How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 105

The TOPS Formula
When you try to influence people, you are applying power in order to
accomplish a goal. Your success depends on a number of factors, some of
which you can control and others which you cannot. The ones you can
control are shown in this formula:
TOPS = influence effectiveness
where
T = your choice of influence technique
O = your organizational power sources
P = your personal power sources, including will power
S = the skill with which you use the influence technique
To influence someone effectively, you must use the right influence
technique for that person at that time, you must have sufficient sources of
105