3 Steps To Dramatically Increase Your Persuasion Equation

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3 Steps To Dramatically Increase your Persuasion Equation

Every day, leaders are in the position of having to present their ideas for moving their business forward. Some of the colleagues they need to persuade feel overworked and over-scheduled and in turn are resistant to ideas for doing things better, different or more effectively.

They are not closed-minded or stubborn, they are simply short of time and not convinced they need to or should do anything different. Until they see the benefits of change, they will continue to do what they’ve always done.

Hugh’s Bold Statement:

Your failure to persuade someone stems from you placing your success ahead of the success of the person you’re trying to persuade.

What you need to know:

In order to have people follow your lead and communicate effectively with senior leaders, you must master three distinct skills:

  • Skill #1. Build Strong Relationships: To positively persuade someone you must have a relationship with them that is rooted in trust and respect. If the other person trusts and respects you they are open to listening to what you have to say. If trust and respect are not present two things will happen. You will be dismissed at the outset, or you will get passive aggressive agreement. That’s a smile and a nod but no action.
  • Skill #2. Know The Business Objectives: The vast majority of senior leaders think in terms of results. This can be customer satisfaction KPIs, financial results, employee engagement metrics or operational results. When leaders build relationships that are trusting and respectful and are deeply knowledgeable about business results, they are seen as partners in their colleague’s success. Partners in success are not just listened to; they are sought out before key decisions are made.
  • Skill #3. Provide Tangible Business Solutions: Any solution you present to your colleagues must be directly linked to the objectives they want to accomplish. Not in theoretical or intellectual terms, but in ways that move the needle on their business. When a leader presents a solution that is directly linked to what someone wants and has built high levels of trust and respect over time, they’ll find people willing to follow their lead.
  • Key Point: If people are not following your lead, one of these three skills has been missed.

Monday Morning Mindset Challenge:

Identify one person you want to have greater influence with. Think of each of the above skills and rate yourself with regard to your interactions with the person. Have you built high levels of trust and respect with them? Can you articulate their wants, needs, desires or goals clearly and powerfully? Do you have specific and beneficial ways for enabling them to be more successful?

If the answer to any of these questions is a no or I’m not sure, I’d be happy to talk with you about how you can increase your persuasion equation faster and more reliably that you ever thought possible.

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