Positive Expectation and Ultimate Influence
By Bob Burg
“Expecting someone to be helpful doesn’t change them, it changes you. And that is what changes them.”
On a very basic level, influence can be defined as the ability to move a person or persons to a desired action, usually within the context of a specific goal. However, when accomplished correctly, this has nothing to do with cajoling, pushing or manipulating others. It does mean that you can consistently obtain satisfaction and reach your goals while building others; touching their lives in a very positive, value-based way.
You’re about to share your product or service with a prospect known to be a real bear. Or, you’re about to ask the cranky-looking customer service representative to exchange an item you don’t like but without a receipt. Or it could be any situation where you need to turn a potential “adversary” into an ally.
Both for long-term and immediate results, act towards that person believing they’re going to want to give you exactly what you desire.
No, we’re not talking about hocus-pocus or “magical thinking!!”
What happens is that, when you predetermine someone’s attitude or action in your own mind as being positive and helpful, you yourself take on a corresponding attitude. That is the key! Yes, you change, which transfers directly into him or her changing their original attitude and acting in the appropriate solution-oriented manner.
After all, how can he not like someone who likes him so much and expects from him only the best?
Apply this consistently. It will change the results you usually get and you’ll find this makes your actions much more productive and your life a lot less stressful!
You’re on your way to attaining Ultimate Influence.
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Excerpted from Bob Burg’s new book, Adversaries into Allies. Best known as coauthor of The Go-Giver, Burg’s newest book will help you to become a top influencer and persuader, learning how to consistently obtain the results you want, while helping everyone come away a winner. You can get Chapter One by visitingwww.AdversariesintoAllies.com.
