Influencing... Part 3 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 three with one more to follow.

Asserting


This type of influencing is called Asserting… This is best when you both have something to gain or lose. You have a legitimate need that must be met, plus you have some control over an incentive or pressure in exchange.

This one has three steps
  1. State your expectations
  2. Evaluate
  3. Use an incentive / pressure

State your expectation by making clear what your need, demand, or requirement is.

Evaluate by giving a positive or negative judgement, a way to reinforce or back up why you need your demand met.

And lastly use either an incentive or pressure that you can specifically link back to what you're asking for.

So, putting this into an example….

(Expectation) - I need your approval for this customer promotion.

(Evaluate) - We've got an opportunity to be seen as making really clear, decisive and quick decisions.

(Incentive) - And I'll make sure everyone knows the value you added in this decision making process.

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

(Expectation) - Stay for just one more drink.

(Evaluate) - We've had so much fun already and it's way too early to go home.

(Incentive) - Go on, it's my round…

So just one more to go... Click here to read the first one, click here for the second and follow my Facebook page by clicking here to make sure you don't miss the last instalment!!


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