Influencing and convincing in comparison are both based in changing behaviors, but where they contrast is the topic of this post.
In the promotions industry I have seen many distributors approach a potential sale as an opportunity to convince someone of their needs.
This approach often leads to some uncomfortable arm-twisting which further down the line may lead to your client having regrets that they surrendered to your push to buy 5000 branded pens.
Dale Carnige states that “if you want to influence people you have to talk about what they want and show them how to get it. “
When I approach a sale I look at it as an opportunity to influence my potential client. Our process is focused on getting into the client. Before I step foot into a meeting I take time to figure out what is important to them; I want to know the vision behind their brand.
I then show up to meetings not with a catalogue but with a blank sheet of paper and an unlimited amount of possibility.
Influencing others is more about listening, where as convincing is more about broadcasting. My goal is to influence and empower my clients to accomplish their goals rather than convince them what their goals should be.
