When it comes to influence, if you do not know what’s on the other person’s mind, you are shooting in the dark.
You cannot do anything other than take aim – and fire into the darkness of their hidden agenda, issues and priorities.
This is wasteful and stupid.
If you want them to say “yes” they will have to make a decision. When making decisions, they will rightly weigh up many factors, including how saying “yes” to you may adversely affect their other concerns.
Ignoring this reality leaves you detached from their decision. All you have done it just pitched over your idea, shooting in the dark, and hoping they will say “yes.”
Action to Avoid Shooting in the Dark
- Pause before you attempt to influence: What’s on their mind?
- Ask more open questions to discover more about their agenda?
- Build trust at every turn, and start by being open about your agenda.
Insights related to Shooting in the Dark
- The Risks and Rewards of Exposing Your Agenda
- What is your boss’ real agenda?
- Exploring Personal Agendas
The Gautrey Influence Blog
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