How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 422

Sales
On the opposite side of the spectrum we have the Sales process. When we
are Speaking in Public we present our message to groups of people,
however when it comes to selling, it usually involves a one-on-one
situation requiring a great deal of trust, respect and honor. Listening also
becomes a critical aspect of the sales process that progressively identifies
and breaks down the other person’s deepest needs and wants.
With these 3 key elements in our pocket (trust, respect & honor), we will
be much more persuasive, enabling us to persuade others to our way of
thinking far more readily.

Leadership
Leadership is your ability to persuade another person to do what they
don’t want to do, to achieve what they want to achieve. As you can
probably tell, this is no easy feat. People are very resistant towards
undertaking certain and specific tasks. Yet, as a leader your objective is to
persuade them through a sense of inspiration and honor to do something
that is for their greater good and for the greater good of all others
concerned - no matter how distasteful the task may seem in the moment.
Hence leadership is all about inspiration, and this can only come through
a sense of honor, trust and respect for the Leader.

Negotiation
Negotiation is a game of balance that requires open channels of
communication and a steadfast problem solving ability. Your goal is to
essentially solve the other person’s problem while giving as little away as
possible. It’s very much a game of Chess. You realize at the beginning of
the game that you must sacrifice a certain number of Chess pieces in order
to maneuver your Opponent towards a suitable outcome that will support
both your objectives and goals. You therefore learn to play the balancing
game of “give and take”, all at the same time trying to persuade the
other person that what you are taking isn’t worth nearly as much as
what you are giving away. Again this requires your ability to establish
honor and trust within the relationship.
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