Words That Help You To Influence Decisions

Why do some people become executives, while others remain clerks and minor salesmen?

One of the major reasons is that those who become executives usually have outstanding ability in influencing people. They can sell ideas, enthusiasms, or merchandise.

Of course, there are several abilities involved in influencing people. In this book we are concerned with the one called "excellent choice of words". It is an indispensable tool for influencing and, fortunately, it is an easy one to acquire and keep polished.

This book will give you some of the most effective words in an executive's vocabulary for influencing people. We will not define the simpler words. However, skill in their choice is just as important, especially in dealing with less educated people.

We will give you the sort of verbal ammunition that you must have to win in competitive human relations. The light to the top is a first class fight. You can't win it with a verbal pea-shooter that dribbles inexpressive, uncompetitive words.

Perhaps you think that you don't need to learn words on the executive level until you are successful. If so, you are handicapping yourself. Most executives had a powerful vocabulary before they won success. That was one of the key reasons why they won out.

Now acquire these "success words" for influencing decisions.

The technique of influencing people:

1. Create a pleasant emotional "climate." Salesmen have learned that people think as they feel. So salesmen tell jokes and invite prospects to dinner-to create a receptive mood. However, the basic means of building good feeling is a ready smile and a friendly manner.

2. Let your enthusiasm also help to build that positive emotional "climate." Enthusiasm, like friendliness, is catching. It helps to put the other person in a "yes" mood.

3. Show respect for the other person by your words, tone of voice, and manner of listening. Let the other person know that you respect his experience and judgment.

4. Make your appeals an answer to the other person's natural question, "How will this benefit me?"

5. Always begin with statements with which the other person will agree.

6. Try to give at least a few facts for which you can mention incontrovertible authorities.

7. Whenever possible, use practical examples in preference to abstract theory. If these involve successful, well-known companies or people, so much the better.

8. When the other person agrees with a point that you have made, don't discuss it further. Overselling destroys confidence.

9. Have a confident spirit that is disappointment-proof.

You choose your words with care because you know that your choice of language can tip the scales toward success or failure. Because it is a crucial occasion, you make a special effort to put your best words forward.

Don't limit your awareness of the importance of vocabulary to the crucial moments in your life. Always try to speak and write with the most explicit and expressive words that you know.

Otherwise they won't be "on the tip of your tongue" when that important conversation comes up.

It is very much like etiquette. If your policy is to only use it on "state" occasions, you will be so out of practice that you will probably bungle when the special occasion occurs.

To make it as easy as possible for you to master not just read about the "Words that Win Success and Popularity", we have used the most successful teaching methods of the colleges, high schools, and adult education schools that teach vocabulary building. Each chapter includes several word games, plus a discussion of the words. These games are fun, and they carry out the prime discovery of modern education: that you learn best by doing.

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