January 4, 2011

Influence: How to Persuade Anyone In Business to Do What You Want

published this at 8:55 am

10-Point Plan: Train Self-Managing Teams with an Outstanding Bias Toward Quality

Communication Through Persuasion

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The best executive team I was ever a part of was 8 people who knew their jobs — none of us were experts in the jobs of the others but the team worked highly efficiently with sincere commitment and we followed a principle we called the “Persuade Me” form of leadership. It looked something like this …

I may not know anything about the new phone system you want to introduce into the building, but I’m an intelligent, thinking person, who knows how to make a good decision. So, persuade me that this is the right one.

No matter the question, the problem, or the innovation that was put before us. We sat ready to listen to the reasoning that would move us to understand why we should champion its cause.

How to Get Anyone In Business to Do Whatever You Want

Whether we’re a consultant, a freelancers, an entry level employee a C-Suite executive, the work we do has to move something forward for us it to benefit us and our customers. Sometimes that means getting the people who work alongside us and the people who sign our paychecks to take our advice as to what needs to be done.

If you want to get people do what you want, it’s matter of persuasion. Whether you’re looking to move a huge organization or get someone to sponsor a small event or project you’re planning, persuasion is the key to positive action. Persuasion is a strategy that requires these steps.

Those who best navigate a business culture are those who know that persuasion works better than confrontation. It’s important to stand for your values and to champion your expertise, but the presentation can be softer than an all on debate.

People like to be in on the thinking and to know that what we’re proposing benefits everyone, not just the person proposing it. So whether it’s a ReTweet, a budget cut, a new product idea, or a complete renovation of the operation, it works best if we reach out knowing that the folks we’re speaking to are

“intelligent, thinking people, who may not know anything about the intricacies of what we’re proposing, but who knows how to make a good decision.” So the job is to persuade them with facts, logic, and humanity that what we’re doing is something they want to be doing too.

How do you persuade your clients, customers, bosses, employees, vendors, and volunteers that what you what is worth doing?

READ the Whole 10-Point Plan Series: On the Successful Series Page.

Be Irresistible.

–ME “Liz” Strauss
Work with Liz on your business!!

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Filed under Community, Motivation, Successful Blog | 5 Comments »


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5 Comments to “Influence: How to Persuade Anyone In Business to Do What You Want”

  1. January 4th, 2011 at 10:52 am
    Amy Knapp, Legal BizDev Consultant said

    Ever read Spin Selling? This is a version of that 4-step process which is all about listening, drawing out, validating assumptions and then aligning your solutions with (the decision-maker’s) needs.

  2. January 4th, 2011 at 1:09 pm
    ME Liz Strauss said

    Hi Amy!
    No, I’ve not read it, but it sure sounds like a book I’d like to find. The only place I like to negotiate is from the same side of the table. So it sounds just up my alley. Thanks for recommending it!

  3. January 5th, 2011 at 3:51 pm
    Justice Marshall said

    Once upon a time I worked in a retail store that relied on high pressure sales tactics. I hated it. It wasn’t until much later (in a B2B context) that I discovered that actually CONNECTING with prospects (humour, empathy, curiosity – y’know HUMAN stuff) actually HELPS the sales cycle. Of course you know this. I’d somehow been trained to believe the opposite.

    Now selling is a lot easier. I show up fully, listen carefully, and look for the ways I can bring the most value to the situation. A lot like your outline above. Part of the deal for me is being willing to walk away – to accept when it’s simply not the right fit… for now. That takes the pressure off, which lets me show up even more fully.

    BTW – someone taught me a valuable lesson about the difference between “pressure” and “tension.”

    PRESSURE is external – ie: a high pressure sales pitch ala Glengarry Glenross. I don’t do pressure. Just not my thing.

    TENSION is internal. It’s what your prospect experiences inside as they weigh the decision to move forward with you or not. That kind of tension is a good thing. It drives change. Increasing my capacity to “be with” that tension in a client has been rewarding on multiple levels.

    Great post Liz. Thanks for asking :)

  4. January 6th, 2011 at 6:54 am
    Andy said

    It’s so much common sense that it has to work!
    Restating what you’re hearing is a great tip because we forgot this so easily. We all know that people always communicate in the context of their specific “mental coordinate system” but it is so easy to forget and to assume that they mean what we are hearing. Thanks for reminding!
    Andy

  5. July 17th, 2014 at 5:25 am
    In 10 days master the art of persuasion and influence | consulting toolkit said

    […] 7) http://www.successful-blog.com/1/influence-how-to-persuade-anyone-in-business-to-do-what-you-want/ A great blog post listing ways in which to get people in business to do whatever you want! […]

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