The Core Pattern                 for Changing Minds™                                                  @                   ...
The journey to the core pattern                                                                 Leadership                ...
From practice to theory (and back again)                                                 Disciplines                      ...
The Core Pattern for Changing Minds™   Information                        Trust                            Tension   Closu...
Tension                                 I want                                       I have not                           ...
Yerkes-Dodson curve                                     Boredom                          Performance     Overload         ...
Some gap variables        • Time: Past – Present – Future        • Ownership: Actual – Desired        • Perception: Realit...
Cialdini’s Six Principles of Influence                                                             Commitment             ...
Traditional selling        Small talk                                      Features &                                     ...
SPIN selling        Situation        Questions                                        Problem                             ...
Principled Negotiation     Go to the balcony                 Step to their side                                   Make it ...
Tension at work                                                      Workplace gaps include:                              ...
Gaps in understanding        • Sender: Unclear message             Things missing, elaborations, distortions             ...
Gaps in motivation        • Formal drivers             Personal and organisational objectives             Consequences o...
Gaps in ability        • Personal ability             Skills and knowledge             Technical and human        • Orga...
Major tension-closure pattern                     Hurt                                           and                      ...
Thank You                                                             For more, see…                                    ht...
Upcoming SlideShare
Loading in...5
×

The Core Pattern of Changing Minds with David Straker

1,709

Published on

Published in: Health & Medicine
0 Comments
6 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,709
On Slideshare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
61
Comments
0
Likes
6
Embeds 0
No embeds

No notes for slide

The Core Pattern of Changing Minds with David Straker

  1. 1. The Core Pattern for Changing Minds™ @ Friday, 29 March 2013 David StrakerChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 1
  2. 2. The journey to the core pattern Leadership Sales & Psychology Marketing The Storytelling Core Negotiation Pattern Business Teaching Change CounsellingChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 2
  3. 3. From practice to theory (and back again) Disciplines What Techniques How Explanations Theories WhyChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 3
  4. 4. The Core Pattern for Changing Minds™ Information Trust Tension Closure CommitmentChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 4
  5. 5. Tension I want I have not Gaps I fear What may be I am I want to be What is What should be Etc. Etc. Tension = Total GapChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 5
  6. 6. Yerkes-Dodson curve Boredom Performance Overload Tension- Flow Relief- seeking seeking Performance Collapse TensionChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 6
  7. 7. Some gap variables • Time: Past – Present – Future • Ownership: Actual – Desired • Perception: Reality – Experience • Needs: Health, Belonging, Esteem, etc. • Values: What is good, right, important • Emotions: Love, anger, fear, etc.Changing Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 7
  8. 8. Cialdini’s Six Principles of Influence Commitment Social Reciprocity and Proof Consistency Authority Liking ScarcityChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 8
  9. 9. Traditional selling Small talk Features & Benefits Closing Techniques Objection- HandlingChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 9
  10. 10. SPIN selling Situation Questions Problem Questions Implication Questions Need-Payoff QuestionsChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 10
  11. 11. Principled Negotiation Go to the balcony Step to their side Make it easy to say yes Make it hard to say no Deploy your BATNAChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 11
  12. 12. Tension at work Workplace gaps include: Understanding Motivation AbilityChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 12
  13. 13. Gaps in understanding • Sender: Unclear message Things missing, elaborations, distortions Assuming other think like me • Listener: Different cognitive structures Beliefs: Assumed truths, rights and wrongs Mental models: What works, how and why So: Don’t just ‘communicate, communicate’ Speak their language Check their understandingChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 13
  14. 14. Gaps in motivation • Formal drivers Personal and organisational objectives Consequences of compliance or not • Personal motivations Ambitions and fears Pressures of external life So: Don’t just tell or ‘vanilla sell’ Ensure the whole organisation is aligned Speak to individual human concernsChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 14
  15. 15. Gaps in ability • Personal ability Skills and knowledge Technical and human • Organisational support Tools for the job Attention and escalation So: Don’t just allocate responsibility Ensure they are personally able Provide real operational supportChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 15
  16. 16. Major tension-closure pattern Hurt and RescueChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 16
  17. 17. Thank You For more, see… http://changingminds.orgChanging Works The Core Pattern for Changing Minds (c) Changing Works Ltd DS 310329 Page 17
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×