As Brian Ahearn reminds us in his book Influence People, “Studies show people are more likely to comply with a request when it comes from an expert.”
While that’s insightful, it likely begs the question, “How can I make this influence tactic work for me?” Well, Ahearn offers insight for that too. He shares, “Studies show you can increase your trustworthiness – and in turn your authority – simply by admitting a weakness early on. Then, be sure to share your strengths immediately afterwards.” According to Ahearn, this approach will ensure that people remember your strengths more than your weaknesses.
So, to ensure you have a lasting impact with your message, say something like, “No, I don’t know anything about the political implications. But I’ve spent a year studying the financial implications. This pays for itself in a year or less.”
As Ahearn reminds, your authority is built through your weaknesses and then on to your strengths.
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