People of influence are successful. Are you one of them?

BY Jeffrey Gitomer
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Some idiot (er, I mean expert) wrote: Patience is the key to becoming a Power Influencer.

Skilled influencers are patient; they pace their arguments, and ‘exhaust’ them one at a time. It’s far better to secure agreement incrementally, step by step, reason by reason, than to unleash a torrent of reasons in one fell swoop. Stacking your reasons inevitably means that some will get neglected, and it gives the other person the opportunity to choose to focus on the weakest reason and ignore the stronger ones. One reason at a time ensures that each one gets its fair share of attention.

Huh? If you are looking to become a person of influence to your customer, patience may be the only element NOT on the list. Which got me thinking (whenever I read, see, or hear something dumb, or even inadequate, I always think,) “How can I make this better.” Or in this case, what IS on the list of becoming a ‘power influencer?’

Are you seeking more influence with your customers? With your boss? With your prospects? With your connections? With your associates and co-​workers? Have you ever thought about what elements go into being an influential person?

Here is the list, BUT don’t just read it – compare yourself and your skill levels to it, so that you can develop your understanding AND your status at the same time.

A power influencer is:
Smart. A person who can reason, and be reasonable. A person who can think in terms of answers, rather than fret over circumstances. Someone who sees the big picture, rather than the immediate urgency.
Shrewd. Beyond smart, a shrewd person sees an answer and a game plan to implement it. And the implementation is seen in favor of the other, rather than in favor of themselves. It doesn’t mean that you give up your winnings (earning, commission, money), it does mean that everyone wins, not just you.
Knowledgeable. Beyond smart, a knowledgeable person knows what’s going on in detail. Product knowledge, service knowledge, and experience. Not just how to work it – but how to use it to profit and produce.
Successful. A person who has completed tasks successfully, and had successful outcomes. A person who lets their record speak for them.
A Winner. A person whose history shows they know how to win, and they’ve won more often than they’ve lost.
Full of Answers. Influencers do not always push. Often they are called upon because an answer is needed, and the caller has confidence or faith that the influencer knows the right answer, and knows the best answer.
Someone with ideas that work. Ideas based on past experience, ideas based on best possible answer, and ideas based on a firm understanding of the circumstance, will create influence enough to be accepted and implemented.
Creative. Creativity is the mother of ideas. A creative person has studied creativity and combined it with the brainpower to never be at a loss of thought in any situation.
A thinker. Most people never spend time thinking. That’s why most people are not power influencers. Thinkers are also observers. They don’t just talk — they look, they think, they reason, and then they respond.
Someone with a GREAT reputation. If you seek to become a person of influence, other people will have to corroborate your credentials and your credibility. You may think you’re a person of influence but in the end it’s not what you think, it’s what others think and what others say about you.
Someone with great timing. Knows when to hold ‘em. Knows when to fold ‘em.
Someone with a great attitude. I don’t think you can influence at the same time you’re whining and complaining. And maybe you should substitute the words power influence with the words positive influence.

Well, that’s the end of part ONE. Yes, there are several more elements to being a “power influencer,” and I will reveal them all next week.

How are you doing so far? More complicated than you thought? Relax – you’re not alone. Rereading and rating yourself on each element will give you a realistic picture of your present power to influence.

PLEASE NOTE WELL. There is nothing on this list about using sales tactics or closing techniques. No need to. Power influencers do not close sales; they create the desire for the customer to BUY.


Jeffrey Gitomer is the author of The Little Red Book of Selling. President of Charlotte-​based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www​.trainone​.com. He can be reached at 704/​333‑1112 or e‑mail to salesman@​gitomer.​com.

© 2008 All Rights Reserved — Don't even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer • 704/​333‑1112