Michael tells us that, when trying to get someone to do something, most people engage in what he calls a “tell-and-sell” approach.
We tell them what they should be doing then we sell them on why.
Your friend needs to lose some weight? We tell them about how x, y, and z would help and then we sell them on why they should do a, b, and c. Insert the same approach for getting a relative to quit smoking, an employee to show up on time for work, etc. etc. etc.
We tell and then we sell—which would be great if it worked. But it doesn’t.
We’d be MUCH wiser to slow down and ask QUESTIONS that elicit their own (!) motivation for why they want to do something.
Michael walks us through a bunch of great examples in the book and shows us how (in 7 minutes!) we can influence ourselves and others for good. Here’s the super-quick look.
Step 1. We need to start by asking “Why might you want to change?”
Very important note: It’s not: “Here’s why *I* think you should change.” Nor is it, “Why *should* you change?” Nor is it “Why do you *need* to change?”
It’s “Why MIGHT you want to change?”
Why is that conditional “might” important? Because it’s super non-confrontational and helps our “influencee” maintain his or her autonomy. (Which, again, is principle #1 and the most important thing to this whole process! It’s not about OUR reasons why they should do something, it’s about THEIR reasons why THEY want to do that thing.)
Doing this Instant Influence process on yourself? Awesome. Q: “Why might I want to change?”
If you’re feeling it (and only if you’re feeling it—you’re the autonomous Boss here! ;), let’s pick something in our lives we might want to change that we can use as we walk through these questions, shall we?
On that front: Is there a habit you might be trying to build or behavior you’d like to change?
Hmmmm… For me, I’ll go with creating consistent time with the kids in the morning again.
Q: Why might I want to change? A: Well, I’d love to spend time with the kids while giving Alexandra some guaranteed time for herself every morning independent of the time our caregivers provide. She does so much to help me create Masterpiece Days and it’s such a great way to give back to her while consistently having great time with the kids.
You? Q: Why might you want to change? A: _________________________
Step 2: How ready are you to change—on a scale from 1 to 10, where 1 means ‘not ready at all’ and 10 means ‘totally ready’?
That’s a good question. (I’ll go with 7 or 8. How about you? :)
And now we get to the wonderfully paradoxical question:
Step 3: Why didn’t you pick a lower number? (Or, if the influencee picked 1, either ask the second question again, this time about a smaller step toward change, or ask, what would it take for that 1 to turn into a 2?)
MOST people would ask “Why didn’t you pick a HIGHER number?” But you know what that gets people to think about? The reasons they DON’T want to change.
We want to help people find the reasons they DO want to change. Therefore, we ask this weird question: Why isn’t the number lower? (Hah!)
Well, for me… I’m truly committed to being a great husband and father in addition to doing all I can to create powerfully. And, time in the morning with the kids is such a good way to achieve that that it just makes sense…
You? Why isn’t YOUR number lower?
Step 4: Imagine you’ve changed. What would the positive outcomes be?
Now we’re going to really see the positive outcomes even more clearly. Throughout the book, Michael stresses how important it is to start with the WHY rather than the HOW. We need the WHY fire of desire nice and hot before we try to figure out HOW we’re going to do something.
Me: I’m smiling as I imagine an even happier home with deeper connection and love. You?
Step 5: Why are those outcomes important to you?
Now we go deeper into helping the influencee fan the WHY flames. (Again, echo: WE are not telling them why they should be fired up. THEY are telling THEMSELVES why they’re fired up!)
Michael talks about the “five why’s”—following each reason with another “Why?” until you hit gold.
Me: Because I’m committed to actualizing my potential as a human being, striving to LIVE these ideas as an exemplar and celebrating a life of deep friendship and love with my wife and kids—BFFs!!! You?
Step 6: What’s the next step, if any?
Now we take action. How do we take the motivation and take just a little baby step? And, again, note: “if any”—that’s another way to make sure we build their autonomy. You don’t HAVE to do anything. Ever. But what might be a next step?
Me: Spend time this morning with the kids post trail. (And spend some time thinking about how I can fit it in consistently, etc.) You?
The six steps, one more time:
Step 1: Why might you change? (Or to influence yourself, why might I change?)
Step 2: How ready are you to change—on a scale from 1 to 10, where 1 means ‘not ready at all’ and 10 means ‘totally ready’?
Step 3: Why didn’t you pick the lower number? (Or, if the influencee picked 1, either ask the second question again, this time about a smaller step toward change, or ask, what would it take for that 1 to turn into a 2?)
Step 4: Imagine you’ve changed. What would the positive outcomes be?
Step 5: Why are those outcomes important to you?
Step 6: What’s the next step, if any?
So, ahem… Why might you want to try out the Instant Influence process? (And… With whom on what? :) How ready are you to try it out on a scale of 1 to 10? Why isn’t that LOWER? Imagine you’ve gotten good at using it. What awesomeness would you see in your life? Why would that be so great? Any potential next steps?
btw: Michael talks a lot about how important it is to focus on SUPER (!!!) small steps. Kinda like what we talk about in One Small Step and Mini Habits.
Our next step? Moving from clear commitment to action!