5 Pillars of Influence Series

[5 Pillars of Influence Article Series] Bonus Article #16 ~ Your Last Chance to Put the 5 Pillars of Influence to Work

If you’ve done any sales conversations at all, you know that the number-one objection that prospects present as a reason not to buy your product or service is money. You get to that point in the sales conversation, and they […]

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[5 Pillars of Influence Article Series] Article #15 ~ Your Last Chance to Put the 5 Pillars of Influence to Work

If you’ve been following this series, you now know how to close 80-100% of your ideal prospects in 15 minutes. Knowledge is vital, but to actually start closing those sales, you have to apply what you’ve learned. To inspire you […]

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[5 Pillars of Influence Article Series] Article #14 ~ Transference of Belief

The 5th Pillar of Influence is short but profound: believe in the greatness of your new clients, so that they can believe in it too. If you have reached this final Pillar of Influence, you have just secured a sale. […]

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[5 Pillars of Influence Article Series] Article #13 ~ Secure Their Commitment and Create Momentum

In this series, I’ve been showing you how to close sales in 15-20 minutes. That’s how long it should take you to ask the four main questions of the discovery conversation, which I shared with you last time. If you […]

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[5 Pillars of Influence Article Series] Article #12 ~ The Questions That Can Change Your Prospects’ Lives, Part II

Your goal during discovery sales conversations is to bring prospective clients to clarity about their situation, so that they can face it and feel the urgency to change. You accomplish that by asking them four main questions. Last time, I […]

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[5 Pillars of Influence Article Series] Article #11 ~ The Questions That Can Change Your Prospects’ Lives, Part I

I absolutely love sales. It totally lifts my spirit, because it is the first step to change in a person’s life. Without the sale, nothing happens. The prospects just sit in their prison cells, never realizing that the life they […]

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[5 Pillars of Influence Article Series] Article #10 ~ Ask Questions During a Discovery Conversation

You can’t tell people that you’re the right mentor for them. They’ll just get defensive and resist. You have to influence them so that they have that thought themselves. If the idea to work with you is their own, they’ll […]

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[5 Pillars of Influence Article Series] Article #9 ~ Why You May Not Be Finding Your Ideal Client

Mastering the art of influence can enable you to close sales at a ratio of 80-100% in 15 minutes ~ provided you are talking to your ideal client. Remember, your ideal client is not just a personification of your target […]

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[5 Pillars of Influence Article Series] Article #8 ~ Attract Your Ideal Client

When people talk about their “ideal client,” they sometimes focus on attributes and demographics. While identifying those qualities can be helpful, you’ll be much more successful if you define your “ideal client” this way: Ideal clients are people who already […]

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[5 Pillars of Influence Article Series] Article #7 ~ Two Final Keys to Positioning

From the time we are helpless newborns to the moment of our deaths, we need – and seek – help from other people. In fact, one of the very first things we learn is how to determine if a person […]

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