In many organisations today, the rational argument and maintaining objectivity is actively encouraged as a way of influencing those who are making decisions. However, don’t be fooled — rational persuasion is not as effective as you might think.
In reality, most decisions are based on the emotional reactions. The numbers are there to make it look professional. Many times, the rational argument supports the decision, other times, they contradict it. Although most would never admit it, the emotions usually sway the final decision — even if they do call it “gut feeling.” And the easiest way to move the emotions of others is to be more enthusiastic about what you are doing.
You don’t need to make elaborate displays of enthusiasm; quiet enthusiasm can be even more effective. Make sure that when you express your enthusiasm you do so in a way that is appropriate for the situation and the people involved. When people see that, they will know that what you are asking for is really important to you, rather than just a part of your job. People will know you care.
By being more enthusiastic than others, great influencers are able to get other people excited about their vision and goals. They demonstrate their own passion and find ways to show others why they should also be excited. The art of influence is about winning over hearts as well as minds, and there is nothing as potent as infectious enthusiasm.
How to Display More Enthusiasm
- List all the reasons why you are excited about your goal(s).
- Consider how you display your excitement — can you do more?
- Look for role models of enthusiasm — what do they do that you could start to do?
- Identify reasons why other people could get excited about your goals.
- Practise getting them interested, then enthusiastic and, finally, really excited.
- Don’t forget that rationality still has its place.
And remember, if you can’t get excited about what you are doing, why should anyone else? There is nothing complicated about being more enthusiastic; you just have really to want to achieve your goal.
The Gautrey Influence Blog
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