Time stamped show notes:
[00:18] Introduction to Shari Alexander
[02:11] What got her into this line of work
[04:45] She loves this world of influence because it's about mastering words.
[06:19] Things people can do to start being influential.
[7:51] Start by asking: what do I need to know? – if you want to be influential
[10:35] Create the conversation ahead of time.
[13:00] People want to hide behind the screen because it's easier, safer and more leverageable, but people need to spend time when they're selling to talk to people.
[17:43] The lower the price, the less commitment the client has.
[20:43] Ask: is this a tool or a solution?
[20:49] Oftentimes in the entrepreneurial journey you will come across and if you don't know how to use it, it won't work.
[23:09] Her ambitions and new projects.
[28:42] Tools that can make someone influential
[31:55] Influence is communication with a purpose. You have to get comfortable with the idea that you want something from people.
[33:34] People should communicate in a thoughtful manner, instead of communicating on autopilot.
[36:09] You have to be aware of being overly authentic cannot help you. Think of what is going to serve you best.
[38:13] You have to be specific.
[39:41] Influential triggers: (1) quid pro quo, (2) higher significance
[41:50] The people you can turn into an asset, can be the ones that you give money to, but they will be the least reliable.
[42:18] The person that you recruit that can be an asset are the people who do it for the higher significance.
[44:05] Framework people can use right now- the influential vibes – five things you can look for in your mark
[44:39] Five influential vibes: (1) Values: what are important to them?
[45:11] You can't influence someone that you're judging.
[45:29] Five influential vibes: (2) Identifiers – what are the labels they put on themselves?
[46:17] Five influential vibes: (3) Beliefs – what are the stories they tell about their world? Very linked to values
[47:01] Five influential vibes: (4) Emotional triggers – what puts them in a positive or negative space?
[47:47] Five influential vibes: (5) Secret goals and desires – what are they aspiring to? What are their higher goals?
Three key points:
- Influence is communication with a purpose. You have to get comfortable with the idea that you want something from people.
- You have to be aware of being overly authentic cannot help you. Think of what is going to serve you best.
- VIBES – Values, Identifiers, Beliefs, Emotional triggers, Secret goals and desires.
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