In an interview on enterpriseengagement.org. Dan Pink is asked “Of all the things you talked about, what is the most important element to work on if you’re hoping to improve your ability to persuade and influence?” His answer is servant leadership.
He says that people should serve first and sell second. He says that in serving first it gives you the legitimacy to sell. He encourages people when they are selling or persuading to get out of their own head and get into the customers. Pink wants you to take into consideration the customers needs and wants, rather than your own. He says to really think about what you can do to serve their interests. It is better if the customer trusts that you are going to do what is best for them.
Pink also says that there are two key questions for you to focus on. the first is “how does that make their life better?” and “how does that make the world better?” He says that if these two questions are focused on then you do not even need to sell at some level. If you serve first and build the trust and the customer knows that you have their best interests at heart then you can sell, persuade, and even influence next. Putting yourself in the position of service and accommodation can actually make you more persuasive and influential.
I think that this is very true and can go a long way in life. It does not just have to be in a sales role either. I think that the servant leadership can touch everyone everywhere. The people that we trust in leadership roles are usually servant leaders. I see this for myself, that the people I look up to and follow, I do so because I know that this person would not lead my down the wrong path.
BoweryJE22