The best way to make our case is, oddly, not to make our case.
In leading, selling, and influencing, our first temptation is often to pitch. We want to explain to people what we want them to do or believe and why they should agree with us.
But we are all hard-wired to resist, defend, and counter such attempts, either actively or passively. So most of our telling and pitching will fail or at least slow things down.
Instead, let’s first hear them make their case. How do they see things? What’s working and what’s not? What would be great outcomes for them?
Once we’ve acknowledged and confirmed with them what we heard, they will be open to hearing our perspectives and to jointly creating solutions that work for us and them.
In your corner,