The social way to improve performance at work

Mastering the Science of Persuasion

Featured Speaker: Shirzad Chamine

Tuesday, July 24 @ 11:00 am PST (2:00 pm EST)

Your Featured Speakers

Your Host

Nick SteinDirector of Content & Media

Rypple

@stein_nick

Our Guest

Shirzad ChamineChairman of CTI

Author of New York Times best seller “Positive Intelligence”

@ShirzadPQ

The Way We Work Today is Different

More Results-oriented More Mobile

More Global & Social More Fluid Teams

People Have Different Expectations

People want more recognition at work.Cornerstone OnDemand study

66%

People hate traditional performance reviews.Bersin Associate Research

75%

70%People want to

feel more aligned at work.Roffey Park

60%People want to

hear from their managers daily.

Robert Half International & Yahoo Hotjobs Survey

Traditional Enterprise Tools Weren’t Designed For You They Were Designed for HR

50+ Year Old Design50+ Year Old Design

Top-down & DisconnectedTop-down & Disconnected

Demographic ShiftsDemographic Shifts

Outdated ScienceOutdated Science

Automate Paper ProcessesAutomate Paper Processes

Not EngagingNot Engaging

How we workHow we workDesign & GamificationDesign & Gamification

Bottom-up & Integrated

Bottom-up & Integrated

Modern PracticesModern Practices Real-timeReal-time

SocialSocial

Enter Salesforce Rypple A Management Tool Designed For You

Mastering the Science of Persuasion

Featured Speaker: Shirzad Chamine

Tuesday, July 24 @ 11:00 am PST (2:00 pm EST)

Your Featured Speakers

Your Host

Nick SteinDirector of Content & Media

Rypple

@stein_nick

Our Guest

Shirzad ChamineChairman of CTI

Author of New York Times best seller “Positive Intelligence”

@ShirzadPQ

Mastering the Science of Persuasion

SM

Agenda

Overview of Positive Intelligence and PQ

Research link between PQ and sales performance

3 Strategies to increase PQ & dramatically boost sales

3 PQ principles of selling

Suggested next steps

Q&A

Saboteurs Sage

Saboteurs Sage

JudgeController

VictimSticklerAvoider

Etc.

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SURVIVOR BRAIN PQ BRAIN

ANATOMY Brainstem, Limbic System,Left Brain

Middle Prefrontal Cortex, Empathy Circuitry *, Right Brain

* Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of the MPFC.

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SURVIVOR BRAIN PQ BRAIN

ANATOMY Brainstem, Limbic System,Left Brain

Middle Prefrontal Cortex, Empathy Circuitry *, Right Brain

FOCUS Survive Thrive

VOICE Saboteurs Sage

* Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of the MPFC.

18

SURVIVOR BRAIN PQ BRAIN

ANATOMY Brainstem, Limbic System,Left Brain

Middle Prefrontal Cortex, Empathy Circuitry *, Right Brain

FOCUS Survive Thrive

VOICE Saboteurs Sage

EMOTIONS Anxiety, Anger, Disappointment, Shame, Guilt,

Regret, Blame

Curiosity, Compassion, Joy, Creativity, Peace,

Calm Resolve

* Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of the MPFC.

Judge: The Master Saboteur

Finds fault with

Self

Others

Events and Circumstances

Source of most of our unhappiness, anxiety, self-doubt, anger, disappointment, guilt, and shame

Triggers other Saboteurs

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Judge: fault finding with self, others, or circumstances.

Victim: focus on painful feelings as way of earning empathy and attention.

Pleaser: pleasing, flattering, rescuing others, to gain acceptance.

Avoider: procrastinate or avoid difficult tasks or conflicts, focus on the pleasant.

Stickler: need for perfection, order, and organization taken too far.

Restless: never at rest or content with what is, needing perpetual busyness.

Controller: anxiety-based need to control situations and bend others to own will.

Hyper-Achiever: dependent on achievement for self acceptance and self love.

Hyper-Rational: rational processing of everything including relationships.

Hyper-Vigilant: vigilance that can never rest, seeing danger in every corner.

What Do You Think?

Question: Based on the information thus far, I believe:

I DO have Saboteurs that cause significant harm to my effectiveness in selling & persuading.

I DON’T have Saboteurs that cause significant harm to my effectiveness in selling & persuading.

I don’t know yet.

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To Weaken Your Saboteur

Identify your top 2 Saboteurs and debunk their self-justifying lies

Notice their typical pattern of thought/feeling/sensation so they can’t hide

When you catch them in action, label them and do a 10-second PQ rep

PQ Rep: Bring your attention as much as possible to any of your physical senses for 10 seconds

25

Sage Perspective

Every outcome or circumstance is a gift and opportunity

The Stallion Story

Sage Power: Explore

Characteristics

Curiosity

“Beginner’s mind” capacity for awe and wonder

Discovery

Focus

What more could I discover?

How fascinating! Tell me more.

Power Game: Fascinated Anthropologist

Characteristics

Curiosity

“Beginner’s mind” capacity for awe and wonder

Discovery

Focus

What more could I discover?

How fascinating! Tell me more.

Power Game: Fascinated Anthropologist

Sage Power: Empathize

Characteristics

Empathy

Appreciation

Compassion

Focus

What would it be like in the other person’s shoes?

What could be appreciated or acknowledged?

What needs to be healed or forgiven?

Power Game: Visualize the Child

Characteristics

Empathy

Appreciation

Compassion

Focus

What would it be like in the other person’s shoes?

What could be appreciated or acknowledged?

What needs to be healed or forgiven?

Power Game: Visualize the Child

Sage Power: Innovate

CharacteristicsImagination

Bold, unbounded creativity

Breaking out of assumptions, boxes, traditions, rules that hold you back

FocusWhat is the “box” we have been stuck in?

What assumptions or habits might be holding us back?

What would be a whole new way?

Power Game: Yes…and…

CharacteristicsImagination

Bold, unbounded creativity

Breaking out of assumptions, boxes, traditions, rules that hold you back

FocusWhat is the “box” we have been stuck in?

What assumptions or habits might be holding us back?

What would be a whole new way?

Power Game: Yes…and…

Sage Power: Navigate

CharacteristicsClear about one’s purpose and values

Imbues work and life with “meaning”

Aligns path/current action with purpose and values

FocusHow would this align with my (our) values or purpose?

What would have lasting meaning?

At the end of life, looking back, what would still stand out as important?

Power Game: Flash Forward

CharacteristicsClear about one’s purpose and values

Imbues work and life with “meaning”

Aligns path/current action with purpose and values

FocusHow would this align with my (our) values or purpose?

What would have lasting meaning?

At the end of life, looking back, what would still stand out as important?

Power Game: Flash Forward

Sage Power: Activate

CharacteristicsCool-headed strategy for best action

Moves into action with calm clarity and resolve

Not carried away with frenzy or emotion even in the midst of the storm

FocusWhat needs to be done?

What is standing in the way of action?

Act!

Power Game: Preempt the Saboteurs

CharacteristicsCool-headed strategy for best action

Moves into action with calm clarity and resolve

Not carried away with frenzy or emotion even in the midst of the storm

FocusWhat needs to be done?

What is standing in the way of action?

Act!

Power Game: Preempt the Saboteurs

PQ Channel vs. Data Channel

33

3 PQ Principles of Selling

The PQ Channel is far more important to selling than the Data Channel

The buyer is more likely to say “YES” if her PQ Brain is activated

You need to shift yourself to the PQ Brain to help the buyer do the same

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Visit www.positiveintelligence.com:

PQ score assessment

Saboteur assessment

Tools and resources

Book excerpts

Shirzad@PositiveIntelligence.com

Twitter: @ShirzadPQ

Positive Intelligence and PQ are service marks of Shirzad Chamine. Copyright ©2012

Questions/Comments?

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