How Do You Influence Buyers?

Attract the Right Job Or Clientele:

After the long haul of learning how to sell, the need to understand how you influence buyers was next in line. It took a while to grasp that influence is an essential part of the equation. And just like successful selling, influence has nothing to do with being manipulative. I was relieved to know the better strategies for the two disciplines complement one another.

My Story

Sales First

In my sales career, I realized that people do not solely purchase the product or service we represent. The entire process begins with each of us. How we present ourselves comes first. The elements prospective clients seek are:

  • Professional on every level
  • Trustworthy
  • Curious about the client’s work and their goals
  • Confirmation of what we hear and offering appropriate suggestions
  • Ability to connect the dots between client needs and services at hand
  • Gain agreement without strong-arming the client
  • Deliver services as the client described and as we promised

When we adhere to the above qualifiers, more sales become ours on multiple levels. Word of mouth spreads virally. It almost puts to rest any concern about maintaining a full sales opportunity pipeline. This is the beginning phase for how we influence buyers.

Influence Second

After becoming comfortable with selling, the next level is contributing to communities that need our talent and like our style. It took a long time for me to recognize that being competitive all the time isn’t necessarily good. The differentiator is to share our insights with communities in need.

For me, it became a matter of teaching job seekers how to sell themselves on interviews. Again, no manipulation enters the picture when selling oneself to acquire the job. Instead, we are to understand what the employer seeks so that we can appropriately present our skills and desire for learning.

And then, I graduated into sharing content on multiple platforms. To my surprise, the effort enjoys reciprocity by many. Continuing down this path, I have made great connections and enjoyed outstanding media coverage, although I never sought the notoriety.  When help comes first, we begin to influence buyers.

Joining the right organization takes scrutiny and practice. Most of all, we are to recognize that the principles, goals, and actions taken will represent us when we join. It’s essential to do our research to be sure we are in good company. Before joining, it is wise to consider the following:

  1. What is the ultimate goal of the organization, and do I align with it?
  2. If membership is a requirement, do I see the value?
  3. What is the value-add upon agreeing to membership and potential participation?
Defining Value-Add:
  • Underlying a purchase, particularly a membership, one should easily see added benefits for joining. Examples may include:
  • Article highlights
  • Speaking opportunities
  • Networking with thought leaders
  • Surprise introductions
  • Underlying partnerships

As one joins a membership organization and becomes an active participant, new opportunities begin to arise.  These are the value-add elements of membership.

“My secret to influence is doing what I enjoy and helping communities at large.

Doing what I enjoy most continues to prove to be the better strategy for me. Both Kred and PeopleBrowser generously chose to showcase my work. To see the pages, visit: and On the first page, you will find my insights on becoming an influencer and being involved with communities. On the second link, you will find my work and latest courses hosted by Joanne Weiland

Align With Communities Third

All of the above was created on my own and then speaking with organizations about my work. Recently, I joined two other organizations that devote their effort to diversity and inclusion. These entities are Inclusion Allies Coalition and Women’s Information Network.


Elinor Stutz
Elinor Stutz
Elinor Stutz broke through barriers long before doing so was popular. Against all odds she defied the theme, “women can’t sell” to become the top producer at every company she ever worked all the while ignoring attempts to get her to quit. Faced with an irreparably broken neck, Stutz paid attention to two visions as they appeared before her while on the stretcher. In the moment, she negotiated a full recovery with the promise to be of service to communities at large. As the CEO of Smooth Sale, Stutz adapted the motto, “Believe, Become, Empower.” Stutz is a motivational/inspirational speaker, author, and sales trainer. Stutz’ first book, Nice Girls DO Get the Sale: Relationship Building that Gets Results is an International Best-Seller. Her second book, HIRED! has helped many secure their desired jobs. The Wish: A 360… mentors readers on how to build influence. 2019 Global Business Insights Award. Marketing-Communication 2019 Top Salesperson Listing. The Smooth Sale blog is rated as a Top Sales Blog. Kred declared Elinor to be A Top 1% Influencer. @RiseBoarders ranks Stutz as a Top Sales Guru. Tenfold lists “Top 65 women Business Influencers”. CEO Magazine Declares “One of the brightest sales minds to follow on Twitter”.

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