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Words that Change Minds
What you'll be able to do:
- Capture and maintain others' attention
- Use convincing strategies and working
traits to your advantage
- Leverage how others uniquely make decisions and choose alternatives
- Craft work tasks and environments for individuals to be most
productive
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Applications:
Team Development
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Increase mutual respect
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Stimulate team cohesion and coach individuals
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Improve performance both at the individual and
team level
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Forecast who is likely to be the “MVP” on a
team and who may need to be assisted or replaced
Team Performance
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Understand the basis of their differences
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Appreciate their diversity
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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:
Leadership Development
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Learn how to motivate everyone
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Learn how not to de-motivate anyone
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How to value and manage differences
Sales/Customer Service
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Select the best sales people
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Consult and train sales people to adapt their
selling strategies to specific customers
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Match management style and business strategies to
the patterns of your successful sales professionals
Background
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.  According
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.
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
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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.