It’s important to understand that influence has a framework of it’s own.
The first and most important part of influence is authority. Authority is a presence of specialty. So what do you think is absent in the presence of authority? Uncertainty, doubt and neediness.
And what do you think are the three things that you can do to remove levels of uncertainty, doubt and neediness at a very high level?
Want nothing. Focus on strengths. And thirdly, demonstrate your ability to walk away. Either through intention or action.
Authority is the foundation of influence. Now, what do you think is the most important thing for you to do when demonstrating authority?
You need to focus on what you’re good at. You will be most influential in the areas where you have the greatest levels of authority.
If authority is the foundation of influence, what’s the roof? Certainty. Where does certainty get presented? In the way you speak, the way you stand, the way you engage. Certainty upholds authority. And what does authority give people? Certainty.
These are symbiotic.
So if authority is the foundation and certainty is the roof, what are the walls? The first thing is understanding the importance of the effect of emotion – the ability to trigger and amplify feelings.
Influence is whereby you either give the suggestion, or the command, or the implied suggestion or an implied command, and you get compliance.
But please understand this, right now, you will never get someone to do something that they don’t really want to do. And if you do get someone to do something that they really don’t want to do, that isn’t called influence, that is called manipulation.
There is one fundamental difference between influence and manipulation. What do you think it is?
Intent. Is your intent to help? Or is your intent to get?
Are you trying to get something or are you trying to give something? In order for you to become highly influential, you must be using these tools from the perspective of service which is the intent of, “I’m here to help you, I am not here to hinder you”.
If emotion is a powerful persuader, what is the anchor that holds the emotion in place? It’s logic.
So, this is the framework of influence. And what sits in the middle of all of this? You.
So, it is up to us as human beings to learn how to manifest the state of authority by positioning ourselves through specialty and giving people high levels of certainty in the way that we conduct ourselves to really substantiate that authority. But then also know how to trigger emotions within people that gets them excited about what it is that we do, and then really secure and lock it down based on the logical aspects of the benefits that they’re going to receive.
This is the framework of influence. You need to understand, people aren’t born influential. They develop the skills, and the charisma, and the attitude that drives a high level of authority and certainty. They become very conversational in the way that they communicate and ask questions which triggers emotions. And they make logical statements that anchor those emotions to something substantial.
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