Join John Ullmen for an in-depth discussion in this video Reference legitimate policies, rules, or standards, part of Influencing Others.
The third method is, reference legitimate policies, procedures, or standards. These are different sources of authority. Here's how to use them. First, if there are legitimate policies, rules, procedures, standards, laws, or guidelines relevant to your listeners, reference them. Second, if not following your recommendation would violate an important policy or process, call it out. But third, don't come across as smug or arrogant. Always influence, not just for today, but for tomorrow and beyond.
Fourth, help them embrace the policy or rule, not feel punished by it. To do that, invite them to buy in first. For example, dealing with customer service persons say, hey, I notice on your website it says your company's committed to excellent customer service, right? They'll say, yes. Then say, oh, good, but unfortunately your system mistakenly cancelled my flight reservation. What are the best service responses for that? Fifth and finally, empathize, then give them the positive reason for the policy or rule, so they don't feel coerced.
For example, I realize it's extra effort for you to fill out these forms, And I hope you'll see how important it is as a company that we protect the highest standards, so we don't cause lawsuits. The bottom line is to use this method thoughtfully, so you persuade without causing resentment.
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- Turning objections into actions
- Adding more impact to your ideas
- Establishing urgency
- Using the influence advantage checklist
- Influencing to inspire
- And many more....<br><br>
- The PMI Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.