Influence
is a key element in mastering the techniques of Magnetic Persuasion.
Influence
is the highest form of persuasion. With influence,
people are spurred on to action because of your character, not
your maneuvers. Persuasion is what you do or say, but influence
is who you are. How does one
gain this type of influence? How do you gain a strong enough
influence
over people that they will act simply because
an idea came from you? How about having a strong enough influence
over people that they are still compelled to move forward even
when you’re not around? There are ten crucial attributes
one must possess to gain this kind of influence. The Ten Attributes
of Influence are divided into the Five C’s of Trust and the
Five Points of Presence:
The
Five C’s
of Trust
- Character
- Competence
- Confidence
- Credibility
- Congruence
The Five Points of Presence
- Charisma
- Passion/Enthusiasm
- Optimism/Attitude
- Empathy
- Vision
Trust
The ability to gain and keep trust is a vital factor in being able
to influence others. Research has shown, time and time again, that
trust is always a contributing factor in the ability to influence
others. When a person trusts you, trust alone can cause them to
accept your message. On the flip side, if people don’t trust
you, all the evidence, reasoning, facts, or figures in the world
won’t get them to budge.
Trust can be
an ambiguous concept, but certain things are quite clear: You
can’t get others to trust you unless you trust
yourself first. Your message will not be convincing to others unless
it’s convincing to you. Whenever someone tries to influence
us, we ask ourselves, “Can I trust this person? Do I believe
him? Is she really concerned about me?” We are less likely
to be influenced if we sense that the person is driven solely by
self-interest.
Never assume that people trust you. Always show the world you
are someone to be trusted, no matter what the circumstances are.
You can gain and enhance trust by doing the following:
- Keep
your promises
- Be reliable
- Under-promise and over-deliver
- Admit your failures and weaknesses
- Use logic with your emotion
- Exhibit true concern for and about others
- Never assume people completely trust you
-
Tell people only as much as they’ll believe
- Tell the truth, even if it hurts
- Downplay any benefits to you
Excerpts
taken from Magnetic Persuasion by Kurt Mortensen
www.magneticpersuasion.com Kurt
Mortensen, author of Exponential
Success Skills and Weapons of Influence, is one
of American’s leading
authorities on Persuasion, Motivation and Influence. After receiving
a Masters
of Business Administration and a Bachelors of Arts, he began many
successful entrepreneurial ventures, through which he has acquired
many years of both experience and success. In addition to his extensive
entrepreneurial and sales experiences, Kurt is a sales and persuasion
coach helping thousands of people reach higher levels of success,
income and persuasion mastery. Currently, he is a speaker, consultant,
and a Trainer for Mark Victor Hansen and Robert G. Allen Protégés. |
