You're facing a resistant key decision-maker. How do you earn their trust and drive change?

1 Understand Concerns

When you're met with resistance, your first step is to understand the root causes of the decision-maker's apprehensions. Engage in active listening to truly grasp their perspective and concerns. This isn't just about hearing their words, but also about reading between the lines and recognizing the emotions and motivations behind their stance. By validating their feelings and demonstrating that you comprehend their viewpoint, you establish a foundation of respect that is essential for building trust.

2 Align Objectives

To move forward, it's imperative to align your objectives with those of the resistant decision-maker. Find common ground by discussing the overarching goals that both of you are aiming to achieve. This process involves not only highlighting the benefits of the proposed change but also addressing how it can meet their specific needs and concerns. When they see that their interests are considered and that the change aligns with their own objectives, resistance often diminishes.

4 Communicate Clearly

Clear communication is key in managing senior stakeholders. Avoid jargon and overly complex explanations; instead, convey your ideas in a straightforward and transparent manner. Ensure that you're not only clear about what the change entails but also about the steps involved and the expected outcomes. Transparency in communication can alleviate fears of the unknown, which is often a significant factor in resistance.

5 Leverage Support

You don't have to face a resistant decision-maker alone. Leverage the support of other stakeholders who are already on board with the change. Their endorsement can provide social proof and can help sway the opinion of the resistant party. Having allies also demonstrates that there is wider organizational buy-in, which can reduce the perceived risk for the decision-maker.

6 Offer Assurance

Finally, offer assurance by mitigating risks associated with the change. Develop contingency plans and be prepared to discuss how potential obstacles will be managed. This not only shows that you are proactive and thorough in your planning but also that you are committed to supporting the decision-maker through the transition. Offering this level of assurance can be a powerful tool in converting resistance into support.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?