The Influence Advantage Checklist

The Influence Advantage Checklist John Ullmen, Ph.D. It’s It’s often challenging to influence others, who have their own concerns, priorities, priori ties, and agendas. To be successful, it’s it’s important to use the best methods to influence others on their own terms. Remember, Remember, your frustration isn’t their motivation! The Influence Advantage Checklist summarizes a list of proven influence methods. Airline pilots, even after decades of experience, go through a checklist every time before takeoff to ensure they don’t miss something important. Use this checklist the same way before your important influence events. Refresh your awareness of the full range of influence methods and pick the ones that most apply to your situation. For critical steps to take before using the checklist, remember to review the Chapter 1 videos “What the best influencers do before they influence.” Also, watch the Chapter 2.1 video that covers how to use the checklist. Before your important influence attempts, go through each method on the checklist and ask:

(a) Which methods apply to the people in my situation? (b) What’s What’s the best way to apply each method? (Remember that the videos include several specific ways to apply each method.) See the full list of methods on the next page. Methods earlier in the list are often linked to near-term persuasion. Methods later in the list are often linked to longer-lasting commitment. After you’ve chosen the methods to use for your situation and planned your initial approach, see the video immediately after the checklist that covers what to do if you encounter objections.

Also remember the best influencers realize every interaction is an opportunity to make future influence even stronger. stronger. To To create the best influence approach, be sure to check out the Chapter 3 videos “ How to make your influence welcomed and wanted .” Thank you, and best wishes in your endeavors to influence others for great results!

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Here are the 18 influence methods, each of which is explained along with action steps in the Chapter 2 videos. 1. Provide rational analysis

2. Cite credible sources

3. Reference legitimate policies, rules, or standards

4. Establish urgency or scarcity

5. Demonstrate pain & gain

6. Build alliances and coalitions

7. Use social proof

8. Initiate reciprocation or exchange

9. Encourage commitments & consistency

10. Present striking comparisons or contrasts

11. Add impact to your ideas

12. Align with shared values or principles

13. Connect to strategy or high level goals

14. Build rapport, relationship, and trust

15. Like and be likeable

16. Request help or advice

17. Be influenceable

18. Lead by example

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