The Gautrey Influence Profile is a psychometric assessment which seeks to discover your preferred way of behaving when it comes to influencing other people or, in other words, your style of influence. It was developed to help people become more influential by learning when and how to adapt their behaviour.
The principles of the influence profile are fairly straightforward to understand and are usually used in conjunction with an online assessment, which many of our clients build into their development programmes. If you do not have this as part of your development, the pages that follow will still be very useful in helping you explore the topics and make changes to the way you interact with people.
The Influence Profile comprises four different dimensions of behaviour which have been found to contribute towards successful influence. Over the last seven years, these have proved very effective in helping people gain a practical grasp of what they do, and what others do, as they seek influence. These people have come from a very wide range of cultures, backgrounds, and ages.
In addition to the original individual objective, the Influence Profile has been used by groups who wanted to learn how to work more effectively as they came from different cultural backgrounds. Finance people have found it a very useful means of finding out how to influence their sales colleagues. It has even been used to help people who are in conflict with each other to open up more effective communication as a prelude to resolution.
Despite these many and varied applications, the primary purpose and use of the Influence Profile is to help people become more influential in practical ways. It does this by encouraging a simple process of enquiry:
- How do you prefer to influence?
- How does your target prefer to influence?
- How should you adapt your behaviour?
- How can you make that change easy?
The sections which follow are designed to help you move through this process, particularly when combined with the online Influence Profile report. Your trainer (or coach) will provide you with this report at the appropriate time.
- Key Principles of the Influence Profile.
- Behavioural Summary of the Influence Profile.
- Scoring and the Influence Profile (most useful if you have a profile report).
- Exercise: Influence Style Clues and Evidence.
- Exercise: Assessing Your Own Influencing Style.
- Exercise: Understanding Your Influence Profile Report.
- Exercise: Developing Your Influencing Style.
- Exercise: Analysing Stakeholder Influencing Style.
- How to Influence With Style.
And here is some additional reading to deepen your understanding of the different styles…
- How to Upset People without Being Offensive.
- Are You Wasting Your Time When You Try to Influence?
- What You See Is What You Get vs. Tact.
- The Seven Obstacles to Diplomacy.
- The Fallacy of Rational Argument: Influencing Mistake No. 4.
- How to Develop Genuine Gravitas.