The Truth About Influence

Influence is shaping someone else's behavior without resorting to positional power. Real buy-in is achieved when others participate in the process of making decisions.

Some approach customers and clients by telling them about the superiority of their product, countering customers' "objections," then "closing" the transaction. Influence is more subtle.

In complex transactions, involving experienced parties on both sides, a more sophisticated approach is called for.

• Increase your ability to shape someone's behavior when you do not have direct control of them.
• Gather better data while building ongoing relationships in any business environment.
• Motivate others when involved in projects with virtual teams in remote locations.
• Exert leadership that transcends organizational boundaries.

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