Do you ever feel strongly influenced by one example? Someone is trying to convince you of something or trying to sell you something. You are not open. Suddenly they shift to an example. They simply say ‘let me give you an example’. There is a seismic shift in the energy. You are suddenly open. It is only one example but has the power of many.
Here is an example of an example.
My point is that questions are powerful. Sounds innocuous or obvious.
I was booked into a hotel and arrived late. I gave the person behind the desk my name. He said ‘ I’m sorry we are booked out. We did try to contact you. We have booked you into another hotel’.
I pushed back saying ‘That I didn’t want to stay at another hotel and had a email confirming my booking’. He looked at me and repeated ‘ We don’t have any available rooms…’
Stalemate!
I breathed in and asked a question. ‘What would you do if you were me?’ I made a booking, have a confirmation and need to stay at this hotel as I am working early tomorrow morning in this hotel. ‘What would you do if you were me?’
He looked down and paused for a long time.
‘I’ll speak to my manager and see what we can do’.
You guessed it. They found me a room.
This is an example of the power of a question and the power of an example.
Make sure you follow up and strengthen your influencing attempts with examples and resist a strong push with a question. Don’t just push back. They get more determined.
If you want individual help to improve your Influencing Skills, contact me. As you move up the management tree, your ability to influence others will become increasingly important. Improve your ability while you have the time and opportunity.
Paddy Spruce
www.paddyspruce.com.au
