Jul 15 Master the Conversation to Influence Outcomes
If you want to lead at the highest level, you must master influence—not through force, but through finesse. It’s not about pitching an idea; it’s about guiding others toward shared alignment—shifting their thinking, engaging their curiosity, and linking what you want with what matters most to them.
Whether you’re sharing an executive summary, proposing a bold new idea, or speaking up in a strategic meeting, mastering the art of pivoting in conversation is crucial. Influence today isn’t about who talks the most; it’s about who adapts best. Here’s how to lead with agility and impact:
1. Adjust Your Style for the Audience
Influence starts with empathy, understanding not just what to say but also how your audience needs to hear it. Think about the different communication styles of your audience. I’ve noticed that there are four ways leaders receive messages. Connecting with their various styles is crucial. Here are the four styles:
- Expressively respond to enthusiasm and attention. Acknowledge these leaders. Make them feel seen in your conversation.
- Amiable: seek security. Reference trusted results and success stories: “Several other large firms in our industry have adopted this with measurable success.”
- Analytical: seek data, details, and logic. Support your point with research or analysis.
- Drivers: prioritize speed and efficiency. Be direct, focus on results, and clarify the next step.
If you want to influence a room full of decision-makers, don’t bulldoze with your favorite style—adapt your delivery to fit the audience. Slow down or speed up based on your reading of the room. (Yes, you should always be reading the room!)
2. Lead with Their Self-Interest in Mind
Many leaders make the mistake of focusing on what they want. Yet, actual influence involves changing your perspective. Ask yourself: “What matters most to this person?” Address their goals, KPIs, and overall business context.
Instead of trying to persuade them to buy into your idea, present it as a solution to their challenges or a way to accelerate their goals. Make the connections clear. High-level influence isn’t about proving how smart you are; it’s about demonstrating how your idea aligns with what they already care about.
3. Stay Present Through Active Listening
Here’s the harsh truth: you can’t influence others if you’re not truly listening to them. Yet, in high-stakes conversations, most people spend their listening time planning what they’ll say next to appear as the expert. You need to break that habit!
Great communicators know how to stay present and listen with purpose. Instead of planning your next point, analyze their words for opportunities to respond. Ask questions like:
- Could you elaborate more on that concern?
- What would turn this into a win for your team?
These questions not only show your engagement, but they also provide real-time material to adjust your message and push the conversation forward. That’s the pivot in action.
4. Speak with Confidence and Conviction
Influence isn’t about being loud — it’s about being clear, concise, and confident. When explaining the “why” behind your idea, demonstrate your belief in it. Speak with conviction and back it up with logical reasoning. You might say: “Let me explain why implementing this now is essential…” Then share your top three reasons, clearly linking each one to their goals and priorities. If you don’t sound confident, no one will feel confident about buying into your idea. Confidence sells!
5. Use Improv Techniques to Maintain Agility
Leadership conversations are rarely simple. That’s why top influencers use techniques from improvisation. Think “Yes, and…” instead of “No, but…” Here’s how it works in practice: If someone says, “I’m not sure we have the money for that technology right now,” reply with: “Speaking of investing in technology—this is our chance to get ahead. Waiting could result in further loss of market share.” To master the pivot, acknowledge their concern and reframe it with a new perspective. Keep the conversation moving forward productively without being defensive or dismissive.
The Influence Edge
Being influential isn’t about being the smartest voice in the room. It’s about being the most adaptable, intentional, and attuned. Influence is a leadership muscle—and in today’s cross-functional, hybrid, high-speed environments, it’s one of the most essential skills to develop. When you master these pivots in conversation, you don’t just sell an idea—you build alignment, gain buy-in, and influence outcomes.
To be effective in high-stakes conversations, today’s leaders must learn to adapt their approach to meet these situations’ demands. This involves customizing communication for different personality types, aligning messages with others’ priorities, staying fully present through active listening, speaking with confidence, and improvising like an improv expert. Influence isn’t about pushing harder; it’s about connecting more wisely. When leaders use these five techniques, they don’t just pitch ideas, they foster lasting buy-in.
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Sarah Hathorn, CEO of Hathorn Consulting Group, is the go-to-expert in working with leaders and companies to create successful corporate DNA. As an executive coach, consultant and speaker she collaborates globally with clients and brands such as Deloitte, McKesson, Kimberly-Clark, Sherwin-Williams, Home Depot and other leading organizations.
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