Influencing... Part 2 of 4

Have you ever wondered how some people just seem to have a knack of being able to persuade you to do something? (like stay for just one more drink!!!)…  

If you want to either learn how to influence and persuade people or maybe to just be more aware of people trying to influence you, then keep reading as there are 4 styles you need to be aware of.

I've split this blog into 4 parts so that I can keep to my usual short and hopefully sweet style! This is part two, with the next two to follow…

Bridging
This type of influencing is called Bridging…  This one is best when you need or value the other person's contribution. You're happy to admit to your mistakes and perhaps the other person is upset or resisting and you don't really know why.

This one can take a bit longer to resolve as you're asking for the other person's opinion but when you get there they should be fully engaged.

This one has three steps
  1. Involve
  2. Listen
  3. Disclose

The first step is to involve the other person. Encourage them to participate by getting their views and ideas.

Next, show them that you're really listening to them. Summarise what they've said, paraphrase back to them and state how you think they're feeling.

I particularly like the listening bit here… If someone if really disagreeing with you and keeps saying the same thing over and over, then actually acknowledging them and quoting what they said helps people realise that you really are listening to them so they don't have to keep repeating themselves anymore.

And lastly disclose - you can do this in three ways. Admit to a mistake. Reveal an uncertaintythat you have. Or ask for help.

So, putting this into an example….

(Involve) - I'm looking at what customer promotions we can do to really drive more sales, have you had any thoughts on what we could do?

(Listen) - You've made some really good points there. So you think we should focus on…

(Disclose) - I've not tried that before so would really value you supporting me getting this approved as quickly as possible.

Or putting a cocktails spin on it rather than coaching!!

(Involve) - What do you think about staying for one more drink? Which cocktail haven't we tried yet?

(Listen) - I know you need to catch your train, but you're right, we have had a fun.

(Disclose) - Come on, I need your advice on something before you go…

So that's number two, click here if you missed the first one one and follow my Facebook page by clicking here to make sure you don't miss the next instalment!!

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