Do you agree with the three tools great leaders use to persuade?

COL Mikel J. Burroughs — Thu, 16 Jul 2015 14:03:21 -0400

https://www.linkedin.com/pulse/three-tools-great-leaders-use-persuade-jas-singh?trk=pulse-det-nav_artThree
RP Members and Connections this was a very good article on Leadership that got lost in an RP Black Hole, so here it is again for those who missed it. Would like your feedback.

Tools Great Leaders Use To Persuade
By Jas Singh
Increase Your Hiring Power

I promise this will be my last question and topic on Leadership today!

RP Member do you agree with these (3) or are there more?

HERE IS THE ENIRE ARTICLE - LINK DOESN'T WORK

There is a big difference between manipulation and persuasion.

Convincing or forcing someone unethically to do something for someone's personal benefit is obviously wrong.

But persuading someone ethically to do the right thing is an essential trait in leadership.

We all know of leaders who have helped others overcome addiction, develop more empowering habits and even take a stance against oppression through their rightful powers of persuasion.

And even in our everyday lives, all of us - whether it's convincing our children to do the right thing, or help an indecisive client make a commitment - could benefit from increasing our powers of persuasion.

So how do you do it?

Here are three tools great leaders use to persuade others.

Stories

Any master sales person will tell you, that even with the most rational thinking, facts and figures rarely inspire us to action.

We all know that sugar, cigarettes and fast food will eventually kill us yet even with the mountain of food label warnings and healthcare reminders billions of people continue with these old habits every day.

What really causes us to change is emotion.

And emotion is created by stories.

Since the beginning of time, the greatest leaders have always has an innate ability to tell engaging and captivating stories. It allows them to connect emotionally with their followers and both influence and inspire them.

Stories are more powerful than any PowerPoint or RFP.

Great leaders tell great stories.

Deadlines

One of the major barriers to persuading others is indecision.

Many people may agree with what you have to say, but still never take action. They're so indecisive that they'd rather make no decision at all - even if that means continuing to suffer.

And so we continue to try and persuade them, only to continually be let down time after time.

The only way to deal with indecisiveness is to force others to make a decision. By putting in place a deadline.

The best hiring manager I have ever worked with insists that any job offers are accepted or rejected within 48 hours. He doesn't get involved in bidding wars with other companies. He forces candidates to make a decision and ironically hardly ever has job offers rejected.

As long as deadlines are realistic and fair, they can be a valuable tool in persuading others.

Great leaders don't keep waiting for others to decide.

Groups

Us humans can be incredibly paranoid creatures.

It's understandable. Which others species steals things from each other whilst pretending to be friends?

Over the years, mankind has committed every thinkable type of crime on fellow mankind and so all of us have a natural level of suspicion built in.

Even with the most helpful of people we still tend to ask: "what's in it for them?". In such cases its often really hard to change people one-on-one. Pride, resentment or suspicion may cause another not to heed advice.

Thankfully there is a much easier way.

As social creatures, we are much more likely to be persuaded and comply with others if we feel part of a larger group. It gives us a sense of belonging and meaning and often we even start to care more about not letting down the group than our own individual preferences.

Throughout history, the greatest leaders of all have realized that the easiest way to persuade even the most stubborn and resistant of people is through the support of others. Rather than rely on persuading people through individual ability, the best way to inspire others into action is through demonstrating support from the wider population.

As social creatures we don't want to be forced into a decision.

But we will always notice those who inspire others.

Conclusion

Persuasion used in the right way is an essential skill every leader needs to develop.

To do so, it's essential to have the right tools developed and at one's disposal.

Hiring managers can gain much from those people who use the right tools to persuade others and ensure co-operation and respect in the workplace.

How do you persuade others?

three-tools-great-leaders-use-persuade-jas-singh

Response by CW4 Private RallyPoint Member made Jul 16 at 2015 2:10 PM

CW4 Private RallyPoint Member — Thu, 16 Jul 2015 14:10:04 -0400

I actually saw this somewhere earlier Sir and I think I agree with all three to a certain extent. Story telling is a way to make a correlation between an event and a lesson learned in leadership. Many people can relate better to mentorship when it comes with a well told story, just don't make it to long. I believe that reasonable deadlines are necessary and helpful to drive work progress. As for groups, I think there benefits an negatives to it. Groups can help people draw ideas from one another but they can also place the burden of thought and work on the stronger group members wile the weaker ones may not contribute and therefor never improve or become value added.

Response by CW3 Private RallyPoint Member made Jul 16 at 2015 2:10 PM

CW3 Private RallyPoint Member — Thu, 16 Jul 2015 14:10:04 -0400

I think all three tools are powerful for use persuading an audience.

Stories - allow you to communicate a message in a non-imposing way and invite collaboration.

Deadlines - Shows an unwavering drive to accomplish and set goals.

Groups - Creates stakeholders in an organization and is well suited for the younger generation entering the workforce.

Response by LTC Stephen F. made Jul 16 at 2015 2:25 PM

LTC Stephen F. — Thu, 16 Jul 2015 14:25:04 -0400

Stories, deadlines, and groups may be useful especially in a business which actually produces something.
However, first and foremost great leaders have the ability to lead and people who are ready willing and able to follow where they lead.
Great leaders provide guidance and direction to the organization they lead with sufficient time to plan for and resource the plan they are going to execute.
Great leaders recognize that all plans require modification during execution. Clear guidance and communication of the goals and boundaries of the objectives coupled with demonstration of trust in well trained subordinates who understand that they have the support of their leader as they exercise initiative to secure the objectives.
Great leaders hold themselves and their subordinates accountable - accepting fault for the failures of the organization especially when operating within the leaders parameters. Great leaders discipline and reward their units - discipline privately and praise publicly as a general rule.

Response by CW5 Private RallyPoint Member made Jul 16 at 2015 2:35 PM

CW5 Private RallyPoint Member — Thu, 16 Jul 2015 14:35:09 -0400

This is the reason why there is no official textbook to follow to learn leadership. You need to research and find those tools that are applicable to your leadership style. You can also shift your style and adopt new tools.
I am a socially skilled introvert and use those applicable tools to make things happen. My methods are based around my personality just as the A-Type Extrovert uses different methods.

Response by LTC John Shaw made Jul 16 at 2015 3:11 PM

LTC John Shaw — Thu, 16 Jul 2015 15:11:50 -0400

COL Mikel J. Burroughs Yes, use all three! Corporate IT deadlines are paramount with the group focused on the customer value to be delivered by specific dates usually already committed to by Sr. leadership and marketing. The Stories part is in Use Cases, what do we want the customer to be able to do and how do we make the process as simple as possible.

Response by CW3 Kevin Storm made Jul 16 at 2015 3:12 PM

CW3 Kevin Storm — Thu, 16 Jul 2015 15:12:56 -0400

Do you agree with the three tools great leaders use to persuade? Stories, Deadlines and Groups...

Stories can be an effective tool in persuasion, but can be self limiting if the audience doesn't understand or grasp what the story is. If Steve Jobs or Bill Gates gave Joe Anybody a story about building software or the first I-Pad, they would have to dumb it down so it could be understood. As opposed to a group of computer nerds who would be hanging on every piece of techno jargon. So to that end, you ahve to know your audience.

Deadlines: as tools go deadlines don't persuade, they are more like veiled threats go this or else. Not a tool for great leaders IMHO.

Groups, like anything else can be useful or like the UN useless. How many successful leaders have been able to get the UN to do anything?

Response by 1SG Private RallyPoint Member made Jul 16 at 2015 3:37 PM

1SG Private RallyPoint Member — Thu, 16 Jul 2015 15:37:51 -0400

It depends on the leader. If the leader has relevant stories that are able to be understood, it creates a strong buy in. It is crucial that the leader communicate how the "led's" part plays in the overall success of the project or organization to create a sense of ownership thereby persuading them to voluntarily meet deadlines. Groups are a key component of the adult learning concept and positive peer pressure can alleviate the need for constant oversight.

Response by Lt Col Timothy Parker, DBA made Jul 16 at 2015 4:56 PM

Lt Col Timothy Parker, DBA — Thu, 16 Jul 2015 16:56:57 -0400

Nah, I don't buy it. Leaders pursuade by creating a vision for the future and giving the organization purpose. Groups, stories, and deadlines seem to be methods to get some to come to your side of the story. That's not leadership - that's manipultion in my mind. If one needs pressure from the group or from a deadline, that person is not being led but coerced. Just my humble opinion.

Response by COL Mikel J. Burroughs made Feb 20 at 2016 11:11 AM

COL Mikel J. Burroughs — Sat, 20 Feb 2016 11:11:02 -0500

Here is the link to this article:

https://www.linkedin.com/pulse/three-tools-great-leaders-use-persuade-jas-singh?trk=pulse-det-nav_art

Response by Sgt Mike Williams made Feb 21 at 2016 6:15 AM

Sgt Mike Williams — Sun, 21 Feb 2016 06:15:18 -0500

I believe that persuation is just like management style. You can never have a blanket tactic and expect to get buy in every time. A good leader tailors his persuation much in the same way he would tailor his management style - to fit the goal, and employee or group. Great read and, thanks for sharing Col Mikel Burroughs!

Response by Lt Col Timothy Parker, DBA made May 30 at 2018 2:56 PM

Lt Col Timothy Parker, DBA — Wed, 30 May 2018 14:56:13 -0400

As a follow up to this discussion, let me hawk a book I wrote on leadership called "Management Matters" (on Amazon). Its meant for those who have little to minimal management/leadership experience or training. In it, I discuss the factors that go into deciding on a leadership style or approach: the situation, the people being led, and the leader. Changing any one of the three impacts the other to some degree.

Response by SGT David A. 'Cowboy' Groth made May 30 at 2018 3:38 PM

SGT David A. 'Cowboy' Groth — Wed, 30 May 2018 15:38:47 -0400

I lead by example.

Response by SGT Roberto Mendoza-Diaz made May 30 at 2018 3:55 PM

SGT Roberto Mendoza-Diaz — Wed, 30 May 2018 15:55:05 -0400

Even in the face of Armageddon I shall not give up.

Response by SPC Douglas Bolton made Jun 1 at 2018 2:31 PM

SPC Douglas Bolton — Fri, 01 Jun 2018 14:31:19 -0400

COL Mikel J. Burroughs I totally agree with Churchill. Never, ever, give up! That is my closing thought on everyone of my posts at http://www.dougbolton.com

www.dougbolton.com

Response by SSgt Boyd Herrst made Jun 1 at 2018 4:30 PM

SSgt Boyd Herrst — Fri, 01 Jun 2018 16:30:24 -0400

Stories.. those that are relevant to the job, sitrep.. have a moral....Like the person above stated: groups can be useful or like the U.N.(a clusterflop[my input]) Deadlines can be good if done the right
Way... A way I found to use them is make them a goal. In a restaurant group I worked we had production logs( each restaurant entree, side item (I.e. estimated time to produce stuffed mushrooms , this has sub goals that end up in a total. A
Person makes it a goal to meet the boys in the book or best it. Remember. That safety and sanitation come into play.. so one does not want to subvert those two just to beat the goal set in the book.
In the final end, the reward is more days on the clock. The more goals you make, beat (following the rules) the more days you get the next paycheck.... also another reward is inclusion in the profit share program .. same as stock.. dependent on
Hours saved/min hours worked prepping.., (less time spent prepping that product.. loins into chops.. side items prepped in minimal time, product sold, profit realized
After minimum time to prep those items...
Deducted .. remaining final balance.. Percentage to company and percentage to profit share.. So what the employee returns to company(quality work, quality product , profits results in more share
To employee.. wasted food (has to be discarded)deducts from profits .. taxes to grocers.. deducts what profit share gets.
Deadlines are translated to goals to maximize profits.. so a positive thing just a different word used depending on type of industry.

Response by CMSgt Private RallyPoint Member made Jun 1 at 2018 10:19 PM

CMSgt Private RallyPoint Member — Fri, 01 Jun 2018 22:19:21 -0400

How do you persuade others? I don't. I give them the tools, confidence, and autonomy to persuade themselves.

Response by Private RallyPoint Member made Jun 2 at 2018 7:20 PM

Private RallyPoint Member — Sat, 02 Jun 2018 19:20:08 -0400

Great post Col., thank you ! Most of the great leaders throughout History were Military leaders. They led by giving commands, which if Not followed the dissenters were in 'DEEP' trouble!

Response by Cpl Scott McCarroll made Jun 2 at 2018 8:17 PM

Cpl Scott McCarroll — Sat, 02 Jun 2018 20:17:36 -0400

COL Mikel J. Burroughs, one of the best things I came out of the NCO leadership class was that to move those you are in command of to accomplish mission was to instead of saying "you need to do 'this', saying we need to do this" and then stepping up and leading from the front.

Response by SSG Thomas Barry made Jun 2 at 2018 8:54 PM

SSG Thomas Barry — Sat, 02 Jun 2018 20:54:23 -0400

sorry but you could have left most of that article in the black hole

Response by Lt Col Charlie Brown made Jun 2 at 2018 9:02 PM

Lt Col Charlie Brown — Sat, 02 Jun 2018 21:02:36 -0400

I love stories and examples and use them a lot. I have no issues with the two other "tools". I find deadlines helpful in moving things along. As for groups, positive peer pressure can be a wonderful thing.

Response by Sgt Vance Bonds made Jun 2 at 2018 9:10 PM

Sgt Vance Bonds — Sat, 02 Jun 2018 21:10:06 -0400

Very good. I agree the difference between manipulation and persuasion is huge. Too many are Thug bosses and not leaders. They may get things done but its through manipulation, threats and fear. Not leadership.
A good leader tells stories to better exlain issues. Challenges and needs. People can understand many things if made emotionally and intellectually understandable. This means they can relate better.
Great article

Response by CW5 John M. made Jun 3 at 2018 1:47 PM

CW5 John M. — Sun, 03 Jun 2018 13:47:42 -0400

It would have to be something I thought was a good thing. The hardest task to do is the one that you think is a waste..... I could never "sell" something I didn't believe in - or actually do or use myself. If I am convinced, my conviction becomes a powerful tool, and then I am also more persuasive if I lead (or have lead) the way. Honesty is paramount, and tasks must be realistic and worthwhile - with a goal in mind. For example, you would have a hard time convincing someone that scooping out the latrine is good for your muscles........ but if there really IS a million dollars in gold at the bottom, there could be a "do-able" way of accomplishing the task. Look for the "worthwhile goal" of every task.

Response by Cpl Tyler Therrien made Jun 4 at 2018 5:22 PM

Cpl Tyler Therrien — Mon, 04 Jun 2018 17:22:24 -0400

Well, as a student of Tom Hopkins one learned that asking questions & SHUTTING UP is the best tool to persuade someone, allow them to think it is their idea

Response by Pvt Robert L. Lamoreaux made Jun 4 at 2018 5:29 PM

Pvt Robert L. Lamoreaux — Mon, 04 Jun 2018 17:29:55 -0400

To me, what are described are "management tools". To me "leaders" can be quiet...Or loud. But I believe they have some common characteristics. First, they have what to me is nearly indefinable: "character", I suppose that mixture of honesty, values, and spirit. Second, they "can-do". They may not be the best at doing any particular thing, but they are able to do "it" if necessary. Third, they inspire by allowing a degree of responsibility and individualism - a degree of pragmatism, I suppose. They don't "pass the buck". Finally, though holding a position of responsibility and authority, they recognize they too are a part of a team and that a true team is greater than the sum of it's parts.

Response by 1LT Peter Duston made Jun 4 at 2018 5:49 PM

1LT Peter Duston — Mon, 04 Jun 2018 17:49:43 -0400

All leaders are part of an organization tasked with a mission. Where ever you are in the chain, you have a mission to fulfill so my simple mantra on “leadership” is “Mission first - people always” and standard is: did the job get done to satisfy the boss and was the team taken care of?? Effective leaders know what that means!!!

Response by SSG Rick Miller made Jun 4 at 2018 6:00 PM

SSG Rick Miller — Mon, 04 Jun 2018 18:00:50 -0400

Nope, don't think I agree with all three. Stories, if relevant, can provide some background or motivation. Deadlines, while necessary, aren't exactly a leadership tool. They set a timeframe for mission completion. One really important thing is as a leader, never ever say "so and so said we need to do" whatever. We need to do this because you say so. If the task is difficult or not evident, explain it. Then get off your ass and LEAD. One more, never tell your troops to do something you won't do yourself.

Response by SP5 Geoffrey Vannerson made Jun 4 at 2018 6:11 PM

SP5 Geoffrey Vannerson — Mon, 04 Jun 2018 18:11:28 -0400

PERSUADE: To cause (someone) to do something through reasoning or argument
ULTIMATUM: A final demand or statement of terms, the rejection of which will result in retaliation or a breakdown in relations.
DECISION: a conclusion or resolution reached after consideration.

Personally I don't like the term or verbiage of the word Persuade, the first think that comes to mind is either a politician or a car sales man. Ultimatum(s) give one a sense of potential punishment for failure to side with the issuing party, A good leader must have an excellent presentation and above all be willing to do what ever the request being asked is him/herself. All facts must be presented before you should "persuade" someone or the persuasion then becomes a lie. I believe the truth is the most important part of any action. If you first try to "persuade" someone but fail then an ultimatum must be implemented so that a "decision" may be obtained. People will usually make there own decisions regardless of how much persuasion is involved. Always ALWAYS lead by example and pass that knowledge along.

Response by SSgt Max Gonzales made Jun 4 at 2018 6:26 PM

SSgt Max Gonzales — Mon, 04 Jun 2018 18:26:31 -0400

Persuasion,has always been a factor. Also presentation and purpose. How I ended up in the AF.

Response by SMSgt Tom Burns made Jun 4 at 2018 8:02 PM

SMSgt Tom Burns — Mon, 04 Jun 2018 20:02:49 -0400

No don't agree with all of these. They all have their place occasionally. Stories may or may not work. Deadlines area fact of how things are done. Credit Card Companies, utility companies, and other use them. Depending on most tasks in the military and in the DoD Contractor world's deadlines are a necessary thing. But the best thing is giving the people the power to accomplish the mission, through sufficient details and plans of the mission to be accomplished. A good leader steps up and leads by example.

Response by PO1 Robert George made Jun 4 at 2018 10:26 PM

PO1 Robert George — Mon, 04 Jun 2018 22:26:56 -0400

Groups, stories and deadlines? You're talking to an empty room. First you need a leader and that is someone people respond to for various reasons usually involving trust and personal commitment. If you're not already a leader, no one joins your group and listens to your stories.

Response by SSgt Bruce Probert made Jun 5 at 2018 2:19 AM

SSgt Bruce Probert — Tue, 05 Jun 2018 02:19:34 -0400

Leadership is based on the most fundamental base of all, trust. You can't lead by example if they don't trust you. Why do people do what they do, mostly for the reward and to gain recognition. Motivators need to remember the why because the rewards and praise withheld is a killer. The object is to mold a cohesive group where a sense of belonging to some larger than themselves adds value to the praise and recognition. Good leadership is prepared and is constantly developing their junior leaders, who when they see what success looks like, will buy in and bring the others along. Good leadership is and always will be a group effort and is based on trust and integrity.

Response by 1stLt Matthew Hicks made Jun 5 at 2018 7:46 AM

1stLt Matthew Hicks — Tue, 05 Jun 2018 07:46:04 -0400

IMO, Leadership is defined as never asking someone to do something you yourself would not do. If you do not know how to do the task, work with those that do. You may not be leading, but you will learn how to do the task and can then lead it in the future.

Response by SFC Robert Walton made Jun 5 at 2018 8:33 AM

SFC Robert Walton — Tue, 05 Jun 2018 08:33:35 -0400

Although Helpful qualities I personally feel there is more to it than this. All are great leadership traits however, I feel that before I try to con someone I would rather be blunt and see how they react. If you Persuade someone into something and it fails miserably as a leader you get the blame no matter the who, what, when, or where of failing. Keep it simple, direct, be goal oriented and set the example. I have been on the receiving end of the story thing first thing that pops in my mind when a leader uses this is (WTFC) Tell me what were going to do and lets get it done. With Education, Motivation, assets and people you can accomplish almost anything. They're times when Persuading others is important but then requires some discussion later as to why we had to take that extra time to con someone into completing Mission Goals. JMT

Response by Donna Brickey made Jun 5 at 2018 6:11 PM

Donna Brickey — Tue, 05 Jun 2018 18:11:18 -0400

Great article! I especially like the comments about deadlines and group support. I think these 3 are a great start to persuading others. In my life recruiting sales people, I look for the use of these tools in many an interview.

Response by SSG Ben Wilkins made Jun 17 at 2018 11:52 PM

SSG Ben Wilkins — Sun, 17 Jun 2018 23:52:31 -0400

From my own personal experience, I feel that soldiers that have been in combat and baptized by fire have a higher calling from God The Father himself. Any personal problems in life have a scriptural and spiritual cause/effect just as well as a solution. There’s nothin wrong with having ambitions for leadership in or outside the military as long as there is an interpersonal relationship with God and we seek guidance through him and serve his will first.

Most may be indifferent on this subject and I can understand that because I was too for a long time. I survived 5 deployments with the 82nd over 8 years and I couldn’t get any positive direction after ets’ing for at least 5 years until I was saved. That’s when the true battle and struggle started for me. I realized that I had a completely twisted view of the world and right and wrong.

I’ve seen a Direct connection in my time in the military to the personal problems I’ve faced in life. I was ranger qualified and was a “RI” at Bragg so training leadership was a big part of my career.

If you are upright, set the right example, and have genuine compassion for the well being of your soldiers and peers, there’s no need for “persuasion” things will fall into place. My belief is the more we use our own intellect and leave God out of the equation , the more we set ourselves and subordinates up for inevitable failure.

Good luck gentlemen gods peace be with you

Response by SPC Dave Loeffler made Jun 22 at 2018 11:02 AM

SPC Dave Loeffler — Fri, 22 Jun 2018 11:02:23 -0400

I feel a good leader will use the tools necessary at the time to meet the goals of the mission, He or she will lead by example. And at times use stories to make points or interject things which show examples or reduce tension. Leadership is a special skill and good leaders have learned the tools of the trade.

Response by MSgt Jeff Greene made Jul 28 at 2018 8:44 PM

MSgt Jeff Greene — Sat, 28 Jul 2018 20:44:01 -0400

I had a commander who wrote an article for the base newspaper called "3 T's and an A". Time, Training, Tools and Attitude. Give people the Training, Tools and Time to do a job properly, along with a positive attitude and they will follow you to the ends of the earth. Unless stories are job relevant they mean nothing. Virtually every assignment has a deadline, that's nothing new. Groups may be effective in working out details of a major project but for the most part they are ineffective at the lower level. People that worked for me gave their best effort (usually) because they knew I had been in their shoes, done it and let them do it their way as often as possible. Unless the task was so dangerous that there was only one way of doing it safely, which in my AFSC (admin) that was never the case, they had free reign to get the job done without me standing over their shoulder giving directions. Did that make me a great leader? I don't know, but the people who worked for me never complained, were never late and worked hard.

Response by CW3 Ed Vincent made Aug 4 at 2018 4:25 PM

CW3 Ed Vincent — Sat, 04 Aug 2018 16:25:49 -0400

I have always believed in the school definition of leadership as "The art of having soldiers willingly follow and obey" and by leading by example.

Response by SFC James Marchinke made Aug 7 at 2018 9:29 AM

SFC James Marchinke — Tue, 07 Aug 2018 09:29:21 -0400

Persuasion; the act of getting something accomplished; just explain the whys and end result; missions are completed successfully when one knows the whys, the hows, and the end results expected; have the individual repeat what is expected outcome to be and let him or her complete the mission.

Response by CW2 Michael Bodnar made Jul 22 at 2019 10:37 AM

CW2 Michael Bodnar — Mon, 22 Jul 2019 10:37:47 -0400

One of my inspirations always tells me that success leaves clues and to follow your passion. Never accept the fact that you cannot do something because there's always a way to make it work.

Response by SFC David Reid, M.S, PHR, SHRM-CP, DTM made Aug 4 at 2019 4:52 PM

SFC David Reid, M.S, PHR, SHRM-CP, DTM — Sun, 04 Aug 2019 16:52:51 -0400

Yes I do!