Your team is doing well, but you’re noticing one key weakness, particularly in meetings, particularly in meetings with clients. You have a great team of client-facing individuals, who are influential in their own way, but stick them in front of certain clients or throw a spanner into their normal influential routine and they lose all their power. They’re unable to switch their influence styles to match certain types of people or certain situations. They’re one trick ponies and you know it’s holding the team back from being its best.

It’s absolutely essential that your team members can switch influence styles within a meeting to get the best possible outcome, whether they’re meeting with another department internally or with a client or potential client.

There are two primary types of influence styles, the push and the pull styles. Push is the style you’d use when you’re wanting to get people on board with your agenda, when it’s imperative that you push your own views and opinions onto another person.

The pull style is where you draw out what’s important to your listener and then steer and guide them to the path you want them to take, while all along they’re under the impression that they’re going there themselves anyway, due to subtle uses of what the listener already wants. While the pull style generally takes longer than the push style, it also has a longer-lasting effect and builds a deeper relationship between the influencer and the person being influenced.

Both types of influence have their benefits and are useful in different situations, but you can’t have a team of all pullers or all pushers, or even people who are only good at one or the other. To be fully well-rounded team members, they should be able to switch back and forth effortlessly, depending on the situation and the listener.

The push style can be broken down further into various subtypes:
•  passionate
•  fearless
•  factual

The passionate subtype generates enthusiasm and creates energy in others. The fearless subtype makes you come across as strong, centred and unflustered, assertive and unafraid. The factual subtype is based on logic and facts, with little room for argument. Different people on your team will be drawn to different types of the push style, but the important thing is that they’re able to do at least one of them very well.

Likewise, the pull style can be broken down into subtypes:
•  inspirational
•  sharing
•  challenging

The inspirational subtype encourages the listener to dream and think big. The sharing subtype promotes trust between two parties, and the challenging subtype directly challenges the listener’s beliefs and gets them thinking in a new direction.

Again, your team members should be able to do one subtype of each style very well. It’s a vital tool to have in their arsenal, regardless of your business.

Ready to start developing your team’s influence and building their potential? Begin with a visit to one of our FREE on-demand webinars to see what else you may be missing to turn your team into a powerhouse of Engaging Executives.