Market
Force
Possible Agenda
1: Introduction
2: Styles: Fundamentals
3: Styles: Inter-Relationships
4: How to Identify
5: Workshop
Get Wired
for
Prosperity

TM
What is
Prosperity?
PRIORI
international

Wealth and Wisdom
Who Am I?

PRIORI
international

Your Chief of Staff
Use my experience as a 3-time business owner, 10+
years as business c...
Market Force
Market Force is a business execution system that has
been used for over 35 years by businesses in numerous
in...
Tools
Installation
The beauty of the system is its simplicity:
1. Easy to learn and use
Provides guidance for dealing with almos...
Results
1. Reduce friction and improve team performance
2. Improve accountability and follow through
3. Make more money

S...
108% Higher

Average annual increase in
revenue for producers who
use Market Force vs. those
who do not.*

43% Higher

Ave...
Get Wired
for
Prosperity

TM
Possible Agenda
1: Introduction
2: Styles: Fundamentals
3: Styles: Inter-Relationships
4: How to Identify
5: Workshop
PRIORI

Consider

international

You$ lose $
your$mind$
PRIORI

Relevance?

international

!  Stress
!  Threat
Human

Actual

Perceived

!  Life/Death

When Your Body
Takes Over ...
PRIORI
international

Your$Survival$Strategy$
is$What$You$Use$
When$You$Lose$Your$Mind$
Prediction
Under Pressure
Dictate

Hibernate

Migrate

Tolerate
PRIORI
international
PRIORI

Styles

international

Control
Authority

Influence
Power

Maps are topographical
PRIORI
international
Nicknames

PRIORI
international
PRIORI
international
Time

PRIORI
international
PRIORI
international
Speaking

PRIORI
international
PRIORI
international

Trust
Trust?
Equal
Parts…

Competence
Ability to
perform

Sincerity
Authenticity
of speaking
PRIORI
international

Trust: Concern Rank Order
Control and Authority

Influence and Power

1. Competence

1. Sincerity

2...
PRIORI
international

Trust
PRIORI
international

Trust
Liabilities

PRIORI
international
PRIORI
international
PRIORI
international

Best Spot on the Field?
PRIORI
international
PRIORI
international
PRIORI
international
PRIORI
international
PRIORI
international
The
Indicator
23 Total Questions

•  20 Core Questions
•  3 Questions for Tiebreakers

Methodology

•  1 Style v. 1 Style per Question
•...
Possible Agenda
1: Introduction
2: Styles: Fundamentals
3: Styles: Inter-Relationships
4: How to Identify
5: Workshop
PRIORI
international
Control Creational

Control

(Offense)

Authority

Preservational
(Defense)

Influence

Power

PRIORI
international

Autho...
Offense

PRIORI
international
Defense

PRIORI
international
Control Creational

Control

(Offense)

Authority

Influence

Preservational
(Defense)

PRIORI
international

Authority

P...
Control Creational

(Offense)

Authority

Preservational
(Defense)

Influence

Control

Thought

PRIORI
international

Aut...
PRIORI

Thought v. Action

international
Control Creational

(Offense)

Authority

Influence

Preservational
(Defense)

Control

Thought

PRIORI
international

Aut...
PRIORI
international
Control Creational

(Offense)

Authority

Preservational
(Defense)

Influence

Control

Thought

PRIORI
international

Aut...
Control Creational

(Offense)

Authority

Preservational
(Defense)

Influence

Control

Thought

PRIORI
international

Aut...
Control Creational

(Offense)

Authority

Preservational
(Defense)

Influence

Control

Thought

PRIORI
international

Aut...
Control Creational

(Offense)

Authority

Preservational
(Defense)

Influence

Control

Thought

PRIORI
international

Aut...
PRIORI
international
Control Creational

(Offense)

Authority

Influence

Preservational
(Defense)

Control

Thought

PRIORI
international

Aut...
Control Creational

Control

Thought

(Offense)

Authority

Preservational
(Defense)

Influence

PRIORI
international

Aut...
Control Creational

Control

Thought

(Offense)

Authority

Preservational
(Defense)

Influence

PRIORI
international

Aut...
Cross Axis

Typically more difficult to create.

PRIORI
international
Cross Axis
• 

In

Pw

international

Downside:

Ct

Au

PRIORI

• 

Control does not trust Influence.
Influence feels as ...
Cross Axis

international

Downside:

Ct

• 

In

Au

PRIORI

• 

Pw

Influence looks at Power and wants
nothing to do wit...
Cross Axis
• 

Defense

In

• 
• 

Pw

international

Downside:

Ct

Au

PRIORI

Power wants to “crank out” a large volume...
Cross Axis

international

Downside:

Ct

• 

In

Au

PRIORI

• 

Pw

Control is certain they are right about
the future.
...
Cross Axis

Typically more difficult to create.

PRIORI
international
PRIORI
international

3
Prosperity Producing
Principles
“Struggle” Principle
Struggle Principle
Each Style tends to struggle
the most with
what the next Style clockwise
does naturally.
“Second Most”
Principle

PRIORI
international
Second Most Principle
The Style
counter clockwise
is typically each Style s
second most comfortable
Style to their own.
Control

Authority
The Analyzer
The Past
Ought to
Reflection
Competency

The Director
5 Years/Future
Should
Ideas
Competen...
PRIORI
international
Ultimate Strategy
Dictate

Hibernate

Migrate

Tolerate
Control

Authority
The Analyzer
The Past
Ought to
Reflection
Competency

The Director
5 Years/Future
Should
Ideas
Competen...
PRIORI
international
Ultimate Strategy
Dictate

Hibernate

Migrate

Tolerate
Control

Authority
The Analyzer
The Past
Ought to
Reflection
Competency

The Director
5 Years/Future
Should
Ideas
Competen...
PRIORI
international
Ultimate Strategy
Dictate

Hibernate

Migrate

Tolerate
Control

Authority
The Analyzer
The Past
Ought to
Reflection
Competency

The Director
5 Years/Future
Should
Ideas
Competen...
PRIORI
international
Ultimate Strategy
Dictate

Hibernate

Migrate

Tolerate
apriori Principle
The Style
counter clockwise
is typically each Style s
second most comfortable
Style to their own.
Control

Authority
Hibernate
The Analyzer
The Past
Ought To
Efficiencies

Dictate
The Director
5 Years/Future
Should
Ideas...
Prosperity
Principle
Prosperity Principle
Moving clockwise
is counter-intuitive and
produces prosperity.
Control

Authority
Hibernate
The Analyzer
The Past
Ought To
Efficiencies

Dictate
The Director
5 Years/Future
Should
Ideas...
PRIORI
international

With Like Style
Same Styles
Control

Control

Like? Done?

PRIORI
international
Same Styles
Control

Control

Influence

Influence

Like? Done?

PRIORI
international
Same Styles
Control

Control

Influence

Influence

Power

Power

Like? Done?

PRIORI
international
Same Styles
Control

Control

Influence

Influence

Power

Power

Authority

Authority

Like? Done?

PRIORI
international
Same Styles
Control

Control

Influence

Influence

Power

Power

Authority

Authority

Like? Done?

PRIORI
international
Pop Quiz!
Authority?
Influence?
Control?
Power?

PRIORI
international
I know!

Authority?
Influence?
Control?
Power?

PRIORI
international

Let’s go!

I object!
What do we
have to do?
Authority?
Influence?
Control?
Power?

PRIORI
international
PRIORI
international
Possible Agenda
1: Introduction
2: Styles: Fundamentals
3: Styles: Inter-Relationships
4: How to Identify
5: Workshop
PRIORI
international

What will be your “methodology” for identifying Styles?
PRIORI
international
Practice, Practice, Practice
If you stop,
Practice, Practice, Practice
it all goes away.
PRIORI
international

5-Step Methodology

Most Critical
Step 1

Stop talking out loud
and listening to yourself!
Observe

PRIORI
international
Step 2

PRIORI
international

Ask Open Ended First Question
Observe and Listen
Step 2

PRIORI
international

Style

Body Language

Their Focus

CONTROL

Calculated (pensive)

Big picture and ideas

INF...
Step 3

PRIORI
international

Look and Listen for
Primary Trust Concern

Competence

Sincerity
Step 3

PRIORI
international

Look and Listen for
Primary Trust Concern

Competence

Sincerity

NOTE:
You won’t observe an...
Step 4

international

C

C

I

A

I

A

PRIORI

P

P

C

I

A

P

C

I

A

P

Look for What’s Missing
Remember: Struggle ...
Step 4

international

C

C

I

A

I

A

PRIORI

P

P

C

I

A

P

NOTE:

C

I

A

P

You won’t observe any of this IF
you...
Step 5

PRIORI
international

How are they positioning themselves?
Observe
Step 5

PRIORI
international

Style

Speaking From

Their Position

CONTROL

You should

In charge (director)

INFLUENCE

...
Step 5

PRIORI
international

Style

Speaking From

Their Position

CONTROL

You should do this

In charge (a director)

I...
5-Steps
Stop
listening to yourself
and talking out loud!
Open Ended 1st Question
Which Trust Concern?
What’s Missing?
Thei...
Make an Educated Guess and Go!
Initiate and Adapt
5-Steps
Stop
listening to yourself
and talking out loud!
Open Ended 1st Question
Which Trust Concern?
What’s Missing?
Thei...
Sometimes…

PRIORI
international

you must look for signs.
PRIORI
international

Signs Include
Dress

Speaking

Body Language

Car

Writing

Office

Job Title

Perspective
The
Advantage
of
Observation

Practice, Practice,
Practice
Office?

PRIORI
international

Inclusive
Busy
!

Personal, Fun
!

Stylish
Driven
!

Functional
Impersonal!
Body Language?
Affable,
Gregarious

PRIORI
international

Calculated,
Pensive!

!

Withdrawn,
Arms
Crossed!

Restless,
Can...
Job?

PRIORI
international

Creativity
Operations

Strategy
Analytics
Positioning?

PRIORI
international

Go-to
Relationship
Person
In charge!
Adjectives?
Adventuresome
Impulsive
Intuitive

Skeptical
Conventional
Organized!

PRIORI
international

Rational
Determine...
Car?
Busy, busy!

PRIORI
international

!

Look at me

A penny saved…

!

!

I feel a need…

!
Pace?
Fast!

PRIORI
international

Demanding!

Harried!
Deliberate!
Decisions?

PRIORI
international

Methodical, careful (process of elimination)

!

Decisive and adamant ( this is the way ...
PRIORI
international

Who Sends This Email?
Scattered
!

Direct
!

Inclusive
!

Detailed
!
PRIORI
international

Who Sends This Email?

Influence
!

Scattered!
PRIORI
international

Who Sends This Email?

Control
!

Direct!
PRIORI
international

Who Sends This Email?

Power
!

Inclusive!
PRIORI
international

Who Sends This Email?

Authority
!

Detailed!
Focus?

PRIORI
international
Possible Agenda
1: Introduction
2: Styles: Fundamentals
3: Styles: Inter-Relationships
4: How to Identify
5: Workshop
Story Time
Mindset:

Not just understanding
Styles, but learning
how to think in regard
to Styles
Attack
Sheet
4 Steps
What Style?

PRIORI
international

CONTROL

Step 1
AUTHORITY

POWER

INFLUENCE
What Style?
CONTROL

Step 1
AUTHORITY

POWER

INFLUENCE
PRIORI
international

$!
PRIORI
international

$!
PRIORI
international
5-Steps
Stop
listening to yourself
and talking out loud!
Open Ended 1st Question
Which Trust Concern?
What s Missing?
Thei...
PRIORI
international

Step 2
What is the Situation?
Step 2
The Situation?
STEP 1
Style

STEP 2
Situation

POWER

First meeting

CONTROL

Breakdown

INFLUENCE

Deal is over

POWER

T...
PRIORI
international

Step 3
What is my Goal?

Step 2

PRIORI
international
The Goal?

PRIORI
international

STEP 3

STEP 1
Style

STEP 2
Situation

Goal/Concern

POWER

First meeting

Strong first ...
Prediction
Engage!

Step 4

PRIORI
international
What are my Tactics?
The Situation?

PRIORI
international

STEP 1
Style

STEPS 2/3
Situation

STEP 4
Tactics

CONTROL

Breakdown/
Back on Track...
PRIORI

Go!

international

Tactics for that Style in that situation.

The Situation?
Short Test

Select

Don t Know

What...
Application
Exercise
Authority
Authority

PRIORI
international
Authority

PRIORI
international
Influence
Influence

PRIORI
international
Influence

PRIORI
international
Power
Power

PRIORI
international
Power

PRIORI
international
Control
Control

PRIORI
international
Control

PRIORI
international
We re
Done!
Possible Agenda
1: Introduction
2: Styles: Fundamentals
3: Styles: Inter-Relationships
4: How to Identify
5: Workshop
PRIORI
international

Wealth and Wisdom
PRIORI
international

Compass
Setting

Overcoming
Adversity Quicker

More Powerful
Relationships

More Effective
Coordinat...
Three Goals

PRIORI
international
Thank you!
Get Wired
for
Prosperity

TM
Market Force - October 2013 Cayman Workshop
Market Force - October 2013 Cayman Workshop
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Market Force from Apriori International, as delivered in the workshop in Cayman in October 2013

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Market Force - October 2013 Cayman Workshop

  1. 1. Market Force
  2. 2. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
  3. 3. Get Wired for Prosperity TM
  4. 4. What is Prosperity?
  5. 5. PRIORI international Wealth and Wisdom
  6. 6. Who Am I? PRIORI international Your Chief of Staff Use my experience as a 3-time business owner, 10+ years as business coach, along with my law and business degrees, to help individuals and companies solve their most pressing business issues. !
  7. 7. Market Force Market Force is a business execution system that has been used for over 35 years by businesses in numerous industries and around the globe. The Market Force system is both scientifically-based and practical. Its methodology focuses on the mechanics of communication, coordination of action, and interpersonal dynamics – the key components necessary to help people inside of businesses thrive.
  8. 8. Tools
  9. 9. Installation The beauty of the system is its simplicity: 1. Easy to learn and use Provides guidance for dealing with almost any situation. 2. Rapid adoption Spreads virally creating a common language and common approach to execution. 3. High stickiness factor Users find application day one as well as years later.
  10. 10. Results 1. Reduce friction and improve team performance 2. Improve accountability and follow through 3. Make more money Specific Example
  11. 11. 108% Higher Average annual increase in revenue for producers who use Market Force vs. those who do not.* 43% Higher Average performance rating (NPS score) for support professionals who use Market Force vs. those who do not.* *Colliers University 2011 Course Catalog, with data from five previous years.
  12. 12. Get Wired for Prosperity TM
  13. 13. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
  14. 14. PRIORI Consider international You$ lose $ your$mind$
  15. 15. PRIORI Relevance? international !  Stress !  Threat Human Actual Perceived !  Life/Death When Your Body Takes Over Your Mind !  Identity Habits !  Unconscious !  Repetitive
  16. 16. PRIORI international Your$Survival$Strategy$ is$What$You$Use$ When$You$Lose$Your$Mind$
  17. 17. Prediction
  18. 18. Under Pressure Dictate Hibernate Migrate Tolerate
  19. 19. PRIORI international
  20. 20. PRIORI Styles international Control Authority Influence Power Maps are topographical
  21. 21. PRIORI international
  22. 22. Nicknames PRIORI international
  23. 23. PRIORI international
  24. 24. Time PRIORI international
  25. 25. PRIORI international
  26. 26. Speaking PRIORI international
  27. 27. PRIORI international Trust
  28. 28. Trust? Equal Parts… Competence Ability to perform Sincerity Authenticity of speaking
  29. 29. PRIORI international Trust: Concern Rank Order Control and Authority Influence and Power 1. Competence 1. Sincerity 2. Sincerity 2. Competence Golen Rule? What about the Platinum Rule?
  30. 30. PRIORI international Trust
  31. 31. PRIORI international Trust
  32. 32. Liabilities PRIORI international
  33. 33. PRIORI international
  34. 34. PRIORI international Best Spot on the Field?
  35. 35. PRIORI international
  36. 36. PRIORI international
  37. 37. PRIORI international
  38. 38. PRIORI international
  39. 39. PRIORI international
  40. 40. The Indicator
  41. 41. 23 Total Questions •  20 Core Questions •  3 Questions for Tiebreakers Methodology •  1 Style v. 1 Style per Question •  Limits Pattern Thinking Request •  Please copy down your raw score.
  42. 42. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
  43. 43. PRIORI international
  44. 44. Control Creational Control (Offense) Authority Preservational (Defense) Influence Power PRIORI international Authority Influence Power
  45. 45. Offense PRIORI international
  46. 46. Defense PRIORI international
  47. 47. Control Creational Control (Offense) Authority Influence Preservational (Defense) PRIORI international Authority Power Influence Power Are you a Starter or Finisher? Controls & Influences: Start more projects, generate more leads, than they finish or follow up on. Powers & Authorities: Won’t start something “unless I know I can and will finish it.”
  48. 48. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power
  49. 49. PRIORI Thought v. Action international
  50. 50. Control Creational (Offense) Authority Influence Preservational (Defense) Control Thought PRIORI international Authority Influence Action Power Power Are you a Thinker or an Actor? Controls & Authorities: Think first… then act. Influences & Powers: Act first… then think.
  51. 51. PRIORI international
  52. 52. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power What does it all mean?? Control Offensive Thought-Oriented Vision
  53. 53. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power What does it all mean?? Influence Offensive Action-Oriented Velocity
  54. 54. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power What does it all mean?? Power Defensive Action-Oriented Structure
  55. 55. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power What does it all mean?? Authority Defensive Thought-Oriented Quality
  56. 56. PRIORI international
  57. 57. Control Creational (Offense) Authority Influence Preservational (Defense) Control Thought PRIORI international Authority Influence Action Power Power Control Offensive Thought-Oriented Vision Influence Offensive Action-Oriented Velocity Power Defensive Action-Oriented Value Authority Defensive Thought-Oriented Quality
  58. 58. Control Creational Control Thought (Offense) Authority Preservational (Defense) Influence PRIORI international Authority Influence Action Power Power Natural Complements Control Authority Opposites attract! Influence Power
  59. 59. Control Creational Control Thought (Offense) Authority Preservational (Defense) Influence PRIORI international Authority Influence Action Power Power Natural Complements Control Authority Influence Power
  60. 60. Cross Axis Typically more difficult to create. PRIORI international
  61. 61. Cross Axis •  In Pw international Downside: Ct Au PRIORI •  Control does not trust Influence. Influence feels as though Control is always telling them what to do. Upside: •  •  •  Control sets a direction and gives Influence latitude to run. Influence learns to run with some direction and input so that their action is targeted. Working together = great offense.
  62. 62. Cross Axis international Downside: Ct •  In Au PRIORI •  Pw Influence looks at Power and wants nothing to do with their structure (loss of freedom). Power feels as though Influence is too chaotic for their process. Upside: •  •  Influence gets relationships started. Power takes the relationship and turns it into a long-term alliance.
  63. 63. Cross Axis •  Defense In •  •  Pw international Downside: Ct Au PRIORI Power wants to “crank out” a large volume of work (quantity). Authority wants everything perfect (quality). Therefore, Powers avoid Authorities. Upside: •  •  •  Powers look for some assistance on editing and prioritization. Authorities back off a bit and give Powers some latitude to work away. Functioning properly = great defense.
  64. 64. Cross Axis international Downside: Ct •  In Au PRIORI •  Pw Control is certain they are right about the future. Authorities are confident they can prove Control wrong with evidence from the past. Upside: •  •  Authorities deliver options to Control. Controls pull the trigger with some grounding from the past.
  65. 65. Cross Axis Typically more difficult to create. PRIORI international
  66. 66. PRIORI international 3 Prosperity Producing Principles
  67. 67. “Struggle” Principle
  68. 68. Struggle Principle Each Style tends to struggle the most with what the next Style clockwise does naturally.
  69. 69. “Second Most” Principle PRIORI international
  70. 70. Second Most Principle The Style counter clockwise is typically each Style s second most comfortable Style to their own.
  71. 71. Control Authority The Analyzer The Past Ought to Reflection Competency The Director 5 Years/Future Should Ideas Competency Power The Builder Next 90 Days Have To Replication Sincerity PRIORI international Influence The Facilitator Right Now Could Relationships Sincerity
  72. 72. PRIORI international
  73. 73. Ultimate Strategy Dictate Hibernate Migrate Tolerate
  74. 74. Control Authority The Analyzer The Past Ought to Reflection Competency The Director 5 Years/Future Should Ideas Competency Power The Builder Next 90 Days Have To Replication Sincerity PRIORI international Influence The Facilitator Right Now Could Relationships Sincerity
  75. 75. PRIORI international
  76. 76. Ultimate Strategy Dictate Hibernate Migrate Tolerate
  77. 77. Control Authority The Analyzer The Past Ought to Reflection Competency The Director 5 Years/Future Should Ideas Competency Power The Builder Next 90 Days Have To Replication Sincerity PRIORI international Influence The Facilitator Right Now Could Relationships Sincerity
  78. 78. PRIORI international
  79. 79. Ultimate Strategy Dictate Hibernate Migrate Tolerate
  80. 80. Control Authority The Analyzer The Past Ought to Reflection Competency The Director 5 Years/Future Should Ideas Competency Power The Builder Next 90 Days Have To Replication Sincerity PRIORI international Influence The Facilitator Right Now Could Relationships Sincerity
  81. 81. PRIORI international
  82. 82. Ultimate Strategy Dictate Hibernate Migrate Tolerate
  83. 83. apriori Principle The Style counter clockwise is typically each Style s second most comfortable Style to their own.
  84. 84. Control Authority Hibernate The Analyzer The Past Ought To Efficiencies Dictate The Director 5 Years/Future Should Ideas Power Tolerate The Builder Next 90 Days Have To The Work PRIORI international Influence Migrate The Facilitator Right Now Could Relationships
  85. 85. Prosperity Principle
  86. 86. Prosperity Principle Moving clockwise is counter-intuitive and produces prosperity.
  87. 87. Control Authority Hibernate The Analyzer The Past Ought To Efficiencies Dictate The Director 5 Years/Future Should Ideas Power Tolerate The Builder Next 90 Days Have To The Work PRIORI international Influence Migrate The Facilitator Right Now Could Relationships
  88. 88. PRIORI international With Like Style
  89. 89. Same Styles Control Control Like? Done? PRIORI international
  90. 90. Same Styles Control Control Influence Influence Like? Done? PRIORI international
  91. 91. Same Styles Control Control Influence Influence Power Power Like? Done? PRIORI international
  92. 92. Same Styles Control Control Influence Influence Power Power Authority Authority Like? Done? PRIORI international
  93. 93. Same Styles Control Control Influence Influence Power Power Authority Authority Like? Done? PRIORI international
  94. 94. Pop Quiz!
  95. 95. Authority? Influence? Control? Power? PRIORI international
  96. 96. I know! Authority? Influence? Control? Power? PRIORI international Let’s go! I object! What do we have to do?
  97. 97. Authority? Influence? Control? Power? PRIORI international
  98. 98. PRIORI international
  99. 99. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
  100. 100. PRIORI international What will be your “methodology” for identifying Styles?
  101. 101. PRIORI international
  102. 102. Practice, Practice, Practice
  103. 103. If you stop, Practice, Practice, Practice it all goes away.
  104. 104. PRIORI international 5-Step Methodology Most Critical
  105. 105. Step 1 Stop talking out loud and listening to yourself! Observe PRIORI international
  106. 106. Step 2 PRIORI international Ask Open Ended First Question Observe and Listen
  107. 107. Step 2 PRIORI international Style Body Language Their Focus CONTROL Calculated (pensive) Big picture and ideas INFLUENCE Restless (can t sit still) The present and relationships POWER Affable (gregarious) The work that needs to be done AUTHORITY Withdrawn (arms crossed) A historical perspective NOTE: You won’t observe any of this IF you are listening to yourself (See Step 1)
  108. 108. Step 3 PRIORI international Look and Listen for Primary Trust Concern Competence Sincerity
  109. 109. Step 3 PRIORI international Look and Listen for Primary Trust Concern Competence Sincerity NOTE: You won’t observe any of this IF you are listening to yourself (See Step 1)
  110. 110. Step 4 international C C I A I A PRIORI P P C I A P C I A P Look for What’s Missing Remember: Struggle = Next Move
  111. 111. Step 4 international C C I A I A PRIORI P P C I A P NOTE: C I A P You won’t observe any of this IF you are listening to yourself (See Step 1)
  112. 112. Step 5 PRIORI international How are they positioning themselves? Observe
  113. 113. Step 5 PRIORI international Style Speaking From Their Position CONTROL You should In charge (director) INFLUENCE We could Relationship person (facilitator) POWER We have to Go-to person (builder) AUTHORITY They should have Protector of quality (analyzer) How are they positioning themselves? Observe
  114. 114. Step 5 PRIORI international Style Speaking From Their Position CONTROL You should do this In charge (a director) INFLUENCE We could Relationship person facilitating success POWER We have to Go-to person getting it all done AUTHORITY They should have Behind the scenes protecting quality NOTE: You won’t observe any of this IF you are listening to yourself (See Step 1)
  115. 115. 5-Steps Stop listening to yourself and talking out loud! Open Ended 1st Question Which Trust Concern? What’s Missing? Their Positioning? What’s missing??? PRIORI international
  116. 116. Make an Educated Guess and Go! Initiate and Adapt
  117. 117. 5-Steps Stop listening to yourself and talking out loud! Open Ended 1st Question Which Trust Concern? What’s Missing? Their Positioning? Go! PRIORI international
  118. 118. Sometimes… PRIORI international you must look for signs.
  119. 119. PRIORI international Signs Include Dress Speaking Body Language Car Writing Office Job Title Perspective
  120. 120. The Advantage of Observation Practice, Practice, Practice
  121. 121. Office? PRIORI international Inclusive Busy ! Personal, Fun ! Stylish Driven ! Functional Impersonal!
  122. 122. Body Language? Affable, Gregarious PRIORI international Calculated, Pensive! ! Withdrawn, Arms Crossed! Restless, Can t Sit Still !
  123. 123. Job? PRIORI international Creativity Operations Strategy Analytics
  124. 124. Positioning? PRIORI international Go-to Relationship Person In charge!
  125. 125. Adjectives? Adventuresome Impulsive Intuitive Skeptical Conventional Organized! PRIORI international Rational Determined Systematic! Practical Loyal Dependable
  126. 126. Car? Busy, busy! PRIORI international ! Look at me A penny saved… ! ! I feel a need… !
  127. 127. Pace? Fast! PRIORI international Demanding! Harried! Deliberate!
  128. 128. Decisions? PRIORI international Methodical, careful (process of elimination) ! Decisive and adamant ( this is the way ) ! Impulsive and spontaneous (changes daily) ! Accommodating ( let me talk to my team ) !
  129. 129. PRIORI international Who Sends This Email? Scattered ! Direct ! Inclusive ! Detailed !
  130. 130. PRIORI international Who Sends This Email? Influence ! Scattered!
  131. 131. PRIORI international Who Sends This Email? Control ! Direct!
  132. 132. PRIORI international Who Sends This Email? Power ! Inclusive!
  133. 133. PRIORI international Who Sends This Email? Authority ! Detailed!
  134. 134. Focus? PRIORI international
  135. 135. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
  136. 136. Story Time
  137. 137. Mindset: Not just understanding Styles, but learning how to think in regard to Styles
  138. 138. Attack Sheet
  139. 139. 4 Steps
  140. 140. What Style? PRIORI international CONTROL Step 1 AUTHORITY POWER INFLUENCE
  141. 141. What Style? CONTROL Step 1 AUTHORITY POWER INFLUENCE
  142. 142. PRIORI international $!
  143. 143. PRIORI international $!
  144. 144. PRIORI international
  145. 145. 5-Steps Stop listening to yourself and talking out loud! Open Ended 1st Question Which Trust Concern? What s Missing? Their Positioning? Go! PRIORI international
  146. 146. PRIORI international Step 2
  147. 147. What is the Situation? Step 2
  148. 148. The Situation? STEP 1 Style STEP 2 Situation POWER First meeting CONTROL Breakdown INFLUENCE Deal is over POWER Trying to close AUTHORITY Presenting to CONTROL How to work with PRIORI international
  149. 149. PRIORI international Step 3
  150. 150. What is my Goal? Step 2 PRIORI international
  151. 151. The Goal? PRIORI international STEP 3 STEP 1 Style STEP 2 Situation Goal/Concern POWER First meeting Strong first impression CONTROL Breakdown Get back on track INFLUENCE Deal is over Set up for next deal POWER Trying to close Close AUTHORITY Presenting to Best setting CONTROL How to work with Address their concerns WHY?
  152. 152. Prediction
  153. 153. Engage! Step 4 PRIORI international
  154. 154. What are my Tactics?
  155. 155. The Situation? PRIORI international STEP 1 Style STEPS 2/3 Situation STEP 4 Tactics CONTROL Breakdown/ Back on Track Focus on their big picture Ask them questions Create a menu of options POWER First meeting 1. Sincerity 2. Competence First Impression Principle: Come along side, then focus on making their hard work pay off.
  156. 156. PRIORI Go! international Tactics for that Style in that situation. The Situation? Short Test Select Don t Know What Style am I dealing with? What is my Style?
  157. 157. Application Exercise
  158. 158. Authority
  159. 159. Authority PRIORI international
  160. 160. Authority PRIORI international
  161. 161. Influence
  162. 162. Influence PRIORI international
  163. 163. Influence PRIORI international
  164. 164. Power
  165. 165. Power PRIORI international
  166. 166. Power PRIORI international
  167. 167. Control
  168. 168. Control PRIORI international
  169. 169. Control PRIORI international
  170. 170. We re Done!
  171. 171. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
  172. 172. PRIORI international Wealth and Wisdom
  173. 173. PRIORI international Compass Setting Overcoming Adversity Quicker More Powerful Relationships More Effective Coordination of Action
  174. 174. Three Goals PRIORI international
  175. 175. Thank you!
  176. 176. Get Wired for Prosperity TM
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