ctivnan
01/21/08, 10:59 AM
BUSINESS SKILLS: Influencing People
Part I
THE LANGUAGE OF INFLUENCE
by Bob Dignen
This section provides some suggestions for phrases that can be used to influence people in a range of business contexts. Remember, however, that you should use language with which you feel comfortable.
1. The two styles
A "pull style" uses questions to get information and agreement; a "push style" gives information and pushes for a solution.
"THE PULL STYLE": FOUR STEPS
1. Introduce your view:
- As I see it, ...
- I'd like to start with my perspective.
2. Listen to the views of others:
- What do you think?
- How do you see this?
3. Encourage compromise.
- How far would/could you ...
- Would you be willing to ...
4. Agree on a win-win solution.
- So, can we agree that ...
- Would that be a win-win scenario?
"THE PUSH STYLE": FOUR STEPS
1. Explain the situation.
- Firstly, let's look at the facts.
- We need to accept the fact that ...
2. Introduce convincing proposals.
- It is my strong belief that ...
- The facts clearly show that ...
3. Deal with objections.
- Actually, that's not correct, because ...
- That argument is not really correct.
4. Push agreement on your proposals.
- So, can we agree to ...
- I think we are in a position to decide ...
Source: Business Spotlight, Nov-Dec, 2006
Part I
THE LANGUAGE OF INFLUENCE
by Bob Dignen
This section provides some suggestions for phrases that can be used to influence people in a range of business contexts. Remember, however, that you should use language with which you feel comfortable.
1. The two styles
A "pull style" uses questions to get information and agreement; a "push style" gives information and pushes for a solution.
"THE PULL STYLE": FOUR STEPS
1. Introduce your view:
- As I see it, ...
- I'd like to start with my perspective.
2. Listen to the views of others:
- What do you think?
- How do you see this?
3. Encourage compromise.
- How far would/could you ...
- Would you be willing to ...
4. Agree on a win-win solution.
- So, can we agree that ...
- Would that be a win-win scenario?
"THE PUSH STYLE": FOUR STEPS
1. Explain the situation.
- Firstly, let's look at the facts.
- We need to accept the fact that ...
2. Introduce convincing proposals.
- It is my strong belief that ...
- The facts clearly show that ...
3. Deal with objections.
- Actually, that's not correct, because ...
- That argument is not really correct.
4. Push agreement on your proposals.
- So, can we agree to ...
- I think we are in a position to decide ...
Source: Business Spotlight, Nov-Dec, 2006