Stating: Right to the point
A powerful tool for influencing others is ‘stating’: going directly to the point or request, without offering an explanation beforehand.
Executed correctly, this approach to communication and influence is clear and efficient: it saves time and the listener knows exactly what is on the speaker’s mind.
Contrast stating with a logical argument, which usually ends with the conclusion or request: “… therefore, I would like a raise.”
Stating turns that upside-down by beginning with the request or conclusion, then filling in the rest of the argument as needed: “I would like a raise…”
This approach demonstrates confidence and assertiveness, because the speaker knows how to state the point succinctly and then be silent.
That is not the end of the conversation, of course. The listener may agree or disagree, ask questions, or delay. But the listener knows exactly what the speaker wants, without listening to a lot of unnecessary detail first.
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Stating is how we instinctively communicate in a crisis — ‘Exit immediately through the side door’, for example— and can also be effective with senior leaders in the right context, because it saves time. Senior leaders state a lot.
There are two particular challenges with stating effectively. One is precision: effective stating gets to the point quickly and economically, without extraneous detail or vague language. The idea is to ‘cut to the chase’, not meander or pontificate. So in this instance less — fewer words — is more.
Another challenge is being quiet: making the statement, then remaining silent while the other person digests what was said. This can be tricky, but much of the impact of stating comes from the silence that follows the statement.
Two more caveats: this technique can seem abrupt in certain circumstances, so be courteous and respectful. And be aware of cultural sensitivities: stating can work like a charm in New York City, but it won’t go over well in the Far East or the Middle East. Be judicious.
Click on the link below to learn more about stating to influence others.
Mark Brown is a leadership educator and author based in Lisbon, Portugal. He likes to swim and play the piano, but not at the same time.
Contact Mark at www.time4clarity.com.
