Must.  Trust.  Now.  How.

Four small words that can change the way you do business.

This post is about INFLUENCE. We are offering three very different views about influence that all have one thing in common: how influence works in business with customers, clients, and most important of all, colleagues.


–the capacity or power of persons or things to be a compelling force on or produce effects on the actions, behavior, opinions, etc., of others.

–the action or process of producing effects on the actions, behavior, opinions, etc., of another or others.

–a person or thing that exerts influence.

In·flu·enceverb (used with object)

–to exercise influence on; affect; sway: to influence a person. ]

–to move or impel (a person) to some action/

Now, back to must, trust, now, and how.

Lee E. Miller

Lee E. Miller is a consultant, executive and career coach and corporate trainer. As Managing Director of, Lee specializes in the areas of influencing and negotiating and advises companies, Boards of Directors and senior executives.

Lee shared with us his four-point process for influencing customers and clients.  Here’s how Lee sees these four little words and why they are so critical:

  • Must—the most important.  You must understand what the customer cares about and sell your product in light of that.  If you keep them focused on that, you’ll make the sale.
  • Trust is about you—that you can deliver what the customer wants.  You must establish the trust through your reputation and by creating a rapport with the customer.
  • Now—give them a reason to buy now. Create competition.
  • How—by making it easy for the customer.

Check out Lee’s new book, A Woman’s Guide to Successful Negotiating, to discover the three keys to negotiating success for women.
Click here
to find out more at

And click the play button below to hear Lee talk about how to influence your customers by re-directing them to look at things in a different way.

(Interview length: approximately 7 minutes)

Cathy Dixon-Kheir

Many of you are already aware of the work done by Cathy Dixon-Kheir. For those of you who don’t know Cathy, she is President, Dixon Learning Designs, and is an expert in organizational behavior and culture transformation.  She has over twenty years of corporate consulting experience with Fortune 100 companies, non-profit and government groups.

We had a great discussion with Cathy about quality relationships—what they are, how to influence them and why they are the real catalyst for success.

According to Cathy, to influence those quality relationships and make them work, you need to:

  1. Start by having a quality relationship with yourself.
  2. Figure out what’s your value proposition and what’s theirs.
  3. Always look for ways to stay connected based on common interests.
  4. Recognize and value connections with others.
  5. Build trust by keeping your word.  Say what you will do and do it.

Click the button below to listen to Cathy talk about the anatomy of a relationship and the ways we make connections.

(Interview length: approximately 20 minutes)

Karen MorrisAs Chief Innovation Officer for Chartis Insurance, one of the world’s largest general insurance companies, Karen A. Morris is a frequent speaker on the topics of innovation, influence and leadership at global forums and conferences around the world.  Karen joined us recently to talk about “customer centricity” and whether that’s rhetoric or reality.

You’ll be  surprised to hear Karen’s take on how to influence all categories of customers—the external, the internal, and the “yet-to-be.”  She challenges all of us to think about:

  • What opportunities are you failing to identify because you have already defined what “customer” means to you?
  • How do you innovate for the customer you don’t have yet?
  • Who are your reluctant customers and how do you influence them?

Click the button below to listen to what Karen has to say:

(Interview length: approximately 16 minutes)

Next time:  Command Performance…or how to take the stage.

See you then,
The Team at “Producing Your Career”

Producing Your Career is a division of Bedlam Productions Inc. 2010

Categories: Influence, Negotiation


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