One of the best influencer's of our time is by the name of Gerry Spence.
He has an almost unbelievable track record as a lawyer. Out of hundreds of criminal trials, he has never lost one!
One of his secrets to influence is his incredible ability to gain credibility. But how?
Is it by showing people the fancy letters after your name? Or showing off all your certifications? Or maybe how many years you’ve been in business?
These things may help a little but they don’t guarantee credibility. So what’s his secret?
Telling the truth.
Pretty shocking, coming from a lawyer, right? You see, most people can tell when we are not being honest.
Maybe you’ve had the experience where you couldn’t quite pinpoint but someone “rubbed you the wrong way”.
Sometimes you don’t know why other than a gut feeling. In most cases this was due to an incongruence in their communication. Maybe their words said one thing but their body language or facial expression said another. For the most part people are good at picking up this “incongruence”.
That means we can have all sorts of persuasion tricks up our sleeve but if we can’t convey "believability" our ability to influence is gone.
“To win we must be believed. To be believed, we must be believable. To be believable, we must tell the truth, the truth about ourselves – the whole truth”- Gerry Spence
How do we become believable?
We express our fears, our feelings, and our hopes. We share with people how we’re feeling about a particular situation our hunger, ideas, even insecurities.
Spence was known for even telling the entire courtroom his viewpoint and even admitting that he was afraid at times (which was totally true)!
This built an immense amount of rapport and they could entrust in him much easier as a result of it.
Research shows that the number one quality people are looking for in leaders is not being an expert. It’s integrity.
They want someone who deeply cares, someone they can trust, someone who is authentic, someone who they can rely on. To gain this level of credibility, share your emotions when communicating with them.
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