Quick promise: Stop recycling generic advice. High-level influencers use a few precise habits that get attention, build trust, and close deals. Here are five clear, practical strategies you can use right away.
The problem in one line
You’ve learned the theories—empathy, body language, active listening—yet your best ideas still go unnoticed in big meetings. The missing piece is using targeted tactics that match what decision-makers actually care about.
1) Speak to the “Eager Want” (What they want, not what you want)
What it is: Focus on their deepest motives—money, status, safety, or recognition.
Why it works: People act when something satisfies their personal interest (WIIFM: What’s In It For Me).
How to do it (steps):
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Before you speak, ask: “What does this person want most right now?”
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Phrase the problem in terms of loss or opportunity for them.
One-line example: “You’re losing repeat buyers because shipping is unreliable.”
2) Ditch the Title — Lead with the Benefit (Nutshell Résumé)
What it is: Replace job descriptions with a short benefit statement.
Why it works: Titles are vague. Benefits are memorable and useful.
How to do it (steps):
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Prepare a 10–12 word résumé: what you do for people.
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Use it as your opening sentence in new conversations.
One-line example: “I help people moving to our area find the perfect first home.”
3) Command Respect with Presence (Big Winner Stance)
What it is: Use posture, eye contact, and a measured smile to project confidence.
Why it works: Nonverbal signals set the tone in the first 10 seconds.
How to do it (steps):
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Stand/sit tall, head up.
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Hold eye contact a beat longer than usual.
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Smile slowly and sincerely.
Quick tip: Practice a calm, steady breathing pattern for 30 seconds before speaking.
4) Negotiate for Understanding (The Deep-Listen Loop)
What it is: Listen to clarify—not to wait your turn. Turn opponents into collaborators.
Why it works: People trust ideas that show you truly understand their needs.
How to do it (steps):
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Ask open questions to reveal values and priorities.
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Summarize what you heard (facts, feelings, goals).
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Ask, “Did I get that right?” — then respond.
One-line example: “So you’re most worried about brand risk and timeline—is that correct?”
5) Make Them the Hero
What it is: Start sentences with you or we so the listener feels central.
Why it works: Everyone wants to feel important; making them central increases buy-in.
How to do it (steps):
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Reframe results around the listener: “You’ll see…” or “You’ll be able to…”
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Give sincere, specific compliments tied to results.
One-line example: “You’ll see a 15% revenue lift when this launches — it proves your team’s leadership.”
30-Second Template
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Hook (problem in their terms): “Right now, we’re losing 8% of repeat buyers due to unreliable shipping.”
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Benefit (one-sentence solution + outcome): “Switching to Carrier B and weekly routing checks should cut that loss by half in two months.”
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Impact (make it personal): “You’ll see higher repeat revenue and fewer complaints—proof that we’re improving customer trust.”
Final checklist — use every time
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Did I open with their problem? ✅
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Did I state a single clear benefit? ✅
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Did I add one concrete fact? ✅
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Did I close with “you” or “we”? ✅
Practice these five moves until they feel natural. CEOs don’t read more books—they use fewer, sharper habits. Start with one strategy this week and add the others as you build confidence.