THEPAC 2014 - Alan Weiss

Alan Weiss: Exclusively for Rob Nixon and Proactive Accountants Network

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Product

Product

Name of Product

Buyer/User

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Pitch Person


Product

Product Self-Driving Car


Product

Product

Buyer/User

Self-Driving Car

Blind, Heavy Drinkers, Underage


Product

Product

Buyer/User

Name of Product

Self-Driving Car


Stevie Wonder Car


Product

Product

Buyer/User

Name of Product

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Self-Driving Car


Stevie Wonder Car

Sit back and try to relax


Product

Product

Buyer/User

Name of Product

Slogan

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Self-Driving Car


Stevie Wonder Car

Sit back and try to relax

Ray Charles

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Self-Esteem – Self-Evaluation Do you have the right metrics?

Do you have the competence to do so?

Do you evaluate properly and objectively?

Self-confidence is knowing you have the ability to do something

Self-esteem is knowing your worth even if you do nothing

Self-confidence: You must do something to be good (self-efficacy)

Self-esteem: You don't have to do anything to be worthy

You can have self-efficacy but low esteem, and vice-versa


The Traits of Healthy Self-Esteem

People ask about you

Subordinated ego

Enthusiasm and passion are manifest

The acknowledgment of imperfections (self-denigrating)

Perspective

Humor


Manifestations

Looking people in the eye

A “presence” which people comment on

Non-defensiveness

No insistence on being “right”

Embraces useful, solicited feedback

Bends but doesn't break

Listens well


Esteem is a Verb

Confidence is a condition that results


Behavior is About

Enthusiasm

Attitude

Emotion


“Worthlessness”

Limited competence (develop skills)

Overly exacting standards (modify standards)

Socially disparaged attributes (civil treatment)


We All Need Live Coaching in Our Support System

From our family

From our colleagues

From actual coaches

KEY: an error-forgiving environment

Unresolved relationships undermine self-esteem

Who is "watching your back"?


Self-Mastery

Evaluate the feedback

Use your support system

Practice positive self-talk

Keep it simple, with no labels


Positive Self-Talk

Strength-based and powerful

Thinking positively means feeling differently

New issues constantly raised for evaluation


Interim Summary

You need the “goods”: the skills and competencies to succeed

You need a reinforcing environment

You need reinforcing relationships

Elaborate models don’t work, simple relationships do

“Rear wheel” power is necessary, but not sufficient

“Front wheel” steers your relationships and behaviors


Language Role

The expression of your trust, compromise, values, etc.

SKILLS AROUND LANGUAGE ARE THEREFORE CRITICAL

Language can transcend skills and behavior, can change the dynamic of the transaction


Physical Role

Nervousness is death

Relaxation required; self-containment; meditation/massage/yoga

Expand your world: travel, experiment, find new interests, be willing to fail.

Face your fear


Acknowledge that Playing Fields Aren’t Innately Level

The buyer has the power and the status and the money

Relatives and friends have historical positions


The Self-Esteem “Cocktail”

One part listen to others

Three parts listen to yourself

Never be defensive: “Why do you ask?”


Small Victories

Get very good at a few things. These successes will generalize.

Focus on “doable” aspects of larger tasks, building self-efficacy.


Gender

Women with high self-esteem seem even more powerful than men

Men use acknowledgment, power, achievement, accomplishment

Women use caring, affiliation, cooperation


Exercise

Use your own words to reframe who you are into the most positive description you can.


Total Personal Engagement


Personal Engagement

1. Totally internal, no manifestation2. Acting viscerally, not with forethought3. Responding to analysis, no passion4. Totally engaged

What is “Talent”?

Physical ability: fitness; adaptation; limitation; compensation

Intellect: language; experience; knowledge; synthesis

Emotional: support structures; sense of self; change/cope ability; spiritual



The Closing Mentality

Contributor Not “Taker”

Credibility/Rapport/Conversion

Options 4, 5, 6



Value Proposition – WhatYou’re Good At

Sweet Spot – What You Love Doing



Market Value Bell Curve

Creating Market Gravity


Accelerant Curve



Strategic Profile

Unified Field Theory



Water Tight Doors

Killer Gaps of Growth


New Product Creation


Examples: MDCC Car RideRainmaker

Common Sense Consulting

Self-Worth & Fulfillment

Million Dollar Club

Weekly Sabbatical

• Write a Book for 3 People


What Are You Going To Do?

THEPAC 2014 - Alan Weiss

Small Business & Entrepreneurship

Transcript of THEPAC 2014 - Alan Weiss