As in the previous blogs, words in italics are my comments.
Kahnweiler feels that while extroverts tend to “wing it” when faced with projects, introverts “… spend quiet time reflecting on their purpose and then create a game plan and influencing strategy that incorporates attention to detail and a steady, disciplined approach to change.”
As I get ready to take on a new job next week, I’ve been spending a lot of time thinking about my game plan for setting up new procedures and forming the necessary alliances to get buy in from people, so this definitely fits me.
Critical to your success rate in influencing others, Preparation helps you to become an expert, prove the value of your proposal, involve others, and increase your confidence.
1. Become an expert: Take the time to do your homework and learn about your subject.
This is how I got my new job, by becoming an expert. Our company was changing how it’s creating its software. I took every class I could in the new methods and then volunteered to work on pilot projects for the new methodology.
2. Prove the Value of Your Proposal: Kahnweiler speaks not only to preparing your materials, but also to take the time to do “opposition prep”. Know your audience, anticipate objections and have your responses ready. In doing so, you’ll have a well rounded presentation that reinforces the idea that you are an expert.
3. Involve Others: If you strategically involve others, you increase your chances for success. Asking for help can also increase your influence by making you more approachable.
4. Increase Your Confidence: “Introverts often suffer from the ‘undersell syndrome’; they keep so quiet about their accomplishments that people don’t know about the value they have to offer.” (I had to quote that sentence verbatim because it is so very, very true, isn’t it?) Preparation can increase your self confidence. Keep a list of your recent accomplishments and refer to it often when you’re in your quiet time or doing your preparation as a boost to your self confidence. Play out different scenarios in your head. If possible, bring a buddy along for a friendly face during negotiations or presentations.
I always script what I’m going to say and rehearse it ahead of time. I always do it in my head, but if the stakes are high enough I also jot down bullet points so I can keep myself focused. When the event is over, I replay it in my head as soon as I can to see what I can do better next time.
Next blog: Chapter 5 – Quiet Influence Strength #2 – How to Prepare for Influencing
Hi. I’m Chris. I’m an introvert. All of my postings tend to reflect my introvert world in some way or another. Join me and like minded introverts for a special slant on the world.