Converse gain real time intelligence

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There is no intelligence like that from another person. Look at this presentation to maximize what you can learn by interviewing other people. Put your ego aside and get into their space as readily as you can. Be a good listener and put your agenda aside. Competitive intelligence, sales people, marketing and product managers will appreciate this content.

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Converse gain real time intelligence

  1. Converse to Gain Real-Time Intelligence SLA 2012 Winter Virtual Conference Dec. 7, 2012 Ellen Naylor answers@thebisource.com +1-303-838-4545 (USA) www.thebisource.com http://cooperativeintelligenceblog.com
  2. Interviewing“The next best thing to knowing all about your own business is to know all about the other fellow’s business.” John D. Rockefeller Dec 2012 ©The Business Intelligence Source Inc
  3. Cooperative Attitude Dec 2012 ©The Business Intelligence Source Inc
  4. “Ive learned that people will forget what you said,people will forget what you did, but people will never forget how you made them feel.” Dr. Maya Angelou Dec 2012 ©The Business Intelligence Source Inc
  5. Who … are you? Dec 2012 ©The Business Intelligence Source Inc
  6. Who is s/he?• Cold Call?• Attitude about information sharing?• What have they shared before?• Where comfortable sharing?• Why share more?• What will you share? Dec 2012 ©The Business Intelligence Source Inc
  7. Practical Motivators • Profession • Politics • Personal Issues • Personal • Predisposition • Emotional Intelligence Dec 2012 ©The Business Intelligence Source Inc
  8. DominantDec 2012 ©The Business Intelligence Source Inc
  9. InfluencerDec 2012 ©The Business Intelligence Source Inc
  10. Steady/Amicable Dec 2012 ©The Business Intelligence Source Inc
  11. ConscientiousDec 2012 ©The Business Intelligence Source Inc
  12. InterviewingDo the research first!Warm up the CallBe organized! Dec 2012 ©The Business Intelligence Source Inc
  13. Prepare YOUDec 2012 ©The Business Intelligence Source Inc
  14. Planning• Formulate Relevant Questions• What’s Your Relationship with the Person?• Re-word Questions to Motivate Sharing Dec 2012 ©The Business Intelligence Source Inc
  15. Re-word Questions to Motivate Minimize Ego Threat• Start with broad/open ended questions• Hypothetical questions• Indirect questions/statements• Narrow questions Dec 2012 ©The Business Intelligence Source Inc
  16. Listen for the Hints or Cues• Be patient, alert• Judge target’s emotional state Dec 2012 ©The Business Intelligence Source Inc
  17. Lay Aside Pre-Conceived Notions • Failure to Listen – Biased expectations – Desire for self-expression Dec 2012 ©The Business Intelligence Source Inc
  18. Elicitation: DefinitionConversation that compels people tovoluntarily tell you things without youasking Dec 2012 ©The Business Intelligence Source Inc
  19. Remember Questions Better• Who is s/he?• Why are they asking?• How will s/he use what I say?• How much should I share?• Or should I share at all? Dec 2012 ©The Business Intelligence Source Inc
  20. Elicitor Skills• Natural gift for making friends• Good listener• Establish rapport well• Practical psychological insight• Broad general knowledge• Good memory• Two level listener Dec 2012 ©The Business Intelligence Source Inc
  21. Elicitation: “Planned Conversation” • Your personality • Your target’s personality • Desired outcomes? • What steps to take? • Builds on what you know • The right conversational points: timely • Conversation is interesting to target • Builds on human tendencies Dec 2012 ©The Business Intelligence Source Inc
  22. Human Characteristics in Elicitation• Desire to be recognized, appreciated• Curiosity, Gossip, Complain• Show off/share confidences w/other professionals• Occupational hazards: advising, teaching, correcting challenging• Self-effacement – downplay accomplishments• Habit to correct others• Prove someone else wrong• Over-talking when overly emotional Dec 2012 ©The Business Intelligence Source Inc
  23. The Conversational Hourglass Customer Knowledge Personal, profession What’s worked before Expertise, knowledge Intended Your favorite Outcome Techniques Elements Macro Topics Style Pre-selected Questions Innocuous and about general topics Micro non-threatening Test generalizations andStacking of Elicitation Techniques presumptions about human factors in elicitation Attention on details of information being provided Topic Note signals from Target e.g. discomfort or comfort Pre-selected questions Macro Topics Pleasant and on other general topics Non-confrontational Dec 2012 ©The Business Intelligence Source Inc Paraphrased from Confidential by John Nolan, p. 28
  24. Expression of Mutual Interest• Often lowers defenses, and opens up conversation Dec 2012 ©The Business Intelligence Source Inc
  25. Provocative Statement• Used to engender a question in response, and usually sets up another elicitation technique Dec 2012 ©The Business Intelligence Source Inc
  26. Simple FlatteryOften coaxes a person into conversation Dec 2012 ©The Business Intelligence Source Inc
  27. Naïve Mentality• Causes knowledgeable people to instruct Dec 2012 ©The Business Intelligence Source Inc
  28. Opposing Stand• Purposely take the opposite stand Dec 2012 ©The Business Intelligence Source Inc
  29. Unbelieving AttitudeDenial of the obvious leads to enlightenment! Dec 2012 ©The Business Intelligence Source Inc
  30. Quid pro Quo• I’ll share if you’ll share• Gesture of good faith and openness Dec 2012 ©The Business Intelligence Source Inc
  31. Purposefully Erroneous Statement• Deliberate false statements cause the knowledgeable person to correct you Dec 2012 ©The Business Intelligence Source Inc
  32. Oblique References• Comments made indirectly, in either a positive or negative light, which generate either defense or criticism Dec 2012 ©The Business Intelligence Source Inc
  33. Exploit the Instinct to Complain• Indirectly criticize an individual or an institution or industry expert Dec 2012 ©The Business Intelligence Source Inc
  34. Bracketing Techniques• Start broader, and get narrower Dec 2012 ©The Business Intelligence Source Inc
  35. SilenceDec 2012 ©The Business Intelligence Source Inc
  36. Ellen Nayloranswers@thebisource.com+1-303-838-4545 (USA)www.thecisource.comhttp://cooperativeintelligenceblog.com

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