What captivates your stakeholder is a heavy hand on the rudder of their decision-making.
As influencing guru Robert Cialdini notes, “The importance of attention … is importance.” Whatever is absorbing your stakeholder’s attention is, at that moment, the most important thing to them.
We amplify our influence when we identify what is consuming their attention and - if helpful - shift it.
How can we shift someone’s attention? Consider a well-aimed question, a captivating story or surfacing a problem they haven’t seen coming.