Why can’t we get what we want from people? Could be they don’t want to be bothered giving it to us. But more frequently it has to do with all kinds of external situations we aren’t aware of.
The answer? Learning what triggers a response in someone.
For example, if someone constantly micro manages and wants to have control, realize he’ll give you what you want more quickly if he feels like he’s in control. You might do this by explaining how important the information you need is to the company and then asking when it would be convenient for him to get it to you.
If the trigger is looking good in front of the team, push that button, etc. Knowledge is power and taking the time to see what influences someone gives you an amazing amount of information.
Take time to learn what this person needs the most, as well as what his or her biggest frustrations are. This is different from where we were looking at what information someone reacted to. Here we’re looking at what needs drive someone, as well as what their greatest concerns are.
So when we are trying to get the sales team to meet our deadline, and we know they need to be the center of attention, we have good information to work with. How? By calling them an extra time to say how much we appreciate their help, earning some brownie points by telling others about how creative and energetic they are (and making sure they hear about it) or starting a new program for on-time information, in the form of a wall chart that everyone sees.
Sound extreme? Wouldn’t you rather spend a little time and energy creating a program that will continue to work for you, or be right, than continue spending energy trying to get action on your request?
Give them what they want. Reciprocity is “I’ll do something for you and you will do something for me.” Everyone’s a winner. Stephen Covey calls it making deposits, but whatever way you want to define it, when you approach people by giving them what they want it makes it much more difficult for them to decline your requests.
Also, ask specifically for what you need. If you need a complete breakdown of activities for a conference your company is holding, but you just mentioned you needed an itinerary of activities, you won’t get what you need. We get stuck assuming we are on the same page when we’re asking for something, and this very often results in us getting something else, but not what we really need.
Finally, reward them! This doesn’t have to be financial rewards, but if someone moved heaven and earth to get something to you on time, then a box of cookies or something similar will go a long way. I’m not suggesting we bribe people to do their work effectively, but we all love that extra something, whether it’s a thank you, a pat on the back, or a box of Godiva chocolates.
Best regards,
~ Jennifer
Post a Comment