Page 22 - March15-Catalyst

CHAKISSE NEWTON’S
NEWTON’S LAWS OF INFLUENCE
hoW to get Better at almost anything With one simPle Question
In persuasion, asking the right question is of- ten more important than knowing the right answer. There’s one question that gives you both. It is at the heart of persuasion, market- ing and productivity. Use this question to get more done, motivate others and create the kind of clarity that guides all your actions. The ques- tion is: “What’s the next step?”
It’s such a simple question that it is easy to over- look, but I can guarantee (yes, I said “guaran- tee”) that it can make you dramatically more effective. Here’s how.
Motivate/Persuade Others: You must be ex- quisitely clear on what you want in order to persuade someone to take action. Always ask, “What is the next step I want my listener to take?” What do you want them to do, know or feel? When you’re clear on the next step it’s easier to figure out what you should do or say.
Follow up question: Have you made it easy for them to take the next step?
Marketing and Sales: Your entire job is moving people through a set of next steps. Once you identify that step, ask, “What about the next step after that, and after that, and after that?” Do you have the tools, messages and resources to make it easy?
Follow up question for marketing: Is it easy for your prospects to move forward and backward through those steps? Enable prospects to move the way they want and not just the way you want.
Follow up question for sales: Are you taking
one step at a time or are you skipping steps? The first action is almost never to close a sale. Often it’s to build rapport, or identify needs or set up a next meeting. Skip steps and you might skip the sale too.
Get more done/Have more clarity: I’m a huge fan of David Allen’s GTD (getting things done) system. The question, “What’s the next step?” is its core. Break down complex projects into easy, manageable tasks by focusing on the next step you need to take.
Follow up question: Make action even easier with kaizen. Ask, “What is the next smallest step you can take to move toward any goal?” You can use the question “What’s the next step?” to improve almost any area, whether personal or professional. It is one small question that will net big results. The question now is what’s your next step?
Chakisse neWton
803.753.1311
To read more helpful articles like this one, be sure to visit: CardinalConsulting.net
22 CityLight.org
March 2015