I make this better?” Or in this case, what IS on the list of becoming a “power influencer”?)

Are you seeking more influence with your customers? With your boss? With your prospects? With your connections? With your associates and co-workers?

Have you ever thought about what elements go into being an influential person?

Here is the list, BUT don’t just read it – compare yourself and your skill levels to it so you can develop your understanding AND your status at the same time.

Power influencers are:

Smart. People who can reason and be reasonable. People who can think in terms of answers rather than fret over circumstances. People who see the big picture.

Shrewd. Beyond smart, shrewd people see an answer and a game plan to implement it. And the implementation is seen in favor of the other rather than in favor of themself. It doesn’t mean that you give up your winnings (earning, commission, money); it does mean that everyone wins, not just you.

Knowledgeable. Beyond smart, knowledgeable people know what’s going on in detail. Product knowledge, service knowledge and experience. Not just how to work it, but how to use it to profit and produce.

Successful. People who have completed tasks successfully and had successful outcomes.

Winners. People whose histories show they know how to win, and they’ve won more often than they’ve lost.

Full of answers. Influencers do not always push. Often they are called upon because an answer is needed, and the caller has confidence or faith that the influencer knows the right answer.

People with ideas that work. Ideas based on past experience, ideas based on the best possible answer and ideas based on a firm understanding of the circumstance will create influence enough to be accepted and implemented.

Creative. Creativity is the mother of ideas. Creative people have studied creativity and combined it with the brainpower to never be at a loss of thought in any situation.

Thinkers. Most people never spend time thinking. That’s why most people are not power influencers. Thinkers are also observers.

People with a GREAT reputation. If you seek to become a person of influence, other people will have to corroborate your credentials and your credibility. You may think you’re a person of influence, but in the end it’s not what you think; it’s what others think and what others say about you.

People with great timing. Know when to hold ’em. Know when to fold ’em.

People with a great attitude. I don’t think you can influence at the same time you’re whining and complaining. And maybe you should replace the words “power influence” with the words “positive influence.”

Well, that’s the end of part ONE. Yes, there are several more elements to being a “power influencer,” and I will reveal them all next week.

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com. © 2007 Jeffrey H. Gitomer