Here’s a little quiz about influencing decision makers: http://www.influenceatwork.com/CialdiniQuiz.html
Tell me how you did – and what you think about your answers (a key/explanation is provided after the quiz).
I got a 90%. The one I “missed” I disagree with because I think the right answer requires a mix of two possible answers ( the only two that make sense on the Microsoft question).
One important thing to take from this: Your ability or desire to influence stems from knowing that your solution will truly HELP someone and/or their business. The way I look at it, if you have THE solution for a particular problem/situation, you have an *obligation* to become an expert at showing why people need it.
This isn’t about some infomercial that sells someone crap they don’t need. It’s not about how many “closes” you have memorized (what a pile of crap).
It’s about your ability to understand your customer, analyze their wants and needs and then – if your solution fits – explain the solution in a way that makes it drop-dead-simple to make a purchasing decision.
More reading on this topic: Cialdini’s book “Influence”.