“30 Methods of Influence” by Stephen R. Covey
“In our attempts to influence others, we commonly make three mistakes, all related either to ignoring or short-cutting these three categories of influence.” Examples are 1. Who You Are and How You Act, modeling by doing (others see), 2. Relationship: Do you Understand and Care? (others feel), and 3. Instruction: What You Tell Me (others hear).
“Mistake #3: Assume that good example and relationship are sufficient. We assume that a good example and a good relationship are sufficient, that we don’t need to teach people explicitly. Just as vision without love contains no motivation, so also love without vision contains no goals, no guidelines, no standards, no lifting power. Cure: Teach and talk about vision, mission, roles, goals, guidelines, and standards.
“In the last analysis, what we are communicates far more eloquently and persuasively than what we say or even what we do.”