What are the best influence techniques to overcome objections from senior leaders?

"I understand, but..." isn't active listening. Instead, verbalize their perspective in your own words - even if you don't agree with it. It might sound like, "The way you see it, we can't afford the extra headcount." If the conversation starts to feel like a broken record, it's a warning signal that they don't believe you understand them.

The best sales people understand your need, your challenge, your objective or your pain. Deal with the case as selling a product, this will allow you to tailor your pitch accordingly.

The first step is to show that you care about the senior leader, his/her perspective, goals, and priorities. When you are considered an aid rather than a threat, you stand a greater chance to be heard and have your ideas considered seriously.

Put your self in their shoe! A leader needs a remedy to certain business pain, not a pain killer. Embrace their problem as your own, and make sure to make them feel your passion about it, and about solving it. This is the first step to gain their engagement in your conversation. Be prepared with pre studies questions regarding the topic, and show appreciation to their comments and even objections. Be honest, and do not over promise, they know the challenges already.

A quick "Pros and Cons" list of why the Senior Leader should consider doing something and why perhaps not helps. Leaders need to understand that you understand the big picture and the potential for both rewards and risks. Make sure the "Con" side is not empty. Showing that you understand their POV is very important. And if you can really speak to the company benefits of doing something - you are much more likely to have your idea pushed through.

Leaders are not one size fits all. Important to know your leader, their preferences, patterns and emotions. Are there times of day when they seem more amenable? Do they prefer charts and graphs, visuals, etc. Are they swayed by the opinions of peers? Are they distracted? Sometimes underlying a 'no' is a resistance to giving your proposal mental space and time.

Know the facts, the data, show up with the receipts. Be very clear and researched on the WHY. Be ready with the benefit of the outcome and have proof. You need these things otherwise what are you even doing, you know? That’s step one. Step two is you need to be all in for your idea. I am not a salesy human which is probably weird for a marketer to say, but what I am is a passionate human. I need to be able to personally vouch for what I’m pitching. And I need to follow up and follow through.

I guess an important method is not to act as if you are on cloud 9! Be realistic in the proposal, what can be done and what can not be done! Use "SWAT" in an indirect manner, as being integrated in your business proposal, to get quick wins and to gain necessary time for your challenges. Figures are persuasive, but a little passion, some belief in the case, along with rationalism is a game changer.

You won’t change a leaders mind by lecturing them! At the end of the day, when people have objections, they want those fears to be seen, heard and valued. Here’s some great questions to ask to encourage buy-in: 1. I’ve presented a few things to you, can you tell me what I’ve missed or haven’t considered? 2. Say more about your ideal approach to this. 3. How do you see this playing out? 4. What alternative approaches could work here? 5. Is _____ something you’re willing to pilot with a small group? 6. What ideas do you have to mitigate the risks you’re concerned about?

Drawing on some of the research of Dr. Ethan Burris (UT-Austin) sometimes going through others to influence can be incredibly effective. Say that you want to get your manager to see your point of view on an issue or take an action. You could give your manager your point of view, but you could also find 2-3 other people who you know your manager trusts, and you could either get them on board with your point of view, or, you could talk to them and get them to share this line of thinking with your manager. Even if you don't necessarily do the heavy lifting, by working through others you can still get to the outcome that you want

Consider making this Step Two. Emotion, not logic, drives most decision making. Take a look at books like Switch, by Chip and Dan Heath.

Absolutely. Step 1, plant the seed of your idea to start the conversation. Step 2, days later, follow up to see if they've given it more thought (hint: they have.) Step 3, Request a meeting on it and show up with a list of big picture benefits and downsides and how YOU personally will ensure the success of the idea. Let that simmer at least 1 day and let them know you are hoping for a decision in the next 2 days. Step 4, Follow up - restate your case (summarized) and ask for the decision. All of this will show that you are really committed to ensuring this idea will be taken seriously.

A manager of mine once said "Don't wait for the next meeting to update me on an important project". And i have learned my lesson ever since. Thanks to technology, there are many ways to communicate now. When there is an important milestone with powerful impact update, better communicate at once, so either mitigative actions are taken or change in plans considered. For follow up, best with pre-communicated short bullet periodic meetings to discuss written reports via e-mails on weekly bases.

When proposing new ideas or avenues to senior leaders, it is important to show them how these ideas fit into the overall structure of the company and how they support the company's growth goals. One way to overcome potential objections is to demonstrate strong connections to the company's identity and future success.