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The Influence Advantage Checklist

John Ullmen, Ph.D.

Its often challenging to influence others, who have their own concerns, priorities, and agendas.

To be successful, its important to use the best methods to influence others on their own terms.
Remember, your frustration isnt their motivation!

The Influence Advantage Checklist summarizes a list of proven influence methods. Airline pilots, even
after decades of experience, go through a checklist every time before takeoff to ensure they dont miss
something important. Use this checklist the same way before your important influence events. Refresh
your awareness of the full range of influence methods and pick the ones that most apply to your situation.

For critical steps to take before using the checklist, remember to review the Chapter 1 videos What the
best influencers do before they influence.

Also, watch the Chapter 2.1 video that covers how to use the checklist.

Before your important influence attempts, go through each method on the checklist and ask:
(a) Which methods apply to the people in my situation?
(b) Whats the best way to apply each method? (Remember that the videos include several specific
ways to apply each method.)

See the full list of methods on the next page.


Methods earlier in the list are often linked to near-term persuasion.
Methods later in the list are often linked to longer-lasting commitment.

After youve chosen the methods to use for your situation and planned your initial approach, see the
video immediately after the checklist that covers what to do if you encounter objections.

Also remember the best influencers realize every interaction is an opportunity to make future influence
even stronger. To create the best influence approach, be sure to check out the Chapter 3 videos How to
make your influence welcomed and wanted.

Thank you, and best wishes in your endeavors to influence others for great results!

Influencing Others with John Ullmen


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Here are the 18 influence methods, each of which is explained along with action steps in the Chapter 2
videos.

1. Provide rational analysis 2. Cite credible sources 3. Reference legitimate


policies, rules, or standards

4. Establish urgency or scarcity 5. Demonstrate pain & gain 6. Build alliances and coalitions

7. Use social proof 8. Initiate reciprocation or 9. Encourage commitments &


exchange consistency

10. Present striking comparisons 11. Add impact to your ideas 12. Align with shared values or
or contrasts principles

13. Connect to strategy or high 14. Build rapport, relationship, 15. Like and be likeable
level goals and trust

16. Request help or advice 17. Be influenceable 18. Lead by example

Influencing Others with John Ullmen


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