THE GREATEST
OPPORTUNITY FOR THOSE PEOPLE NEEDING TO INFLUENCE OTHERS:
1. Catch
yourself making assumptions about the other person, be it a peer, manager,
internal and external customers.
2. Engage
to the point THEY think you know them, their strengths and challenges. Reframe
your relationship based on directly obtained facts.
A CEO client described his growth
strategy to me, little of which was based on what his current customers thought
of his company, or how he could be better than his competitors that his
customers were happy to share.
People supporting trading desks: They think they know how to work best to
bring traders into compliance on a deal.
But how do they know? Assumptions, not feedback.
Get your brain totally turned off so
you can listen to others...they will then tell you what they need and why; and
you can then better influence them on their terms, not what you thought [your
terms] would work.
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