The Ultimate Book of Influence 10 Tools of Persuasion to Connect, Communicate, and Win in Business

by Helder, Chris

• ISBN13: 9781118641309
• ISBN10: 1118641302
• Edition: 1st
• Format: Paperback
• Copyright: 2013-08-05
• Publisher: Wiley

Summary

Master the power of influence and persuasion to achieve more in work and life

For business leaders and managers, as well as those who work in sales, the power of influence can be a potent advantage. The ability to persuade others based on what you know about them is the first step to convincing someone to buy your product or buy into your business vision. In The Ultimate Book of Influence, author Chris Helder—a master of communication and one of Australia’s most sought after speakers on influence—shares ten essential tools that will enable you to influence others so you win the sale or seal the deal.

The tools in this book will show you how to read body language, uncover what’s most important to a client, convince others to take action, understand the four essential types of people at your workplace, and much more.

• Written by one of Australia’s most successful speakers on the art of influence
• Includes ten powerful tools that allow you to understand what matters most to a client or colleague and use that knowledge to influence their actions and behaviors
• Ideal for salespeople, business leaders, corporate executives, and anyone who must regularly convince others to take action

Before you can truly influence people, you need to learn how to communicate effectively. The Ultimate Book of Influence teaches you how to choose the right kind of communication technique for any situation, so when you speak, you know people are listening.

Author Biography

Chris Helder is a certified practitioner of Neuro-Linguistic Programming specialising in advanced communications and behavioural modelling. His global client list includes high-profile companies from the financial, technological, pharmaceutical, manufacturing and automotive industries. He regularly presents his high-impact presentations and workshops throughout the Asia–Pacific region, the US and Europe.

Table of Contents

Introduction

 

Part 1: Sunsets (Clarity)

 Tool Number 1:  The Sunset

It is a tool to help you master your timeline and gain great clarity about what it is you want to achieve over the next two months, the next six months, the next 12 months or over the next 55 years.  Working out your sunset is the best way of gaining clarity in any situation.

Tool Number 2:  Act as If

Once people gain clarity around what they want their “Sunsets” to look like, they also need some clarity about what they want their personal “brand” to be.  What do you want to represent by the way you appear to others?  People will be influenced by your ability to “attract” people and ideas.

Tool Number 3:  Chunk Up!

Are you clear about those things that could potentially stop you from getting everything you want? This tool is to help you gain clarity about what could get in the way of your “sunset” becoming a reality.  What “little things” have stopped you before?  What are some of the patterns of behaviours that you repeatedly fall into which stops you from achieving your goal? 

 

Part 2: Butterflies (Action)

Tool Number 4:  The Butterfly Effect

This is about getting yourself to take action!  The number one thing that stops people from ever getting started pursuing their “sunset” is fear.  When I say fear, I really mean anxiety.  When I say anxiety, I don’t mean a debilitating anxiety that requires medication.  I am simply talking about the anxiety that manifests itself as the “butterfly” or that little feeling in your stomach that tells you that you should be doing something that you are not.       This is the anxiety of procrastination.  I will share with you how the “butterfly” and the flapping of its wings in the pit of your stomach is in fact not a negative, but rather a signal from your body to TAKE ACTION.  This feeling is positive!  I am going to change that feeling forever for you.  Instead of anxiety, it is a gift from your body telling you to do something!

Tool Number 5:  F.O.R.D. 

F.O.R.D. is simply the GREATEST communication tool ever.  It is influential in the areas of conversation, sales, leadership and database management.  In short, it is GOLD!

Tool Number 6:  The Colours

This tool reveals the art of “reading” people.  You will walk away with the tools to read different personalities and be able to understand why it is that certain people act the way they do.

 

Part 3: World Championship Wrestling (Winning)

Tool Number 7:  Positive, Positive, Positive…Negative! 

The tool is applicable and in ANY context.  It is the greatest tool of manipu...ummm...I mean influence.  It will truly help you in becoming more influential.  It is a tool which will allow you to gain greater commitment from other people and get them to take “action” with you.

Tool Number 8:  Equalise then Separate

These tools shows you how to explain “WHY YOU?”.  You have to know why it is that someone would decide to use you.  You have to know the answer.  You have to LIVE the answer.  You have to BE the answer.  You have to convey to the client that you are the answer.

Tool Number 9:  The Sales 1%ers

The following “tools” are designed to gather more information and also the RIGHT information from your customers.  Remember, information is power.  Using these “tools” will help you get the information you need to WIN the business.

 

 Sample speaking schedule

 

Here is a sample of the last four weeks – all were SALES keynote talks.  I did not sell product at any of them.  However, there would have been opportunities to pre-sell and also sell following the keynote in SOME situations.  I was paid between $4,400 and $6,600 per keynote.

Week One
12^th November:                Brisbane – Presentation for Intimo (150 participants)

13^th November:                Sydney – Presentation for REA (realestate.com.au) – (70 participants)

                                                Sydney (evening) – Presentation for Intimo (100 participants)

14^th November:                Melbourne – Presentaton for Intimo (150 participants)

15^th November:                Melbourne – REA IT – (50 participants)

                                                Melbourne (evening) – REA (100 participants)

16^th November:                Hocking Stuart (Real Estate) Corporate (Admin presentation) – (25 participants)

 

Week Two

19^th November:                Perth – Presentation for Intimo (60 participants)

20^th November:                Adelaide – Presentation for Intimo (50 participants)

22^nd November;                Auckland – Presentation for Intimo (70 participants)

 

Week Three

27^th November:                Melbourne - Hocking Stuart – Selling Advertising Program (50 participants)

28^th November:                Gold Coast – Bank of Queensland (300 participants)

29^th November:                Melbourne - GJ Gardner – Sales Conference – (100 participants)

                                                Sydney (evening) REA – (100 participants)

30^th November:                Sydney – Richardson Wrench (Real Estate) – (150 participants)

 

Week Four

4^th December:                   Melbourne – Hocking Stuart Sales Induction (25 participants)

6^th December:                   Brisbane – REA – (150 participants)

 

 Endorsements

 

"He was INSPIRING and has made me look at the big picture in life so now I can CHUNK IT UP and see the SUNSET!"
- Sane Event Group Pty Ltd

 "Excellent. Having sat through countless motivational speakers - Chris would rate as the best. He overlapped business goals & personal - very important for people who spend so much time at work. Made me think.” 
- Volkswagen Financial Services Australia

 "It's not just the exuberance, nor the passion.  It’s not even just about the remarkable content.  With Chris Helder you KNOW you have won the lottery.Chris just gets it.  He READS his brief, knows who he’s talking to – and then gets a feel for the audience in the first 30 seconds.What follows?  Wham!  Everyone engaged, along for the ride and soaking up his invaluable insights and lessons"                                                                                   
- DMP Marketing

 "Chris Helder was like a power pack of positive energy and enthusiasm bursting onto the stage.  He made every one of our employees wake up, sit up and listen with interest. Chris's messages were simple and powerful enough for any person to take on board to improve their lives, but specific enough to our organisation to make a difference to the way we do business each day.  Thank you!"                                                                                                  
- Citibank

                                               

"Chris Helder is the best young speaker in the world right now. Chris has spoken twice at our company and blew away the room getting standing ovations both times. This doesn't happen very often because our people are used to hearing the best speakers - from Anthony Robbins to Robert Kiyosaki."
- The Group Inc. Colorado, USA

 “Chris is a dynamic and inspirational speaker who excites the audience with pertinent situations. Chris has a 'can do' attitude that is contagious. Chris provides many insightful ways to make changes in the workplace happen successfully.” 
- Ticketmaster

 “Usually I am very critical of presenters, but I have just been to our breakfast forum and seen one of the best. Chris Helder is brilliant! Chris is vibrant, passionate, has great content and is really into changing behaviours.” 
- Commonwealth Bank

 “On behalf of the OzMo committee and all those lucky enough to see your presentation at OzMo, thankyou for an inspiring and thought provoking session.  The feedback has been nothing short of sensational.”
- Fitness First

 “As a result of Chris's skills the program was enjoyable and quickly absorbed. There have been immediate improved results in behaviour and increased selling skills.” 
- ANZ

 “Never have we had a program that was so relevant, delivered with down to earth style and a passion that is contagious to say the least.” 
- Graphisoft Australia

 "Chris Helder was our keynote speaker at all five Jetset Travelworld Group State Conferences. Each week he showed the same high energy and enthusiasm that was contagious. His messages were strong and the delegates who attended walked away with new skills that they could put into practice back in their shops immediately.
- Jetset Travel

"Having selected and promoted 107 professional speakers over the last 10 years, Chris' presentation ranked in the TOP 5 we have ever had. This is amongst people like Brian Tracy, Stephen Lundin and Michael Gerber." 
- The Knowledge Gym

 "As a competitive sales person, one of the hardest things to let go of was the “Win”. Often the “Win” needed to take the shape of something tangible for me to feel like I owned it. Chris Helder’s teachings came just at the right time for me. Helping other people Win, not only in my team, but within the business and in my personal life has become the reward for me. Helping others achieve their own greatness is what gives me the get up and go these days."
- GlaxoSmithKline Australia