Join John Ullmen for an in-depth discussion in this video Start where they are, not where you wish they would be, part of Influencing Others.
…If you flew to an unfamiliar city where an old…friend lives, and called them from the airport to ask directions…to their place, what if they said, sure, start at my…front door, then knock on it and I'll let you in.…Clear to them, but not very helpful to you.…The directions need to start from where you are,…not from where they want you to end up.…It's similar with influence.…To influence someone better and faster, start where they actually are.…In their thoughts, feelings and behavior patterns.…Not where you wish they would be.…You need to immerse yourself in their perspective.…
To do it, let's look at three key success factors.…One, their objectives relative to yours.…Two, their perceived relationship with you.…And three, their operating style.…First, their objectives relative to yours.…The key thing is, what do they likely think about your influence objective?…Are they for it or against it?…Strongly or moderately?…Why might they support it?…How does it connect with something that they want?…And this next one is crucially important.…
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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...
Skill Level Intermediate
1. What the Best Influencers Do Before They Influence
2. How to Choose the Best Influence Methods for Your Situation
3. How to Make Your Influence Welcomed and Wanted
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