5 Ways to Influence Business Partners Using Multi-Step Communication
Multi-step communication consists of predefined processes crafted to create a specific response and/or outcome. This communication type is often used in conflict resolution, difficult conversations, change management, motivation, and other related activities. At their core, however, they are influence vehicles generic enough to be used in situations of all types. 1. Problem/Vision Statements Within a business setting, this technique is primarily used to gain approval and/or funding for a specific project. The “problem statement” defines the issue that must be solved, and the “vision statement” describes the desired end-state once the problem has been corrected. The format for each statement is shown below: Problem statement: The problem is _____, resulting in ______, thereby causing ______. Vision statement: It would be great if _____, allowing us to ______, thereby having the effect of _________. For example, if the VP of sales wants funding to upgrade the company’s customer relationship management (CRM) system. The VP could say: Problem statement: The problem is the CRM system is running slowly, resulting in inefficiencies in our sales process, thereby causing lower company revenue. Vision statement: It would be great if we upgraded the CRM software, allowing us to increase sales personnel efficiency, having the effect of increasing company revenue. The concept is that the problem causes feelings of anxiety and urgency, and the vision describes the problem-free future state. The trick is to get decision-makers to buy into the problem statement. Then it is easier to influence them to approve the funding or solution. 2. Fear/Protection The Fear/Protection [...]