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Outdated ScienceOutdated Science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
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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
Twitter: @ShirzadPQ
Positive Intelligence and PQ are service marks of Shirzad Chamine. Copyright ©2012
Questions/Comments?
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