The Ultimate Book of Influence -- Contents -- Foreword -- About Chris Helder -- Introduction -- Part I: Influencing yourself - action and clarity -- Chapter 1: Tool number 1: breaking down the e-wall -- The e-pong timeline -- Changing timelines -- Five strategies to break down the e-wall -- Chapter 1 summary -- Chapter 2: Tool number 2: the butterfly -- Avoidance and how it works -- Paying attention to action signals -- Chapter 2 summary -- Chapter 3: Tool number 3: the sunset -- Using the sunset -- Getting off the hamster wheel -- The truth is in the future ( sunset) -- Sunset questions as a selling tool -- Interviews and performance reviews -- Fulfilment comes from living in the now -- The past will hold you back -- The land in-between -- Chapter 3 summary -- Summary of Part I: Influencing yourself - action and clarity -- Part II: Influencing others: getting your own way -- Chapter 4: Tool number 4: act as if -- Getting started with act as if -- Act as if as a management tool -- Chapter 4 summary -- Chapter 5: Tool number 5: FORD -- The power of F-O-R -- The F questions -- The O questions -- The R questions -- Where to start with FOR -- The power of O-R-F -- The power of R-O-F -- What is the D? -- FORD as a leadership tool -- FORD as a database -- Chapter 5 summary -- Chapter 6: Tool number 6: positive, positive, positive - negative -- Introducing positive, positive, positive - negative -- As a management tool -- Chapter 6 summary -- Summary of Part II: Influencing others - getting your own way -- Part III: Reading people -- Chapter 7: Tool number 7: the colours -- Red personality -- Yellow personality -- Aqua personality -- Blue personality -- Understanding the timeline -- Applying the colours -- Chapter 7 summary -- Chapter 8: Tool number 8: reading body language -- Body language signals -- Chapter 8 summary.

Summary of Part III: Reading people -- Part IV: Selling and winning: certainty and simplicity -- Chapter 9: Tool number 9: same, same but different -- The whiteboard pen salesperson -- Clients who have a negative perception of you -- The selling process - the important little things -- Chapter 9 summary -- Chapter 10: Tool number 10: move to the side -- How move to the side works -- The street-fight question -- Switching hats -- Chapter 10 summary -- Summary of Part IV: Selling and winning - certainty and simplicity -- Appendix: How are you tracking? -- Special acknowledgements -- Index.