How to Influence People: Motivate, Inspire and Get the Results You Want

Influence is not only about persuading someone else. In How to Influence People, Chris Helder first turns the subject inward—toward taking action and finding clarity—before introducing practical ways to inspire and motivate other people. The result is a straightforward set of tools for readers who want communication and good intentions to translate into action.

Seven tools, in two parts

The book is organized around seven named tools. Its first section, “Influencing yourself: action and clarity,” explores “breaking down the e-wall,” “the butterfly” and “the sunset.” The second, “Influencing others: inspiring and motivating,” moves to “act as if,” FOR/ORF/ROF, a positive-positive-positive-negative approach, and “the colours.” This structure connects personal effectiveness with the ways people interact at work and beyond.

Practical ideas for real conversations

Rather than treating influence as one broad technique, Helder gives each tool its own place in the book. Readers can follow the ideas in sequence, or return to a chapter when a particular communication challenge is on their mind. Chapter-end questions and the closing “How are you tracking?” appendix add prompts for reflecting on how the material is being applied.

For readers working with people

Managers, sales professionals and others whose work involves motivating, communicating with or persuading people may find the workplace focus especially relevant. The book also considers influencing yourself, making it pertinent to readers looking for a clearer route from intention to action.

This second edition was first published in 2019 by Wiley as part of the Be Your Best series; the work was originally published in 2013 as The Ultimate Book of Influence. If practical communication and personal effectiveness are on your reading list, Helder’s seven-tool framework offers a focused place to start.