Rypple science of persuasion

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In "Mastering the Science of Persuasion," Shirzad Chamine, renowned executive coach and author of the New York Times bestseller “Positive Intelligence,” shares 5 powerful persuasion techniques that can significantly improve your daily interactions and influence at work, and earn you the respect and support of your customers and colleagues.

Transcript of Rypple science of persuasion

  • 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 Stein

    Director of Content & Media

    Rypple

    @stein_nick

    Our Guest

    Shirzad Chamine

    Chairman 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

    The world of work has changed. Its mobile, social, and in the cloud. Yet many enterprises still rely on technology built for another age technology that takes 50-year-old forms and automates them. Instead, we should be thinking about how to take advantage of social technologies to help us become more efficient and effective at work.

    People want feedback on how they are doing in the moment, so they can get better at what they do. This is particularly true of the generation of 90 million Millennials who have grown up with Facebook, Twitter, Foursquare, and other social apps. They are now running some of the fastest-growing, highest performing organizations in the world and reaching positions of prominence in many others and they want tools that will help them foster a feedback culture.

    Yet many enterprises still provide what passes for employee feedback once-a-year, during that stylized Kabuki dance known as the performance review. This process has become more about compliance than anything else. And its far too infrequent to have any real impact on employee performance.

    *

  • Traditional Enterprise Tools Werent Designed For You
    They Were Designed for HR

    50+ Year Old Design

    Top-down & Disconnected

    Demographic Shifts

    Outdated Science

    Automate Paper Processes

    Not Engaging

    *

  • How we work

    Design & Gamification

    Bottom-up & Integrated

    Modern Practices

    Real-time

    Social

    Enter Salesforce Rypple
    A Management Tool Designed For You

    Rypple is based on the idea of using the latest social apps to help every manager become a better manager.

    So what constitutes a great manager? Recently, Google embarked on an internal study to answer this question. They found it came down to three key behaviors: 1) coaching people regularly 1:1 to help them achieve their goals; 2) recognizing them for doing great work; and 3) providing them with regular feedback on their performance

    (See: http://www.nytimes.com/2011/03/13/business/13hire.html?_r=1&adxnnl=1&pagewanted=all&adxnnlx=1329134671-WodUk4qJLsArBvyMSwY6rA Quest to Build a Better Boss)

    The question was how to help every manager do these things more often and more effectively. We knew there was a thirst for this knowledge based on the millions of management books stocking the shelves of every airport bookstore.

    *

  • 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 Stein

    Director of Content & Media

    Rypple

    @stein_nick

    Our Guest

    Shirzad Chamine

    Chairman 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

    Judge

    Controller

    Victim

    Stickler

    Avoider

    Etc.

  • *

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

    the MPFC.

    SURVIVOR BRAINPQ BRAINANATOMYBrainstem, Limbic System,Left BrainMiddle Prefrontal Cortex, Empathy Circuitry *, Right Brain
  • *

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

    the MPFC.

    SURVIVOR BRAINPQ BRAINANATOMYBrainstem, Limbic System,Left BrainMiddle Prefrontal Cortex, Empathy Circuitry *, Right BrainFOCUSSurviveThriveVOICESaboteursSage
  • *

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

    the MPFC.

    SURVIVOR BRAINPQ BRAINANATOMYBrainstem, Limbic System,Left BrainMiddle Prefrontal Cortex, Empathy Circuitry *, Right BrainFOCUSSurviveThriveVOICESaboteursSageEMOTIONSAnxiety, Anger, Disappointment, Shame, Guilt, Regret, BlameCuriosity, Compassion, Joy, Creativity, Peace,Calm Resolve
  • 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

    *

  • 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 DONT have Saboteurs that cause significant harm to my effectiveness in selling & persuading.

    I dont know yet.

    *

  • 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 cant 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

  • *

  • Sage Perspective

    Every outcome or circumstance is a gift and opportunity

    The Stallion Story

    *

  • Sage Power: Explore

    Characteristics

    Curiosity

    Beginners 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 persons shoes?

    What could be appreciated or acknowledged?

    What needs to be healed or forgiven?

    Power Game: Visualize the Child

  • Sage Power: Innovate

    Characteristics

    Imagination

    Bold, unbounded creativity

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

    Focus

    What 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: Yesand

  • Sage Power: Navigate

    Characteristics

    Clear about ones purpose and values

    Imbues work and life with meaning

    Aligns path/current action with purpose and values

    Focus

    How 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

    Characteristics

    Cool-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

    Focus

    What needs to be done?

    What is standing in the way of action?

    Act!

    Power Game: Preempt the Saboteurs

  • PQ Channel vs. Data Channel

    *

  • 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

    *

  • *

  • 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?

  • Reserve your spot at Dreamforce 2012!
    September 18-21 Moscone Center & Downtown Campus

    It will be a great opportunity for you to:

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