Mastering Influence: 9 Ways to Be More Persuasive

1. Start With the Problem, Not Your Solution

• Strategy: Shift your focus to the problem before pitching solutions.
• Tactic: Provide a vivid, relatable example that brings the issue to life.

It’s tempting to start by showcasing your great ideas. But when persuading others, especially those outside your domain of expertise, begin by clarifying the problem. As demonstrated by Jon Stegner, a former supply-chain executive with manufacturers Delphi, John Deere and Honda (and highlighted in the book Switch by Chip and Dan Heath), showing the scope of a problem in a visceral way can be much more compelling than diving straight into solutions.

Stegner convinced his company to reduce wasteful spending on work gloves by physically piling 424 pairs of gloves on the boardroom table—an image that left a lasting impact. Similarly, leading with a clear articulation of the pain points primes your audience to be receptive to the solution.

2. Find Common Ground

• Strategy: Align on shared values or goals.
• Tactic: Use language that builds consensus, like, “Yes, and…” instead of, “Yes, but…”

Successful influencers spend time uncovering commonalities. Research led by author and consultant Neil Rackham shows top negotiators spend three times more effort finding common ground than their average counterparts. Whether it’s a shared corporate objective or a mutual concern, drawing attention to the values you all share lays the foundation for agreement.

3. Be Prepared, Not Just Passionate

• Strategy: Match passion with thorough preparation.
• Tactic: Anticipate objections and prepare thoughtful responses.

Passion alone won’t win over a room. While enthusiasm is valuable, overly exuberant pitches without substance can undermine your credibility. A study of 1,400 start-up pitches in the Academy of Management Journal showed that founders who expressed too much joy were less likely to receive funding. The takeaway? Ground your enthusiasm in solid preparation. Understand your audience’s values, be ready to address potential concerns, and present a balanced argument. 

And remember, anticipating objections is not a sign of weakness – it’s a display of thoroughness and thoughtfulness.

4. One Strong Argument Trumps Many

• Strategy: Simplify your case with a single, compelling argument.
• Tactic: Focus on your strongest point and let it stand on its own.

Throwing out numerous reasons to support your idea can actually dilute your influence. Research discussed by author and organizational psychologist Adam Grant in his book Think Again highlights that the most successful negotiators rely on just one or two strong arguments, while less effective ones throw out multiple supporting arguments. As soon as someone disputes one of your arguments, they are likely to discard all of your arguments. 

More is not always better – that long list of reasons is likely to backfire and dilute your best argument, so stick to your most persuasive argument and let it resonate.

5. Ask Powerful Questions

• Strategy: Use questions to guide others toward their own conclusions.
• Tactic: Ask empathetic, open-ended questions that encourage reflection.
  

Skilled influencers don’t just make statements – they ask the right questions. In Think Again, Adam Grant shares research showing that top negotiators spend 21% of their time asking questions, compared to only 10% for average negotiators.

These aren’t just any questions – they’re genuine, curious, and designed to help others explore their own thoughts, and to reach their own conclusion – and this is the most powerful form of persuasion. As Ted Lasso says: “Be curious, not judgmental.”

6. Collaboration Beats Confidence

• Strategy: Prioritize collaboration over projecting confidence.
• Tactic: Signal receptiveness by sharing what you don’t know or need help with.
  

Influence isn’t always about being the smartest person in the room; it’s about working with others to achieve the best outcome. People are drawn to leaders who are collaborative and humble, rather than overly confident – or even cocky. People care as much about your willingness to collaborate as they do about your competence, as described in the Work Life podcast episode: How to Pitch Your Best Ideas. 

Acknowledge your own limitations and ask for input. This builds trust and encourages others to engage.

8. Tell Stories to Engage People Emotionally

• Strategy: Use storytelling to capture attention and create emotional connections.
• Tactic: Share personal stories or project a compelling future vision.

Humans are hardwired to connect with stories. Stories not only grab our attention but also create emotional buy-in. Whether you’re telling a story of your own journey or casting a vision of the future, stories make your ideas memorable. Make your stakeholders the heroes of the story and position yourself as the guide or mentor, helping them achieve success.

9. Build Trusting Relationships

• Strategy: Invest time in building trust.
• Tactic: Reduce self-interest and show genuine care for others’ concerns.

Trust is the currency of influence. As highlighted in the book The Trusted Advisor by Maister, Green, and Galford, trust is built through credibility, reliability, intimacy, and minimizing self-orientation. To strengthen trust, make time to engage with others personally, ask about their challenges, and demonstrate authentic interest. The more people trust you, the more influence you’ll have.

Influence can be achieved without over-reliance on asserting authority, and by fostering collaboration, trust, and shared purpose. By leveraging these nine strategies and tactics, you can enhance your ability to lead with influence, regardless of your position within the organization.

Ready to take your influence to the next level? Start applying these tactics today!