@geoffketterer: People are far more likely to act in line with who they believe they are. And that's what makes identity such a powerful part of influence. Most people try to change behaviour by giving instructions, making arguments, or telling someone what they want to hear. But there's a smarter approach. Instead of convincing someone to behave a certain way, help them recognise the positive qualities they already see in themselves. Because when someone genuinely believes they're honest, confident, disciplined, or accountable, they're more likely to act in line with that identity. The key isn't manipulation. It's asking better questions and reinforcing qualities that are actually there. People don't just make decisions based on what they think. They make decisions based on who they think they are. Save this if you want to get better at understanding people and influencing behaviour. #PsychologyOfInfluence #LeadershipPsychology #CommunicationSkills #Persuasion #SalesPsychology

Geoff K | Sales Management

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Tuesday 20 October 2026 11:01:54 GMT