5 Teknik KOMUNIKASI untuk Bisnis & Karir

Summary

In this video, the speaker teaches the art of influence, a crucial skill for negotiation and leadership. He explains a five-step process: 1) Know Your Customer (KYC), where you research personal and professional details to understand the person you're influencing; 2) Build rapport by making genuine compliments and establishing a connection; 3) Establish credibility through shared experiences and accomplishments; 4) Use a 'bridge' to smoothly transition into making your offer; and 5) Make the offer with confidence, ensuring it feels like a win-win situation. The speaker emphasizes the importance of using this skill ethically for positive purposes only.

Takeaways

• 😀 Understand the importance of 'Know Your Customer' (KYC): Before influencing anyone, deeply understand their personal preferences, hobbies, and lifestyle—not just their business needs.
• 😀 Build rapport first: Genuine compliments and showing interest in the other person’s life help create trust and comfort.
• 😀 Use behavioral psychology to influence: People are subconsciously influenced by things like body language, tone, and familiarity. These can be strategically used to influence behavior.
• 😀 Credibility matters: It’s important to show that you are not just likable but also competent and trustworthy. Share your experiences and successes subtly to build professional trust.
• 😀 People dislike feeling manipulated: Always aim to offer value in a way that feels like a natural exchange, not a one-sided transaction.
• 😀 Make offers after building relationships: Only after trust and credibility are established should you make a formal offer or ask for something.
• 😀 Always maintain a genuine approach: Fake compliments or insincere behaviors can be easily detected and can harm your efforts to influence others.
• 😀 Use small details to your advantage: Things like your appearance, body language, and even the way you dress can subtly influence how people perceive you.
• 😀 Smooth transitions are key: Before making an offer, bridge the conversation in a way that makes your intentions seem like a win-win for both parties.
• 😀 The five steps to influencing: 1) Know your customer, 2) Build rapport, 3) Establish credibility, 4) Bridge the conversation, and 5) Make the offer. Each step builds upon the previous one.

Q & A

What is the 'art of influencing' as described in the video?

The 'art of influencing' refers to the ability to persuade or guide others to take actions that align with your desires or needs. It involves using psychological and sociolinguistic techniques to understand and influence people's behavior and decisions in a way that benefits both parties.

Why is it important to 'Know Your Customer' (KYC) in the context of influencing others?

Knowing your customer (KYC) is crucial because it allows you to understand the person you're trying to influence. By learning about their likes, dislikes, communication style, and personal details, you can tailor your approach to connect with them more effectively and achieve your desired outcome.

What is the role of building rapport in influencing people?

Building rapport is a foundational step in influencing others. It involves creating a positive and genuine connection with someone, making them feel comfortable and appreciated. By offering sincere compliments, demonstrating empathy, and showing interest in the other person, you can gain their trust and increase your influence over them.

How does 'credibility' affect the process of influencing people?

Credibility is vital because, once you've built rapport, people need to trust your competence and character. Establishing credibility involves sharing relevant experiences, achievements, or knowledge that demonstrate you are capable and reliable. This helps people believe in your ability to deliver on your promises.

What is the 'Bridge' step, and why is it necessary?

The 'Bridge' step refers to transitioning smoothly from building rapport and credibility to making your offer. It's important because it prevents the other person from feeling manipulated or that you only have selfish motives. By framing the offer as the beginning of a mutually beneficial relationship, you ensure the conversation flows naturally.

What is the key difference between building rapport and credibility in the influencing process?

Building rapport is about making the person like and trust you on a personal level, while credibility is about demonstrating your professional competence and reliability. Both are essential, but credibility focuses on establishing your expertise, while rapport ensures the person is open to your influence.

Why is it important to avoid coming across as 'trying too hard' during the credibility-building phase?

Trying too hard can make you seem insincere or overbearing, which can damage your chances of influencing the person. Instead, credibility should be built naturally by sharing relevant stories, experiences, and achievements in a way that fits the conversation, without bragging or forcing the narrative.

How does the influence process change based on whether you're dealing with a new acquaintance or a long-time friend?

When dealing with a new acquaintance, it's crucial to start with building rapport and establishing trust quickly. For long-time friends, you can skip some of the initial steps since you already have a history of rapport, but you still need to reinforce credibility and the mutual benefits of your offer.

What are some examples of how to 'smoothly' transition to making an offer in a conversation?

A smooth transition involves weaving the offer into the conversation naturally. For instance, if you’ve been discussing business success, you could mention how you’ve encountered a specific problem that aligns with what the other person’s business does, followed by a suggestion for collaboration. This makes the offer feel like part of a mutual discussion rather than a forced request.

How can you ensure that your influencing skills are used ethically and not for manipulation?

Ethical influencing is about mutual benefit. It’s important to ensure that the person you’re trying to influence is fully informed and that your intentions are transparent. If your aim is to help both parties achieve a positive outcome, your actions will not be manipulative. Always remember that if the goal is to harm or deceive others, the influence techniques should not be used.