Whether it’s a CEO, a coach, or someone else whose job it is to motivate others, a great leader is at heart a good salesperson.
That’s because if an organization’s leadership isn’t constantly persuading the rest of the team to buy into an idea or a philosophy, the team is likely to splinter, with everyone moving in his or her own direction.
And just barking orders doesn’t get the job done.
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Leaders don’t always have formal authority or positional power to compel people to do what they want done. In many situations, they need to persuade, convince, and sell people on their ideas.
To successfully influence others, leaders must understand what those people are thinking and then tap into whatever their strongest emotion is at that time.
Ultimately, it’s a matter of appealing to people’s head, heart, and hands. Here’s how that works.
• The Head — This is an appeal to the intellect. Leaders can persuade people through rational arguments including market research, customer surveys, and case studies. They also should highlight the business benefits of ideas and how they will help employees. In some situations, it helps to explain the consequences of not changing. Tell them what’s at stake and what people will lose out on.
• The Heart — This is an appeal to emotions. People change their behavior when doing so makes them feel better. The leader should connect to their need for status, order, honor, security, and purpose. Engage their hearts by making employees feel they are part of something big and special.
• The Hands — This is persuasion through direct involvement. Give employees something to experience viscerally, the way salespeople let someone take a car for a test drive or offer a taste test. Demonstrations help people experience the value and benefits of a particular idea or innovation. Direct experience can alter how a person thinks and feels about a new initiative.
Having the right mix of facts, emotional appeals, and involvement helps sell ideas and proposals. Once that’s done, the leader needs to close the deal by asking for people’s commitment to whatever is proposed.
In some cases, you may need to start small. Get people to commit to taking some baby steps.
Paul B. Thornton, author of “Precise Leaders Get Results,” is an author, trainer, speaker, and professor of business administration at Springfield Technical Community College in Springfield, Massachusetts.