When it comes to influencing others — whether in leadership, sales, or relationships — there’s a powerful two-part strategy at play. If you want to consistently convince someone, you need to understand two key things:
- What sensory information they require to feel convinced.
- How frequently they need that input to stay convinced.
These two elements shape how people build belief, make decisions, and develop trust.
How Do You Know When Someone Is Good at What They Do?
Think about it for a moment. How do you know someone is truly good at their job?
- You see them perform
- You hear positive things about them
- You experience it by working alongside them
- You read about their success
For most of us, it’s a combination. Maybe you believe in someone after watching them in action and hearing strong endorsements from others.
Understanding this is critical. Because every individual has a preferred way of taking in information — visual, auditory, kinesthetic, or reading-based. When you identify the sensory pattern someone responds to, you can align your communication in a way that lands more effectively.
How Often Does Someone Need Proof Before They’re Convinced?
The second part of the equation is frequency. Some people are convinced:
- Immediately
- After seeing something a few times
- Only after long-term consistency
- Through ongoing reinforcement
Take relationships as an example. For some, one clear expression of love or loyalty is enough — they’re convinced for the long haul. For others, it needs to be reaffirmed regularly, sometimes daily.
In leadership, this plays a critical role. If you're responsible for a team, one of the most valuable states you can build with your key people is trust and rapport. When your team knows you genuinely care, they’ll show up with greater effort, commitment, and performance. If they don’t trust you, they’ll hesitate to deliver — even if they have the skills.
