Influencing can be helped through mirroring
Influencing can be helped through mirroring

We’ve discussed before about the power of mirroring. How we can make a colleague or a client feel more comfortable with us by being a bit more like them. We all think we are the norm, and when we meet people like us we tend to get on with them much more easily.

When we mirror we encourage the person to think we are like them.

Analytical people, or rather people who have an analytical approach to work, have characteristics which can be consciously mirrored. Assuming we are not already analytical.

The following are broad generalisations which may not be true for every analyst. This is merely a list of characteristics to look out for.

Analysts are driven by accuracy. They like to be correct in their work. Achievements are defined by being proven accurate. They tend to require detail, lots of it, or if possible all of it. They may appear serious but can also have a dry wit. They do not enjoy the company of fools but rather they respect knowledge, expertise and experience. Opinions are formed on the basis of evidence and logic. They may be perceived as being slow to make decisions, but this is because they are driven by making the right decision and ‘only fools rush in’. They may be perceived as slow in their work but again this is driven by a requirement to do the job well.

If we choose to mirror the analyst we need to be a bit more like them. We must make sure arguments are substantiated with facts. References to research are typically well received.

We need to be well prepared, especially for the detailed questions they may ask.

We need to set our expectations that the analyst may need time to consider our ideas or suggestions. We need to provide access to all the available background data.

Influencing skills – mirroring an analytical person

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