The Law of Influence
Over the last few weeks, we discussed the first two Laws of Stratospheric Success from the Go-Giver by Bob Burg and John David Mann: The Law of Value and The Law of Compensation. In this week’s training topic, we dive into the third law, The Law of Influence.
The Law of Influence states, “Your influence is determined by how abundantly you place other people’s interests first.”
In applying this law to sales and leadership, I suggest placing a comma at the end of this definition and add, “and your’s second.” It is certainly first and foremost to put their needs first and almost as important to consider our professional needs. In order to continue serving others, we must be able to meet our obligations, create sales, and provide leadership, else we won’t be able to continue serving others…a drowning person saves no one.
Your influence is determined by how abundantly you place other people’s interests first, and your’s second.
In my world, I believe that this rule applies to every role. You could call it the Law of Sales or the Law of Leadership because without influence there is neither sales or leadership.
Have you ever been in a conversation with a salesperson or leader who was trying to get you to do something, and they were obviously putting their needs first? I think we have all been in that situation. The salesperson says something like, “I need this sale to win a contest.” Or, your boss says something like, “If you don’t do this, it’ll make me look bad.” There are a million examples; however, unless the salesperson or leader is putting your interests first, there is little if any influence, little sales, and little true leadership.
Typically, when we are placing our needs first there is little influence, and instead, some salespeople and leaders resort to fear, intimidation, manipulation, and other tactics to push you to buy or do something. So, if you feel like you are having to resort to any of those to sell or lead, please consider pausing to ask yourself why. Perhaps, you have your own interests first. Ask, “Who’s interest am I serving?”
What about influence in your personal relationships with friends, family, and a significant other? The importance multiplies as the strength of the relationship increases. What actions can you take in your personal relationships to put other’s interests first?
In The Go-Giver by Bob Burg and John David Mann, Joe goes on a journey learning that giving is the key to success and becoming a Go-Giver transforms not just his business…it transformed his life.
This is one of my most recommended books and a very easy read. If you haven’t read the book yet or if you’d like to pick up a copy for a friend, you can pick it up for as little as $7 plus shipping, on Audible for $11.95, or sexy hardback for $16.96 on Amazon.