Month 5: Connect and Create Interest (Listen to ‘Day 5’ Audio in your Mastering Influence App) 
LAPS – Listen, Analyze, Practice, Share.

First Listen to the audio referenced above. Then Analyze the audio content further by reading the notes and completing the exercises in the Learning Management System. Now you are prepared to Practice that which you have listened to and analyzed as you work with your clients and prospects. Finally, on the last Friday of each month our entire sales organization will gather to Share key learnings and applications in market.

This month we will focus on steps 4-5: Connect & Create Interest.

Lesson Files
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Why will a potential client choose you over someone else?

They will choose you because they believe you have their best interest at heart. They believe what you believe. Contrary to popular belief, the top persuaders in the country know that the most important aspect of influence is not closing, it’s creating rapport. Trust is the single most important element in influencing another. You have created trust when you have made it clear that your interests are aligned.

1. State the compliment, Tell them something you sincerely like about them.
2. Justify the compliment, “I say that because…”
3. Immediately ask a question, “How did you become so effective at that?”

1. Give third-party compliments, “Before I called you I did a little research and everyone I talked to said these great things about you…”
2. Give compliments about other people.
3. Don’t compliment on the obvious.
4. Write a complimentary thank you note.

How to Develop Rapport – People like people who are like them or who they want to be.

1. Work to find something in common

Most people try to develop rapport through words, but words represent only 7% of your influencing tools. Voice qualities represent 38%. 
Physiology represents 55%.

Go at the other person’s pace, whatever that may be, for a while. Then when you change your pace slightly, they’ll follow you.

1. Visual
2. Auditory
3. Kinesthetic
4. Digital

Choose someone to match and mirror. Notice the impact. Does the tone of interaction change? Does the person respond differently to you? How quickly can you get rapport and create a relationship? Can you Pace and Lead and get them to start subconsciously following your lead?

Capture your observations below:

Creating Units of Interest

1. Make a big fat claim: about something the prospect is interested in
2. State a fact: “Because…” Be sure you can back up the claim with a fact.
3. State a benefit: “Which means to you…” Provide an emotional benefit
4. State another benefit: “What that really means to you is…”
5. Provide evidence to support your claim: “And the reason I say that is…”
6. Get permission to probe: “My purpose at this time is to get your answers to some questions.”

Create at least six units of influence your product.  Use the six steps you learned in this session:

1. Make a big fat claim, “_________________________________”

2. State a fact:
   Because,

3. State a benefit:
   Which means to you,

4. State another benefit:
   And what that really means to you is,
   
   
5. State your evidence:
   The reason I say that is,

6. Get permission to probe:
   My purpose at this time is to get your answers to some questions.
   
   (for editor – repeat 6 more times the above)