The Essentials: Persuading People

Women at Work

Harvard Business Review

Hbr, Entrepreneurship, Business/management, Careers, Progress, Harvard, Business/entrepreneurship, Workplace, Human, Management, Resources, Gender, Women, Business, Business/careers, Equality

4.8 • 1.5K Ratings

🗓️ 11 April 2022

⏱️ 36 minutes

🔗️ Recording | iTunes | RSS

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Summary

We all need to sell others on our ideas and offerings. Oftentimes that requires planning, perspective taking, and patience. A social psychologist highlights principles and tactics that’ll help you preempt colleagues or clients from doubting your expertise and get them to start or stop doing something.

Transcript

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0:00.0	Once your business gets to a certain size, the cracks start to emerge.
0:05.0	Things you used to do in a day take a week.
0:08.0	You deserve a customized solution, and that's NetSuite.
0:12.0	Learn more when you download NetSuite's popular KPI checklist,
0:17.0	absolutely free at NetSuite.com slash women at work.
0:21.0	That's NetSuite.com slash women at work.
0:25.0	You're listening to Women at Work from Harvard Business Review.
0:32.0	I'm Amy Gallo.
0:34.0	Raven Hoffman, like a lot of us, is trying to figure out how to better persuade others.
0:42.0	She works in the construction industry as a senior estimator at a tile and stone contractor.
0:47.0	I spend my entire day looking at blueprints, pricing things out,
0:52.0	through convincing guys I do know what I'm talking about,
0:55.0	telling the guys what to do so that they do it right when they get to the job.
0:59.0	Not much time at my desk.
1:01.0	I get up and I'm out in the warehouse looking for stuff I'm on the phone calling people.
1:05.0	Most of my day is putting out fires.
1:08.0	Construction is one of the most male dominated industries in the world.
1:12.0	Raven has been in it for 20 years, thriving, and with no plans to leave.
1:17.0	Lately though, she's been struggling with a new important part of her job.
1:21.0	Selling people she hasn't met before, undoing business with her and her company.
1:26.0	Conversations and meetings she's initiated haven't consistently forged the sorts of trusting relationships that lead to contracts.
1:34.0	But Raven's determined to become more persuasive, with perspective and existing clients,
	...

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