Have you ever wondered if you are as influential as you could be? Many leaders are 'one-trick' ponies when it comes to influence. They use one approach for every situation. Sometimes it works but often it doesn't. By developing greater range and flexibility, can you become a more effective influencer.
By associated different parts of the human body with different styles of influence, you can quickly determine whether you have the full toolkit of conversations that you need as a leader to influence a range of people in almost every situation.
1. Left brain - Our left brain is responsible for facts, logic, analysing, information and data. When you are a subject matter expert, or when you know facts that matter to the other person, relying on the left brain can help you convince someone that an idea makes sense. However, most leaders overuse the left brain with limited success. For example, it is difficult to win over someone's heart with a PowerPoint presentation.
2. Right brain - Our right brain is where we process images, stories, metaphors and pictures. It is the doorway to our subconscious so by using stories and images, you can reach people at a different level than with the left brain alone.
3. Gut - Our gut is our centre. It is where we go when we take a stand, negotiate, assert appropriately, create a contract or set boundaries. When we influence from the gut, we tell someone what we like and don't like about their performance. We tell them what we expect and offer them incentives or rewards to encourage them to comply with what we want.
4. Heart - In situations were we are seeking authentic commitment not just simply compliance, it isn't enough to tell or yell. We need to show our vulnerability because it is here the conversation shifts to asking for advice and help, listening to the other persons goals and dreams in order to craft a solution whislt being flexible about how things get done.
5. Spirit - Our spirit is about our shared values and experiences. It is here were we appeal to our common ground and the bonds that we have formed together. As leaders we use this approach to form a team and create a feeling of alignment.
6. Vision - Our vision is about where we are going. It is here that a leader pains a compelling, inspiring picture about what we can achieve or where we can go together and then invites others to jump in an d build on the vision. This is the approach to use for a new team, or when people need a push to get them moving forward despite challenges. If you combine the right brain, spirit, and vision together, you can make a compelling case that aligns teams in a powerful, authentic way. 7. Legs - Our legs are used when our conversations start to deteriorate, for example, when your strategy isn't working or when the other person starts to get emotional. This doesn't mean that you should go into 'flight' mode (think fight, flight response) and give and retreat, but it does mean that you should take a break, so both you and the other party can rethink your positions and then come back together.
If you would like to learn more about these approaches, and how to use them to achieve your goals and improve your ability to influence effortlessly and effectively, contact us anytime at [email protected]
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