What is Charisma?
Think of someone you admire for his or her charisma. What makes that person so mysteriously compelling? In all likelihood, you’re picking up on three things:
Conviction: There’s a powerful energy that springs from their commitment to an idea. They see clearly what others see only through a clouded looking glass. In many cases, their inner power transcends rank and status, as when Gandhi brought down the British Empire with the force of his devotion to justice. In theory and in practice, a salesperson can be more charismatic than a CEO if the salesperson is tapping into a deeply held and consequential truth.
Connection: They are keenly attuned to the dynamics in the room. They notice shifts in group energy, spotting anomalies or adjustments in body language and voice. They are adept at responding to these real-time signals, surfacing sentiments that are lurking beneath the surface and integrating them into the moment. That’s how the best stand-up comedians work with hecklers to build rapport with the crowd. It’s how a salesperson addresses unspoken doubts to establish credibility with decision-makers.?
Care: They are genuinely interested in the wellbeing of the audience. They encourage people’s dreams, sympathize with their failures, and assuage their worries. Effective political leaders make even the masses feel as if they are seen and heard, as when Martin Luther King touched the hearts of his followers by referencing?songs and spirituals that were piece parts of African-American folklore.?Salespeople who take the time to appreciate the lived reality of the client organization bring a level of empathy that is difficult to feign.?
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For those who are cultivating influence skills, each of these elements can be a lifelong practice. Coordinating and balancing them even more so. To prepare for the next big meeting, ask yourself the following:
What is the core idea that moves me? How can I help them see its importance?
What are tacit objections I should anticipate? How can I call them out in a constructive way?
What is the dominant emotion at this time? How can I show I feel it, too?