Gahanna-Lincoln High School
Author(s): Michael Pantalon
APA Style Citation:
Pantalon, M. (2011). Instant Influence: How to Get Anyone to do Anything—Fast. New York: Little, Brown and Co.
Influencing someone to change can come in many forms – fear, extrinsic motivation, intrinsic motivation. The key to successful change/influence comes from getting people to understanding their own reasons for wanting to change. People are unlikely to perform a behavior because someone of another person’s orders. An individual will only change for his/her own reasons. The secret is to get people to discover their own reasons for doing something - even something they thought they didn’t want to do. As the influencer, you help not by telling them why they should change, but by asking them questions about why they might want to change.
Below are some of the questions that might lead a person to change:
1. Why might you change?
a. For example, why might you get a twitter account as a teacher?
2. How ready are you to change – on a scale of 1 to 10 with 1 meaning “not at all” and 10 meaning “all in”?
a. This is more so for the person to gauge how motivated they are – likely people don’t say one; therefore the influence will hopefully see they are, in fact, at least a little bit motivated.
3. Why didn’t you pick a lower number?
a. Point here is to try to get the person to think about the reasons they are motivated; to show them that it is not all that bad.
b. If they say one, ask what would it take to move that number to a two?
4. Imagine you’ve changed. What would the positive outcomes be?
a. Trying to get the person to see how it would benefit them.
5. Why are those outcomes important to you?
a. Trying to make it even more personalized – how they can get something out of it.
6. What’s the next step?
a. Trying to put action to words. At this point your objective is to get the person to exhibit some sort of meaningful action toward change.
Other Related Resources:
GMC weekend clip interview with Michael Pantalon
Psychological Concepts and Figures:
· Positive Psychology