Your Influence Action Plan

Module 7-3b Resource

Dominance

influence

nizing Buying Styles - A The "D" Style

Priorities: Results, Action, Competency

Build trust through: Confidence

The "i” Style

Priorities: Enthusiasm, Action, Relationships

Build Trust Through: Openness

Positive Strategies

· Use a confident, no-nonsense approach

· Get to the point

· Give options – sense of control

· Convey respect for them

· Focus on bottom-line results

Things to Avoid

· Small talk

· Wasted time

· Too many details

· Indecisiveness

· Challenging their authority

· Not giving them control

Positive Strategies

· Use an upbeat and lively approach

· Give them lots of time to tell their story and talk

· Be open about yourself

· Show empathy for their concerns

· Show how your idea helps other people

Things to Avoid

· Dry or dull analysis

· Too many details

· Appearing cold or detached

· Disapproving of them

· Being negative or pessimistic

What You Should Emphasize

The bottom line

Immediate outcomes

Ease of use, efficiency

Profits, savings

What You Should Emphasize

Testimonials and support from other people they know

New and exciting opportunities

How your proposal makes them look good

Ease of use

Conscientiousness

Steadiness

The "C" Style

Priorities: Quality, Competency, Dependability

Build Trust Through: Expertise

The "S” Style

Priorities: Sincerity, Relationships, Dependability

Build Trust Through: Kindness

Positive Strategies

· Use an objective approach

· Go through details

· Have evidence to back up your ideas

· Use logic to connect your solution to a problem

· Let them show their knowledge & expertise

Things to Avoid

· Emotional appeals

· Coming unprepared

· Appearing illogical

· Being overly enthusiastic

· Pressure

· Being too personal

Positive Strategies

· Use a casual, low-pressure approach

· Show warmth & sincerity

· Present information in a clear, step-by-step manner

· Allow them time/space to process

· Offer reassurance

· Show benefits to the team

Things to Avoid

· High pressure

· Being pushy or arrogant

· Being unsure of yourself or what you are proposing

· Sudden changes in your approach

· Conflict

· Unpredictability

What You Should Emphasize

Quality, high standards

Your expertise

Logical reasons

Evidence

What You Should Emphasize

Successful examples from the past

Stability and security

Guarantees or warranties

On-going support