ProductCamp Austin

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246 [email_address] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com Developer of Buying Facilitation® Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen ProductCamp © 2007, Morgen Facilitations Inc.

ACTIVITY
Please rank the following in hierarchy of importance for a successful buy-in:
formally present the initiative in the most dynamic way
enlist sympathizers, choose leaders
discover any people - problems that need to be managed
handle laggards/saboteurs through supervision and by making them leaders
briefly discuss initiative as an overture to get folks thinking
get buy-in/agreement through questionnaire and note who’s beliefs are/aren’t on board with the proposed change/work
put people together in teams
elicit ideas as to what success should look like, what failure might look like
through a write-in campaign, elicit thoughts and get agreement for how to proceed and steps to take
make sure your direct team of decision makers are well informed
have doubters discover what they would need to do to be able to lend a hand and buy-in to initiative enough to not sabotage
© 2007, Morgen Facilitations Inc.

DISCUSS WITH YOUR NEIGHBOR Why did you choose to begin where you began? Is it industry expectation? Assumption that success is best achieved here? Habit? What would you need to believe differently to be willing to begin at a different point? How would you know, before you begin, that a different approach would bring you a different level of buy-in? What would you need to see, believe, understand differently? If we were to do an initiative together, and I started in a different place than the one you believe in, what would you need to see or know from me and our work together to be willing to buy-in - even though it was uncomfortable? What sort of agreement would you need from me before we began in order to freely offer your skill set and be willing to discuss doubts and angers with me before and during the requested changes? © 2007, Morgen Facilitations Inc. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

NOT Change approached via idea relevancy. Buy-in assumed once relevancy recognized. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

WE EACH FUNCTION UNQUELY Unique system of values that makes us who we are. Life Experiences Social Class Education Religion Family History Feelings Needs Dreams Friends Geography Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

WHY IS CHANGE HARD? Change means disruption: People fear disruption NOT change. HOMEOSTASIS People maintain homeostasis Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

ENGAGING BELIEFS Systems congruency must be maintained at all times Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. I Can't I Rebel Can I transfer? I Won't Nope I'm what? You want to do what? I'm sick It's late No change will happen if beliefs are not engaged.

BIASES & BELIEFS People will not behave in ways that compromise their beliefs. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. Nope, won’t do that. It’s against my beliefs.

SHIFT BELIEFS Agreement happens only after beliefs shift. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. Feels Wrong CURRENT BELIEFS/BIAS ??? SHIFT OK! AGREEMENT

WHAT ARE BEHAVIORS? Politics Leisure Beliefs Lifestyle Friends Job BEHAVIORS Behaviors are beliefs in action. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

CLARIFYING POSSIBILITIES/PROBLEMS new rules old rules money personnel detractors time status quo What would stand in the way of SUCCESS? partners politics Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

BASIC AXIOMS
People only hear through their beliefs;
People will take no action if it's incongruent with their beliefs;
People sort for differences and not similarities;
Everyone has a hierarchy of beliefs.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

QUESTIONS FOR ALL DAY MEETING
Which are the best outcomes for us? Why?
How will we change – who will we be – as a company/group when we adopt these outcomes?
What will we need to do/be differently in order to carry out these outcomes? And how will that connect with our group/company mission? Your job?
Which of these ideas, that we put up on the board, match the outcomes I originally put up? What needs to shift? Change?
How do we keep everyone engaged so that we can all play a role in any change we go through?
How can we bring aboard the folks having difficulty buying in?
What should be our first activities?

MANAGING RESISTERS What can we shift to create comfort for resisters? Resisters will offer heightened creativity and leadership. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. Fire? Ignore? Use Force?

SUPPORTING RESISTERS What is stopping you from feeling more comfortable? What would need to happen differently for you to feel better about what we are planning? How could we work with you to help you become part of the change?
Decide on how to manage resisters
With sympathizers;
With general population on blog.
Make it a whole group decision.

PRACTICE Action plan for life-cycle. Develop action plans to encourage buy-in throughout life-cycle of vision. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

ACTIVITY
briefly discuss proposed initiative as an overture to get folks thinking
elicit ideas as to what success should look like, what failure might look like
through a write-in campaign, elicit thoughts and get agreement for how to proceed and steps to take
get buy-in/agreement through questionnaire and note who’s beliefs are/aren’t on board with the proposed change/work
make sure your direct team of decision makers are well informed
formally present the initiative in the most dynamic way
enlist sympathizers, choose leaders
put people together in teams
discover any people-problems that need to be managed
have doubters discover what they would need to do to be able to lend a hand and buy-in enough to not sabotage
handle laggards/saboteurs through supervision and by making them leaders
© 2007, Morgen Facilitations Inc.

Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246 [email_address] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com Developer of Buying Facilitation® Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen ProductCamp Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

ProductCamp Austin

by Sharon Drew Morgen on Mar 27, 2010

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ProductCamp Austin — Presentation Transcript