Influence Discussion Guide
You Have More Influence Than You Think
by Vanessa Bohns
I. Understanding Influence:
- What were your initial thoughts about the concept that you have more influence than you think?
- Can you share instances where you have underestimated your influence in the past? How might those situations have changed if you were more confident in your influence?
II. Applying Influence:
- How have you applied these influence principles from in your recent sales conversations?
- How has the REDUCE framework helped in changing customers’ minds? Can you share specific examples?
- How have you simplified your sales presentations?Has it made any difference in your conversations?
III. Barriers and Opportunities:
- What are the main challenges you face when trying to influence others in your role? How can these challenges be addressed?
- Can you identify any opportunities in your current sales conversations where you can better apply these influence principles?
IV. Actionable Steps:
- What specific steps will you take to apply these influence principles more effectively in your sales conversations?
- How will you ensure that you are not diluting your influence by providing too much information?
V. Ongoing Development:
- How can we continue to develop our skills in influence and persuasion?
- How will you track your progress in applying these influence principles? What markers of success will you look for?
REMEMBER
Remember, the goal of these discussions is to encourage an open dialogue about the concept of influence. It’s important to create a safe space where everyone feels comfortable sharing their thoughts, experiences, and ideas for improvement.