The most successful influencers are keenly aware of what other people are aiming to achieve. They have the skill of being able to uncover wants and needs. They can then use this intelligence to modify their pitch, adjust their goals and find ways to match with the other person so that both can win. This is a creative way of overcoming objections and maximising progress towards goals.
Often people omit to do something really simple — ask the other person what they are aiming for, or hoping to achieve. Instead, ineffective influencers rely on assumptions about what the person’s agenda is. What you need to ensure is that you use your interpersonal skills to encourage them to disclose what they want, and this knowledge will prove invaluable in helping you to work out what you need to do to achieve your goal.
Take action on this secret…
- For one of your goals, note down the people you need to influence.
- For each, try to write down what you think their agenda is.
- Meet with each and ask questions sensitively to check your understanding.
- Ask them what needs to change about your goal to gain their agreement.
- If your goal works against their agenda, find creative ways to align your goal to their agenda.
- Work with them to solve problems and negotiate to bring the agendas closer together.
And remember. assuming you know the other person’s agenda is dangerous. If you are successful despite conflicting with someone else’s agenda, you could be storing up trouble for the future.
