The Selling Strength of Influence

I was recently struck by a comment made by a panelist on a television news program. He made the statement to the fact that it was a weakness for candidates to hire advisers who were more intelligent than themselves. He felt that the candidate should be the most intelligent person on the team. Come on... how realistic is that? Is not the point of having a team of advisers to surround yourself with ultra-intelligent and highly informed individuals with various backgrounds to provide valuable insights and advice based upon their expertise?

Granted, decision-making rests with the leader, in this case the candidate, but the role of adviser is a critically important one, providing insights and advice filtered through their unique expertise and experience.

It has been said that "we are a product of the five people we hang around with the most." That includes all influences, not simply personal ones. It infers that we are shaped by what we read, what we listen to, which philosophies we accept, the people who are close to us and so on. That being said, those persons and entities we choose to surround ourselves with will become our closest advisers. Although we want and need diversity, those in a position to influence us need to share common values and beliefs, otherwise their positions may provide more confrontation than a beneficial common strategy.

I believe that a person, whether he or she is a political candidate, entrepreneur, parent or salesperson, demonstrates superior intelligence and wisdom by choosing influencers that are smarter and wiser than themselves. Otherwise, what would be the point? We do not need yes-men, rather people who will challenge us and help us to maximize our potential. Choose your friends wisely and be aware of media and other inputs into your life. Subtly yet surely, those closest to us do indeed influence us. The question is; will those influencers have a positive or negative impact?

Professional salespeople and ordinary entrepreneurs suddenly propelled into the world of selling need to learn from and be advised by influencers that share common values and beliefs, offering superior and relevant advise and teachings. The books and magazine articles we read, the movies we watch, the web sites we visit and those we listen to all have a direct path of input. Assemble a team of trusted advisors from which you can derive beneficial and effective counsel.

Fortunately, we do indeed have a choice. Unfortunately, we are all constantly bombarded by negatives permeating from every aspect of our society. Our responsibility as human beings is to filter out those influences that are harmful, allowing positive and constructive influences to take root. In this manner, we become the person we were created to be and are best able to serve others.

Those people we interact with, our customers and prospects in particular, unknowingly become exposed to those factors that influence us. If we have processed and absorbed a philosophy that is in opposition to our core values, the resulting tension will become evident in our communications, especially our sales message. "A confused mind does not buy" and a person, a customer, who senses our resulting incongruity will not accept or buy from us either.

The lesson is this: Fill your mind with positive, uplifting, inspirational and informative material that is designed to move you to the next level. Learn new skills, develop your potential and expand your comfort zone. Your self-esteem and work performance will benefit accordingly.

Others, your customers and prospects specifically, will desire your presence in their sphere of influence. They will sense that you are the kind of person that will benefit them, opening the door to your sales message. People buy from people the like and feel comfortable with. They will then want to buy from you.

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Daniel Sitter
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Comments

[C. E. Reid]

Great article Daniel!! I learned a few things. I referenced your article in one of my blogs "Who Knows You" in the January 15,2008 post.
I have your blog subscribed in in RSS reader.

Keep up the good work, Daniel!!

C. E. Reid
Chief Savvy Intrapreneur
www.SavvyIntrapreneur.com