Tip #15: Influencing without Authority: Structure Your Points in the Right Order

Have you ever listened to someone’s pitch and then wondered what they actually wanted from you?

Alternatively, can you recall someone giving you a pitch and after their first sentence you decided that the idea was a crock?

Tip #14: Influencing Without Authority: Synthesize, Synthesize, Synthesize!

I used to work with a senior executive who began every presentation with “I have 1 hour and 60 slides so let’s get started”. Two hours later and after many yawns and much frustration he was still talking.

Tip #13: Influencing Without Authority: Stress Benefits Over Features

I remember in my past career as an engineer that when I used to write datasheets for the sales force, they would complain that the sheets did not communicate enough benefits to clients.

Even though we may intellectually understand the difference between features and benefits, we often struggle to convey the latter when attempting to influence others.

Tip #12: Influencing without Authority: Appealing to Emotion

Logical types like myself often forget that influencing requires that you do more than just make a good argument. You also have to appeal to a person’s emotions when attempting to influence them.

Tip #1: Influencing without Authority: Understanding Resistance to Change

A key skill relevant to leaders at all levels is the ability to positively influence people in such a way that others willingly alter their thoughts and plans, versus merely complying because the leader has authority.

This is the first of our “tips” series on influencing without the use of authority, which is intended to provide you with some practical tools and tips that you can use to affect change.

When people resist ideas, the reason is typically apparent by examining the following 3 questions:

How to Expand Your Circle of Influence

Figuratively speaking, each and every one of us is surrounded by 3 concentric circles. The first, and smallest, is our circle of control – the things we have authority over. The second, which is bigger, is our circle of influence – i.e. the things we may/may not control, but can influence.

The third, outer circle, is the circle of concern. In addition to the things we can control and influence, this includes things we would like to change, but cannot.