60 Second Book Brief: Instant Influence by Michael Pantalon.

Michael Pantalon discovered something incredible in the emergency wards of New York City hospitals — he had the power to get people to stop drinking with 6 simple steps.

Follow these steps and you’ll be well on your way to get anybody to do anything — fast.

Step 1: Ask them why they might you change. Most people already have some motivation to do what you want them to do.

Step 2: Ask them how ready they are to change, on a scale from 1 to 10 — where 1 means “not ready at all” and 10 means “totally ready”.

Step 3: Ask them why they didn’t pick a lower number. Now, no matter what number they picked, they’ll start thinking of all the reasons they ARE ready to change.

Step 4: Ask them to imagine the positive outcomes of the change. Now you get them to start visualizing a new reality based on this change.

Step 5: Ask them why those outcomes are important to them. With this step, use the “5 why” technique.

Step 6: Ask them what the next step is, if any. Adding in “if any” is critical, because it reinforces the other person’s autonomy — this change is going to be entirely up to them.

So there you have it. Instant Influence in 60 Seconds.

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