Influencing Styles: Being Organized and Systematic at the Same Time
Systems and thinking-centered types, or what we have called “Regulators” for short, are usually steady, conscientious, practical people who like to get things done in a quiet way with the minimum of fuss. When opening a discussion with a Regulator, we therefore need to be careful not to overpower them with ideas or your body language. What impresses Regulators is the ability to get to the point in a logical and matter of fact way.
Influencing a Regulator starts before the conversation begins. This may not always be possible but will pay off with dividends if you can. Regulators like to have all the facts and will be impressed if you can provide them beforehand – it also gives them a focus for interaction. Regulators like to know where they stand from the beginning.
Some particular steps you can take with Regulators are:
- Prepare carefully for your meeting or discussion – send some pre-reading if you have time.
- Make a time to see them – don’t just drop in.
- Provide sound reasons for your discussion – not just a loose, free-ranging or ‘cosy chat.’
And in practical terms, all of the following approaches are likely to work well:
- Don’t waffle – be clear and factual in your interactions.
- Think before you speak and focus on one issue at a time.
- Don’t introduce additional material or ‘off the cuff’ ideas.
- Use the Who, What, Where and When to ensure your opening remains on solid ground
- Use deliberate pauses to give yourself time to think before you respond! If you find this difficult … silently count to 5 while maintaining eye contact before you respond.
- Summarize the Regulator’s comments or questions (if any) with a focus on the facts.
The featured video clip is a short excerpt from the ReadyToManage, Rapid Skill Builder eLearning program, Influencing Others: An RSB eLearning Course.