The Quality Connection
Email Newsletter icon, E-mail Newsletter icon, Email List icon, E-mail List icon Sign up for our Email Newsletter


The evolution of Getting results with people 

At first the Breakthrough Conversations: Getting Results with People system may appear to be a verbal series of questions asked conversationally, or more formally (if appropriate) that will enable you to predict how one gets motivated and makes decisions and how they process information. Yet, once practiced  you will not even have to ask certain questions: you will be able to “pick up” motivation triggers and how someone gets convinced and makes decisions by merely listening to them speak about anything at all or reviewing their written communications. 


What you'll be able to do: 

  1. Capture and maintain others' attention 
  2. Use convincing strategies and working traits to your advantage
  3. Leverage how others uniquely make decisions and choose alternatives
  4. Craft work tasks and environments for individuals to be most productive
  5. Applications: 

    Team Development
    • Increase mutual respect

    • Stimulate team cohesion and coach individuals

    • Improve performance both at the individual and team level

    • Forecast who is likely to be the “MVP” on a team and who may need to be assisted or replaced

    Team Performance
    • Understand the basis of their differences

    • Appreciate their diversity

    • Plan, problem solve, and communicate in ways that take advantage of   their differences

    Team Staffing  

    Everyone in their Right Places (please!) doing the kind of work they are uniquely qualified to do, optimizing each individual's talents (and proclivities) to the extreme. (No more trying to get water from a rock.)

    You will know whether or not an individual is a:

    • True leader, or actually, really more of a follower 
    • Change agent
    • Emotionally intelligent person
    • Loner or a team-player 
    • Diplomat or task-master 
    • Doer or thinker 
    • Initiator, or really prefers to wait for others to initiate

    You will be able to:

    • Predict how well balanced a team will be

    • Where they will get "hung up" and how to counteract these differences

    Leadership Development
    • Learn how to motivate everyone

    • Learn how not to de-motivate anyone

    • How to value and manage differences

    Sales/Customer Service
    • Select the best sales people

    • Consult and train sales people to adapt their selling strategies to specific customers

    • Match management style and business strategies to the patterns of your successful sales professionals


As we're sure you're aware...the idea of being of influence to others by talking to them in terms of their interests has been around for a long time: we've been told that it is important to speak in the language – interests, objectives, and specific concerns – of individuals we wish to influence. For example: for executives, speak finance or business strategy; for middle managers, speak process or program management; for supervisors, speak to budget, reliability or ease of use; for employees, be prepared to speak to 2-3 or more people in their specific language. Words that Change Minds is much, much more than this: it's light years ahead. 

Words that Change Minds is primarily a means of pacing and then leading a person to your point of view; how to persuade them to your way of thinking. Consider this metaphor: Think of how two railroad cars (individuals) would couple (join as in a railway train) in order to move from one place to another place. In order for the coupling to occur, one car must match the speed (language) of the other car. Otherwise, the two cars will collide and possibly damage the coupling link and/or the cars. Once the car to be coupled with is matched and paced in speed, coupling can occur. Then, and only then, can the other car (person) be  “led” by the pacing car. This is a simple metaphor, isn't it? Yet, the concept is profoundly under utilized. 

You'll know the specific ways in which language is processed by the other person; ask any linguistic expert and he or she will share with you that the language a person uses gives you a window into their behavior, capabilities, and preferences. Language is inextricability linked to brain function which is linked to behavior which is linked to capabilities. 

Use motivational traits to capture someone's interest

Motivational traits will show you: 

  • How different people trigger their motivation and 
  • What language you will need to use to capture their interest

Use convincing strategies and working traits to maintain someone's motivation. 

Convincing Strategies (influencing and persuading others' choices) include: 

  • What types of information a person needs to gather in order to start the process of being convinced
  • How often this type of information needs to be presented in order for them to be convinced

Working Traits, include:

  • How others make decisions
  • How people deal with information
  • What type of tasks and environment they need to be most productive in a given context
  • How they get convinced about something 

For example:  Take a look at a Sample Distribution of "internally-referenced" versus  "externally-referenced" decision-makers. A tool of persuasion, to persuade and influence othersAccording to the research on which this model is based:

  • 40% of the people in a work context will  decide for themselves what is best based on their own internal standards; 
  • The other 40% will take your advice 
  • The 20% in the middle could do either or both depending on the context 

Good to know, if you're trying to convince someone of something. 

Participants' Speak, We Listen

These words really do 'change minds!' I was able to make a compelling proposal using your steps to convince a skeptic. It opened doors for our team.

To suggest that x% of people like 'y' and z% of people like 'w' seemed crazy...but I see it all the time now. It's a very natural division, and now I know how to use it to my advantage in negotiations. 

It's amazing how a very simple term like 'free from dirt' can mean something entirely different in a partner's mind!  Your course taught me to be alert to ambiguities and vagueness in language and then how to 'dig' (no pun intended) for a true 'meeting of the minds' (Words that Change Minds) keeps saving us valuable time and effort!

Now, I talk to them [negotiation partners] where they are...based on their patterns...rather than just get irritated. 

My nervousness is much, much, less. Now, I am able to be myself in negotiations...this works much better than trying to be someone else!

If you'd like to experience the effects for yourself, we'd like to invite to the On Demand WEBinar recording of Breakthrough Conversations: Getting Results with People: Words that Change Minds, influence others (normally, $19.95).  

Additional References:

>>summary of motivational triggers 

>>summary of working traits

 IWAM: The Inventory of Work Attitude and Motivation

Quality \conn\, To conduct or direct the steering of; the control exercised by one who steers a vessel 

Home | WEBinars | Products | Contact Us | Sitemap