The year was 1983, and I was somewhere on Long Island in my best (actually my only) business suit, sweaty-palmed and eager to win over the seasoned regional vice president who was interviewing me.

His questions were familiar enough at first – I had answered them many times before during my first, second and third interviews. I described my academic achievements, obstacles I had overcome, and instances in which I had nimbly and persistently navigated past the word no.

And then he asked me the question I still value 20 years later, a question that I later used when sizing up prospective pharmaceutical representatives: He said to me, “Pam, you are only 24 years old, with just a bachelor’s degree and virtually no medical experience. You will be dealing with physicians who are more educated than you, and certainly more knowledgeable about medicine than you. You will be among dozens of other pharmaceutical reps competing for their time, attention and action. You will have no authority. How on earth do you think you can influence these people?”

While I can’t remember how I answered his question, I do remember how real that challenge became, from my first day in the field to my last day in the home office. So what is the key to influencing without authority? Obvious answers include things like trust and respect. But those who have mastered the art of influencing without authority recognize one essential factor: the ability to connect with someone meaningfully.

To succeed in your territory and advance your career, you must build a web of essential connections – with specialty reps, co-marketing reps, fellow team reps, managed care reps, your district manager, regional managers, product managers and promotional materials staff, not to mention your customer list of physicians, nurses, gatekeepers, managed care decision makers, pharmacy and therapeutics committee members, etc.

Just how connected are you with all of the people you depend on for your achievement and recognition, as well as those who depend on you for their success? Here’s how you can improve your ability to connect with each of them:

Seven tips for making the connection

Remember that one size doesn’t fit all. Recognizing that everyone has their own unique behavioral style and way of approaching things is key to connecting. Don’t expect everyone to see the world as you do. Learn to adjust your communication style accordingly; when communicating with people, always think in terms of “what’s in it for them,” not just “what’s in it for me.”

Do what you say you will, when you say you will. When you develop a reputation as someone who can be counted on, people will trust you more. Trusting that you are someone who keeps commitments translates into trusting that what you say is true, and that includes the information you share with physicians about your products.

Volunteer to help others solve their problems. Help a fellow representative with an initiative or introduce her to a key person. Help your district manager by taking on a project for an upcoming sales meeting. Help one of your physicians by giving him the name of an admissions contact at your alma mater if that is where he is hoping to send one of his children.

Be mindful of the adage, “How you do anything is how you do everything.” For example, if you are ill-prepared for a meeting with fellow team members, don’t be surprised if they feel they can’t count on you to follow up with an important customer. Or, if you drink too much at a business social event or dress inappropriately, don’t be shocked if you are not tapped as a candidate for the next promotional opportunity.

Respect people’s time. If you get a reputation with customers or colleagues as someone who is oblivious to others’ time constraints, they may avoid you.

Be kind to everyone, regardless of title or position, both inside and outside your company. People often succeed to the degree that others want them to succeed. Don’t burn bridges. Your company and the world of pharmaceuticals are smaller than you may realize. Be known as the consummate professional under all circumstances.

Look at the big picture. Understand the objectives and expectations of your company and of the people you work with. Then do your best to see that your communication and execution are flawless. And when you need help, ask – don’t demand.

These seven steps are the essence of success. The principles they outline can inspire the trust and respect necessary to reach beyond authority, truly influence others and make the connection.