How to Influence Stakeholders Effectively

Learn 7 key strategies to enhance influence and communication with non-technical stakeholders in sales.

When Dario, the Head of Sales, insisted on not mentioning “PowerBI” in our business intelligence project discussions, it puzzled me and highlighted a critical gap in our communication.

This scenario is typical for product managers, as we often navigate the delicate balance of translating technical terms into business outcomes for non-technical stakeholders. Understanding the art of influence is essential to addressing such challenges and steering them toward productive collaboration and strategic success.

#1. Establish a Confident Presence

Establishing a confident presence in remote interactions is crucial, even when you’re not physically in the same room. I should have done better here. I was not prepared to turn my camera on. Ensuring that direct eye contact was maintained for my virtual meetings with Dario could have helped project confidence and engagement.

Things that did work for me in the past:

• Keep your background professional and minimize distractions to maintain focus on the conversation.
• Speak clearly and deliberately to enhance your presence; it demonstrates your full involvement and commitment to the discussion.

These visual and auditory cues are vital for conveying confidence and professionalism in a remote setting.

#2. Assert Your Authority

Become the go-to authority in your discussions by not just having answers but also by questioning effectively. I should have probed deeper when Dario avoided “PowerBI” instead of conceding. Asking insightful questions would have revealed his concerns and allowed me to address them directly, solidifying my role as a knowledgeable leader.

#3. Focus Your Expertise

Narrow your focus to become known for specific expertise that adds value to the discussion. In my case, specializing in seamlessly integrating business intelligence tools could make me indispensable to Dario and his team, enhancing my influence over project decisions.

#4. Use Silence Strategically

Utilize pauses in your dialogue to think and formulate thoughtful responses. During my discussions with Dario, employing silence after his objections could have given me the upper hand, making him more likely to elaborate on his initial statements, which would provide me with more information to work with.

#5. Emphasize Process Over Solutions

When conflicts arise, like the one with Dario, shift the focus from immediate solutions to finding a solution. This approach de-escalates tension and showcases your leadership in guiding the team through complex situations.

#6. Evaluate Critically

Constantly critically assess the information shared by stakeholders. Use your expertise to challenge and refine the input from Dario and others, ensuring that all decisions are well-thought-out and evidence-based.

#7. Command Respect Through Boundaries

Learn to say no when necessary, especially when requests conflict with strategic goals. By respectfully declining tasks that don’t align with the project’s direction, you demonstrate your commitment to quality and efficiency, which fosters respect from stakeholders like Dario.

How can you apply these strategies to enhance your influence and project success in your next interaction with a non-technical stakeholder? Share your thoughts and experiences in the comments below. Your insights will offer you professional visibility among peers and leaders in the Medium community.

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