It’s the classic tale where the unlikely hero saves the day. We’ve seen it in many Hollywood summer blockbusters like Transformers, Independence Day, and Apollo 13. While most of the time these popcorn blockbusters are known for one-liners and lots of action, what you may not realize is how the unlikely hero uses classic rhetoric to save the day.
What can we learn from Hollywood about motivating others?
Rachael Taylor plays the role of computer science college student Maggie Madsen. Maggie has been able to decrypt the alien language and interpret the invading force’s primary directive; total annihilation of the earth. To get this information to the military authorities, she has to sneak into a private briefing where she does not have security clearance. When she interrupts one of the military officials who is speaking, the military official turns sharply toward her with a question.
1. Who are you? – Establish Credibility
Maggie first has to establish her credibility with the group of military experts in the room. Maggie has a plan that is bleeding edge thinking. “You need to start considering quantum mechanics… and DNA based computers.” Why should they listen to some kid that appears to have no security clearance for even being in this meeting anyway! She responds to the direct question, “Who are you?” to quickly establish her credibility and justify why everyone in that room needs to listen to her.
“I’m just the analyst who detected the hack.”
2. What are you proposing? – Give Your Plan
In another popular action movie Independence Day (the original in 1996), Jeff Goldblum plays scientist David Levinson. While everyone respects his credibility enough to listen to his plan, they all think that is seems a bit crazy. No one is willing to seriously consider his plan until he adds one more piece to his credibility. He shows them all that the old alien spaceship can still fly! He is a credible source for a plan and all is not lost!
3. Why should I care? – Create Emotional Buy-in
But to adopt any crazy plan, the audience always needs one more question answered. That one question is “Why should I care about your plan?” This question needs to generate a strong feeling to create movement. With a strong feeling attached, the audience will be willing to act on your plan, even if it seems a bit outrageous or hopeless.
In the popular movie Apollo 13, Ed Harris plays Mission Control Commander Gene Krantz. His astronauts are stranded in space and it looks like they will run out of oxygen before they make it back home. Gene doesn’t offer a full plan to save them, but he does provide some direction to get them started. Then, he leaves them with a heavy dose of motivation to generate the feeling needed to achieve success while facing enormous obstacles.
How can we use this in sales and leadership?
As a leader and a sales professional, you will find yourself in situations requiring influence. You want to convince your prospects of the merits of your services, or you want to influence your team to take on a new project that will require a strong effort to be successful. Don’t forget the three key pieces to move your plan forward:
- Establish yourself as a credible source
- Provide a logical plan with next steps
- Generate a strong feeling to create movement
While each of these appeals can be used separately, they are most potent when used together. Include these three pieces in your next sales presentation or leadership meeting, but leave the cheezy one-liners at home.
Russ
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