The Matrix: Influencing Without Authority. Live... · DD Testimonial Options to learn...
Transcript of The Matrix: Influencing Without Authority. Live... · DD Testimonial Options to learn...
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Jill Donahue
Behaviour
Change
Expert
The Matrix: Influencing Without
Authority.
In This Presentation You Will Learn:
· The biggest mistake we make in our efforts to
influence others
· 4 tips to influence others faster
· 2 questions to ask to save you time and effort
in your influential efforts
The Presentation Will Begin At 12PM EST
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1) Do you work in a matrix… Or a project team or a virtual team?
Are you pulled across different functions/silos to complete specific projects?
Is your success dependent on collaboration of people from various departments or organizations?
Do you need to influence people who may not report to you?
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2) How important is it to you to influence those around you?
1 10not very important extremely important
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3) How satisfied are you with the response you get from your efforts to influence people around you?
1 10not very satisfied extremely satisfied
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4) How many books/programs have you read/attended on how to influence those around you?
1 5 >10
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“If only they would LISTEN!”
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“It seemed so clear – why don’t they GET IT?!”
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“How can I get buy-in –from my boss, my team, other teams?... My son!”
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Objective
IDEAS!
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Plan •Our biggest mistake• 4 tips
Plan
•Our biggest mistake• 4 tips
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Hunter/Gatherer Agricultural IndustrialInformation/knowledge
Worker
The Evolution of Work
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a) Too much information
b) Too little information
c) Too complication information
d) Too directive
e) Mismatching information and audience readiness (good info, wrong time)
What is our biggest mistake?
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Mismatching!Delivering the
wrong message at the
wrong time with the
wrong audience.
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Mismatch!
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•Waste of time, money, effort
•Frustration
•Empty seats
•Snorers
•No INFLUENCE
Result?
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Explaining the mismatch
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Steps of the SUASION Staircase
Uninterested: “I see no need”
Aware: “I see the problem, but…”
Studying: “How can I learn more?”
Initiating: “I’m trying it!”
ON Board: “I’m doing it consistently”
Disorienting Dilemma
Testimonial
Options to Learn
Implementation,Enablers
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Steps of the SUASION Staircase
Uninterested: “I see no need”
Aware: “I see the problem, but…”
Studying: “How can I learn more?”
Initiating: “I’m trying it!”
ON Board: “I’m doing it consistently”
Where was Andie?
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Steps of the SUASION Staircase
Uninterested: Raise awareness with DD
Aware: Provide peer testimonials
Studying: Provide options to learn more
Initiating: Encourage implementation, provide enablers
ON Board: Celebrate success, identify resolve barriers
Where do most people jump when trying to influence others?Aka -
TELLING!
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What is our biggest mistake?
Jumping up the staircase and telling!
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Most efforts
One Giant step
instead of many
small steps
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Comfort “telling”
Human tendency
Believe “telling = knowing” and “knowing = doing”
Check it off the list
Rewarded
Don’t know any better
Perceive it to be faster
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•Tips
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Steps of the SUASION Staircase
Uninterested: “I see no need”
Aware: “I see the problem, but…”
Studying: “How can I learn more?”
Initiating: “I’m trying it!”
ON Board: “I’m doing it consistently”
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Your greatest effort may be spent at the beginning – breaking the person’s inertia to change.
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Breaking
the
inertia!
What percentage of fuel do
you think is burned in the first
10 minutes of flight?
a) 10%
b) 40%
c) 60%
d) 80%
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“There is only one way … to get anybody to do anything.
And that is by making the other person want to do it.”Dale Carnegie
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Some ideas?• Did you know….• Questionnaire • Needs assessment• Crossword puzzle• Surprising fact • Story• Testimonial • Picture• Anecdote • Metaphor
Sample Disorienting Dilemmas
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What does success look like?
“... He took his hand off the door knob and turned around.”
“...They looked at me and raised their eyebrows.”
“.....He looked right at me & agreed & then asked me more about it.”
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Let’s try it!
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•Disorienting Dilemma
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Steps of the SUASION Staircase
Uninterested: “I see no need”
Aware: “I see the problem, but…”
Studying: “How can I learn more?”
Initiating: “I’m trying it!”
ON Board: “I’m doing it consistently”
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Think about planning your next vacation
•36 million monthly visitors
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A physician’s decision to change behaviour at a speaking event likely happens in “unstructured time”.
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•Testimonials/ Interaction
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Steps of the SUASION Staircase
Uninterested: “I see no need”
Aware: “I see the problem, but…”
Studying: “How can I learn more?”
Initiating: “I’m trying it!”
ON Board: “I’m doing it consistently”
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Logic is more influential than emotion.
Logic Emotion
>
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Aristotle said 2500 years ago that:
“The best route to persuasion is with
reason and logic.”
Was he right?
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Easily Distracted?
Slightly Demanding?
Self focused?
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Our ToolboxCharts
Evidence
Pictures
Graphs
Metaphors
Testimonial
Studies
Stories
StatisticsAnalogies
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Which are emotion based?Charts
EvidencePictures
Graphs
Metaphors
Testimonial
Studies
Stories
StatisticsAnalogies
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Stories
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Stories
What do you think is Canada’s all-time best-selling book?
Publishing impossibility!
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“David Chilton motivated more people to take actual control of their personal-financial lives than any other speaker or writer has in this decade."
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When you picture something vividly in your brain, your memory improves by ___a) 50%b) 75%c) 200%d) 800%
Pictures
http://www.terrysmall.com/bb_07.asp
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Children’s Pet Preferences
0 20 40 60 80
dogs
cats
hamsters
fish
pets
pets
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76%Prefer dogs
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Children’s Pet Preferences
0 20 40 60 80
dogs
cats
hamsters
fish
pets
pets
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•Emotion before logic
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Steps of the SUASION Staircase
Uninterested: “I see no need”
Aware: “I see the problem, but…”
Studying: “How can I learn more?”
Initiating: “I’m trying it!”
ON Board: “I’m doing it consistently”
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So....You did it!
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In traditional training, participants apply _____% of what they have learned back on the job?
a) 15%
b) 25%
c) 50%
Follow through
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What did I need?
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Different goal for each step
DD
Testimonial
Options to learn
Implementation, enablers and
feedback
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•Enable, remind, feedback
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Tip 4• Enable, remind, feedback
Tip 3• Emotion before logic
Tip 2• Testimonials, Interaction
Tip 1• Disorienting Dilemma
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Have fun! Your creativity and perseverance are key!
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1) Learn morea) Readb) Watch
Your Next Step?
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Read
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Al Gore
Jill Bolte-Taylor
Watch
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1) Learn morea) Readb) Watch
2) Try it
3) Contact me • Jill.Donahue @
excellerate.ca• www.excellerate.ca• 905-841-1137
Your Next Step?
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Join Us For Lunch Every Tuesday At 12PM!
Phone: 1.877.581.3942
Email: [email protected]
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www.ThoughtRock.net