Most Challenging Communication 8: Leading Groups Pt. 3
Managing Credibility, Command & Control Issues (Continued)
Get People Saying Yes
Using confirmation questions to get people saying “yes” is a way to build from smaller to larger commitments. When you lead a group, get them involved early in the meeting by asking questions to which they can only answer yes. Getting them to say and shake their head yes is a way to “condition” them to give you greater agreement later on. This is a technique that all great salespeople use, and for good reason.
Answer Questions with Smooth Transitions
and Response Techniques
When someone throws you a tough question or comment, think of it as a game of catch. Here comes the curve ball, fast ball, knuckle ball or, God forbid, a spit ball. You must first catch the ball, pause for a thoughtful moment, and then respond with an equally impressive reply.
Often we rush to answer questions or come back with replies that are reactive or unintelligent. Studies show that it takes several seconds for a listener to hear a question, understand what was asked, formulate an answer and respond.
If we respond to quickly, without using a smooth transition, we may come across as defensive, rushed, off-balance or as trying too hard. On the other hand, if you are one of those gifted people who can answer very quickly, emphatically and powerfully, just keep doing what your doing.
Know the Players and Their Position in Your
Audience
If you know you’re outnumbered on a particular issue and you don’t have the power to put your foot down, you will need to get the majority on your side. This requires a great deal of smooth manipulation, lobbying or persuasion.
Some of you reading this article loathe the idea of playing politics – but that’s just how it is. Office politics, group politics, community politics, national politics and global politics all just simply exists. If we don’t learn how to deal with politics we will lose a great deal of power along the way in any endeavor.
Someone once said, “Keep your friends close, and your enemies closer.” Carefully and diplomatically working a group is truly an artful thing.
