When it comes to influence, the million-dollar question every leader must answer is:
👉 “Why will someone do what I want them to do?”
The reality is simple—people take action based on their own reasons, not yours. If you want to be an influential leader, executive, or business professional, you must master the art of understanding what drives others before you can effectively inspire action.
At Bentley Consulting Group, we coach leaders to build influence through connection, trust, and active listening—not force or authority. Let’s explore the foundation of true influence and how you can apply it to elevate your leadership.
You’ve likely heard the phrase “What’s in it for me?” (WIIFM). It’s a fundamental principle in sales, leadership, and human psychology. Too often, leaders focus on what they want rather than taking the time to understand what matters to their audience.
🔹 Influence isn’t about pushing people to do something—it’s about showing them how their goals align with your vision.
🔹 Active listening is the key to uncovering those motivations, aspirations, and desires.
When you master active listening, you can tailor your message to resonate with others and inspire action.
No one likes a pushy salesperson—and the same applies to leadership. Influence is not manipulation. Instead, it’s about:
✅ Asking great questions
✅ Understanding motivations
✅ Creating mutual benefit
In life and business, you are either:
1️⃣ Being influenced,
2️⃣ Influencing others, or
3️⃣ Completely out of the game.
If you want to drive change, grow your career, and lead effectively, you must actively shape your ability to influence others—and that starts with listening.
When you commit to being a great listener, here’s what you gain:
1. You Gain More Control Over Your Influence
🔹 By listening first, you can align your message with what others value.
🔹 You can offer resources, access, knowledge, or support—things that truly matter to them.
🔹 The more aligned your approach, the stronger your ability to persuade.
2. You Discover Common Ground & Build Trust
🔹 Through listening, you uncover shared values, experiences, and goals.
🔹 Trust is the currency of influence—when people feel heard, they’re more open to collaborating.
3. You Ask Better Questions & Drive Meaningful Conversations
🔹 Listening helps you craft insightful questions that reveal what someone really wants.
🔹 When you ask the right questions, you find solutions that work for both parties.
4. You Paint a Clear Vision of the Future
🔹 Influence becomes easier when you show people the benefits of taking action.
🔹 When they can see a clear, positive outcome, they’re more likely to support your ideas.
At its core, influence is about connection. When you take the time to truly understand people, you create a trust-based relationship where both parties win.
🔹 Influence is NOT about what you want.
🔹 It’s about showing others how your goals align with what they already care about.
✅ Want to become a more influential leader? Start by listening.
