Welcome to the November issue of our newsletter, “Producing Your Career.” We had a
wonderful response to our premiere issue. Thanks to all of you who took the time to
write or call to let us know how much you enjoyed it.

Must. Trust. Now. How.

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

This month’s topic is 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.

In·flu·ence – noun

• 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·ence – verb (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 is a consultant, executive and career coach and corporate trainer. As Managing Director of NegotiationPlus.com, 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.