19 | Master the Art of Persuasion to Get Buy-in [with Derek Roberts]

Do you e𝘃𝗲𝗿 𝘄𝗼𝗻𝗱𝗲𝗿 𝘄𝗵𝘆 𝘆𝗼𝘂𝗿 𝗶𝗱𝗲𝗮𝘀 𝗱𝗼𝗻’𝘁 𝗴𝗲𝘁 𝘁𝗵𝗲 𝗯𝘂𝘆-𝗶𝗻 𝘁𝗵𝗲𝘆 𝗱𝗲𝘀𝗲𝗿𝘃𝗲 — 𝗲𝘀𝗽𝗲𝗰𝗶𝗮𝗹𝗹𝘆 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂 𝗸𝗻𝗼𝘄 𝘁𝗵𝗲𝘆 𝗵𝗮𝘃𝗲 𝗯𝗲𝗻𝗲𝗳𝗶𝘁? Or have you ever struggled with getting your senior team on board with your vision for change, getting support for a new initiative, or getting leaders to sign on to your services as a coach or consultant?

Good news — mastering the skills of persuasion and influence by leading with curiosity and human connection is the way to get to "yes".

Whether it is a #lean or #agile transformation, #continuousimprovement project, #operationalexcellence program, or selling a product or service, your success hinges on your ability to connect with people and understand how to bring them along with you.

𝙏𝙝𝙚 𝙧𝙚𝙖𝙡𝙞𝙩𝙮 𝙞𝙨: 𝙣𝙤 𝙢𝙖𝙩𝙩𝙚𝙧 𝙮𝙤𝙪𝙧 𝙧𝙤𝙡𝙚, 𝙮𝙤𝙪 𝙖𝙧𝙚 𝙞𝙣 “𝙨𝙖𝙡𝙚𝙨” 𝙞𝙛 𝙮𝙤𝙪 𝙖𝙧𝙚 𝙬𝙤𝙧𝙠𝙞𝙣𝙜 𝙬𝙞𝙩𝙝 𝙤𝙩𝙝𝙚𝙧 𝙝𝙪𝙢𝙖𝙣𝙨 𝙖𝙣𝙙 𝙡𝙚𝙖𝙙𝙞𝙣𝙜 𝙘𝙝𝙖𝙣𝙜𝙚!

In this episode, Derek Roberts and I explore the art and science of persuasion of how to get to "yes" and authentic buy-in in the context of leadership. 

Mastering the power of persuasion — of selling people on your idea, the change initiative you are leading, or your services —  to help others adopt new ways of thinking and working is essential to your success, career growth, and impact.

Derek's expertise highlights how to navigate these interactions effectively, ensuring you're heard, understood, and able to inspire action.

We discuss concepts in his new book, “Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance,” and the essential skills of selling ideas and gaining buy-in, which are crucial for any executive or continuous improvement leader.

If you want to become a more influential change leader who identifies and bridges gaps through strategic communication, this episode is for you.

YOU’LL LEARN: 

• How asking compelling questions and listening helps you influence decisions and lead change effectively
• Strategies for coaching executives to engage actively in change initiatives, highlighting the difference between persuasion and manipulation
• The importance of preparation in getting buy-in includes understanding your audience, conducting thorough research, and developing situational awareness 
• Techniques to adapt your communication style to match different behavioral types — talkers, controllers, doers, and supporters — to enhance your effectiveness in selling ideas and facilitating organizational change
• A framework that will help you ensure personal and professional alignment with your purpose, abilities, values, commitments, and beliefs 

Tune in now to enhance your leadership and get buy-in by mastering the power of persuasion through listening.

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/19
• Connect with Derek on LinkedIn: linkedin.com/in/derekroberts1/
• Book: “Listen to Sell”:amazon.com/Listen-Sell-Skillset-Connections-Performance/dp/1774583763
• Work with me: KBJAnderson.com
• Change KATALYST™  Self-Assessment: KBJAnderson.com/KATALYST
• Follow me on LinkedIn: linkedin.com/in/kbjanderson

TIMESTAMPS:

• [00:00] An introduction to Derek Roberts 
• [04:09] Sharing a vision and getting buy-in
• [08:40]Discussion about Derek's book and the training programs he offers through Integrity Solutions
• [11:18] The distinction between asking logical vs. emotional questions
• [17:19] The tension between being persuasive and avoiding manipulation
• [20:12] The power of truly listening
• [23:01] Different behavioral styles and their influence on the buying experience
• [32:15] The five areas of the congruence model relevant to sales and leadership roles
• [37:50] Derek’s journey in being more engaged and curious 
• [42:41] The impact of concentrating your energy on preparation