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Expressions of conviction and integrity. (7) Showing empathy. (8) High goals. (9) Conveying
confidence that goals can be attained. (10) Animated voice. (11) Facial expressions. (12) Gestures.
The tactics help create emotional connections whether used with a group or in one-to-one
conversations. (See Antonakis, Fenley, and Liechti, 2012.)

7. Not appearing consistent? Align your words and actions. Probably nothing chills trust more than
a person saying one thing and doing something else. You can deliver an inspiring vision. Speak
eloquently of future possibilities. But if the next day you do something that undermines your words,
people may no longer buy it. They may question your vision and your credibility. Show integrity by
representing yourself accurately. Be authentic about who you are. What you believe. And practice
what you preach, regardless of the setting. If you’re not sure if there’s a gap between your words and
deeds, ask someone you trust to give you feedback. Then you can begin to close any gaps.

8. Meeting resistance? Be prepared for skeptics. There will always be those who don’t buy your
vision. They may be private about it or come at you in public. Be prepared to answer the 10 most
likely questions/critiques that may surface. “Is this realistic? Our customers won’t go for it. Where will
we get the resources?” Write out your answers and rehearse how you’ll respond. Listen patiently to
people’s concerns—there may have been a time when you weren’t convinced this was the way to go
either. They may simply want to protect the organization’s best interests. Approach resistance as a
positive thing. If you handle questions openly, others will feel free to voice their concerns. It’s better to
have the issues on the table than to have them fester below the surface. Empathize with people. If
more dialogue is needed to get on the same page, welcome it. Contrary opinions may ultimately
strengthen the vision. If resistance becomes entrenched and people won’t collaborate, reinforce why
the vision has merit and the timing is now. Occasionally, you may have to pull someone aside and
say, “I understand your concerns, but we’re moving on. Are you with us or not?”

Want to learn more? Take a deep dive…
Chappelow, C. (2012, September 5). 5 Rules for making your vision stick. Fast Company.
Genard, G. (2012, March 25). 4 Easy ways to become a more charismatic speaker. Public Speaking
International.
Harrison, C. (2007, December). Who’s your audience? Ways to win your audience through
inclusion. Toastmasters International.
Kaipa, P. (2012, July 2). Recover your credibility. Harvard Business Review Blog Network.

9. Team losing its forward momentum? Envision team success. To help team members embrace
new possibilities, engage them in a visioning exercise. Ask the team to picture completing its work
and successfully reaching its goals. What does the future state look like? How do
customers/stakeholders feel? What actions do they take? What did the team do to be successful?
What did it avoid doing that could have been a barrier? What were the tangible and intangible
rewards of working together to realize the vision? Then discuss and log what the team specifically
wants to start, stop, and continue doing to be more effective. Identify some quick wins you can
achieve to build momentum. Come up with an image, symbol, or slogan that inspires the team and

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