In this conversation with communication expert Salvatore Manzi, we explore how analytical minds and introverted leaders can transform technical brilliance into authentic influence.

The Foundation: Presence = Comfort + Authenticity

Salvatore defines presence as the intersection of comfort and authenticity—being comfortable being yourself while knowing your topic, understanding your audience, and communicating from that genuine center.

The "You Then Me" Framework

The core principle that transforms communication effectiveness:

• Start with understanding your audience's hopes, fears, and perspectives
• Build relevance before moving to your agenda
• Create connection that opens people to hearing your message

This approach emerged from Salvatore's breakthrough moment mediating between feuding executives, where requiring acknowledgment before response completely shifted the dynamic.

Above or Below the Decision Line

One of the most powerful concepts was helping people understand whether they're "above the decision line" (in ideation mode) or "below the decision line" (in activation or implementation mode). This clarity helped everyone understand how to contribute their genius at the right time.

Breaking the Technical Brilliance Trap

Many analytical leaders try to download everything they know to convince others. But the brain is a meaning-making device, not a precision recording device. People need relevance before they can process complex information.

Key Strategies:

• Connection before content—help teams connect with their personal why
• Use dialogue, not download
• Practice frameworks in low-stakes situations first

The Uncertainty Framework

When you can't share all details: "This is what we know, what we don't know, what I believe, what I'm committed to, and what you can do."

Mastering Q&A Sessions

Prepare with pocket questions, address the elephant in the room, and use the three-step process: acknowledge why their question matters, then pivot to your response. The acknowledgment step is crucial for building rapport.

Resources Mentioned:

1. Pre-order "Clear and Compelling by Design"
2. Subscribe to Salvatore's website to gain access to The Uncertainty Framework.
3. Connect with Salvatore on LinkedIn

Ready to develop authentic influence? Remember: if you can spot effective communication in others, you have the capacity to do it yourself. To learn more about my services and for additional tools to enhance your leadership impact, visit ClaireLaughlin.com and connect with me on social channels @Claire Laughlin Consulting.