Influencing How to become a chameleon

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Influencing(How to become a chameleon)

• Michael Brown

www.matchettgroup.com
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Social Styles
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How to Build Rapport

• Match/Mirror
• Pace
• Rapport
• Lead

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How to build your influence
Seek first to understand then to be understood
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Listening

Use them in that ratio!
Two of these
One of these
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Handling Objections A Process
RULE 1. Dont think and talk at the same
time RULE 2. Dont just react to the statement,
get to the concrete objection Step 1.
Silence (up to 5 seconds. THINK) Step 2.
Acknowledge Say yes, I appreciate
your honesty or OK, thats an
interesting comment Step 3. Probe to test
importance Why do you say that?
What do you suggest?
Try to turn a problem into an opportunity- then
give your response
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Flexibility is the name of the game!
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Thank you!

• Michael Brown
• Michael.Brown_at_matchettgroup.com

www.matchettgroup.com