The QualityConnection              Welcome                        March 27, 2012   1
About SCQAA-SF- A Not-for Profit Organization        SCQAA-SF (www.scqaa.net) chapter sponsors the sharing         of inf...
The QualityConnection              How to Convince a                   Skeptic                       www. qualityconn. com...
The QualityConnection                               Some Definitions              1. What does communication mean?        ...
The QualityConnection                               Some Definitions              1. What does communication mean?        ...
The QualityConnection                                 Some Definitions              1. What does communication mean?      ...
The QualityConnection                                 Some Definitions              1. What does communication mean?      ...
The QualityConnection                                       Question                 What are the kinds of things you    ...
The QualityConnection                                          Agenda                 4 Steps to prepare yourself        ...
The QualityConnection                     4 Steps to go through in                                    preparing           ...
The QualityConnection                      4 Steps to go through in                                     preparing         ...
The QualityConnection                      4 Steps to go through in                                     preparing         ...
The QualityConnection                      4 Steps to go through in                                     preparing         ...
The QualityConnection                     Psychology of Skepticism                 Pessimistic belief                    ...
The QualityConnection                     Psychology of Skepticism                 Pessimistic belief                 Aw...
The QualityConnection                     Psychology of Skepticism                 Pessimistic belief                 Aw...
The QualityConnection                     Psychology of Skepticism                 Pessimistic belief                 Aw...
The QualityConnection                     Psychology of Skepticism                 Pessimistic belief                 Aw...
The QualityConnection                                              4 Tools              1. The language of suggestion     ...
The QualityConnection                  The Language of Suggestion                 Examples                             20...
The QualityConnection                                              4 Tools              1. The language of suggestion     ...
The QualityConnection                                  The Macho Test              Have I stated or implied in anything I’...
The QualityConnection                                  3 out of 4 Tools              1. The language of suggestion        ...
The QualityConnection                            The Sanity Check                 Give to someone else and have          ...
The QualityConnection                                  4 out of 4 Tools              1. The language of suggestion        ...
The QualityConnection                    Nonverbal Considerations              1   Credible style: stands still when no   ...
The QualityConnection              Review: 4 Steps to go through                                in preparing              ...
The QualityConnection                                  Review: 4 Tools              1. The language of suggestion         ...
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How To Convince A Skeptic

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Steve Bender presented at SCQAA- San Fernando Valley chapter on March 2012.

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How To Convince A Skeptic

  1. 1. The QualityConnection Welcome March 27, 2012 1
  2. 2. About SCQAA-SF- A Not-for Profit Organization  SCQAA-SF (www.scqaa.net) chapter sponsors the sharing of information to promote and encourage the improvement in information technology quality practices and principles through networking, training and professional development.  Networking: We meet once in 2 months in San Fernando Valley.  Check us out on LinkedIn (SCQAA-SF)  Contact Sujit at sujit58@gmail.com or call 818-878-0834 March 27, 2012 2
  3. 3. The QualityConnection How to Convince a Skeptic www. qualityconn. com 3
  4. 4. The QualityConnection Some Definitions 1. What does communication mean? 4 www.qualityconn.com
  5. 5. The QualityConnection Some Definitions 1. What does communication mean? - What is being understood 5 www.qualityconn.com
  6. 6. The QualityConnection Some Definitions 1. What does communication mean? - What is being understood 5. What are different points of view? 6 www.qualityconn.com
  7. 7. The QualityConnection Some Definitions 1. What does communication mean? - What is being understood 5. What are different points of view? - 1st position – your point of view - 2nd position – walk in other’s shoes - 3rd position – fly on the wall 7 www.qualityconn.com
  8. 8. The QualityConnection Question  What are the kinds of things you would like to convince others of? 8 www.qualityconn.com
  9. 9. The QualityConnection Agenda  4 Steps to prepare yourself  Psychology of Skepticism – 4 patterns  4 Tools 9 www.qualityconn.com
  10. 10. The QualityConnection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? 10 www.qualityconn.com
  11. 11. The QualityConnection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections 11 www.qualityconn.com
  12. 12. The QualityConnection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had 12 www.qualityconn.com
  13. 13. The QualityConnection 4 Steps to go through in preparing b Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had s Frame your intro with objections and common experiences 13 www.qualityconn.com
  14. 14. The QualityConnection Psychology of Skepticism  Pessimistic belief 14 www.qualityconn.com
  15. 15. The QualityConnection Psychology of Skepticism  Pessimistic belief  Away from pattern 15 www.qualityconn.com
  16. 16. The QualityConnection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal 16 www.qualityconn.com
  17. 17. The QualityConnection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal  Don’t like being told what to do 17 www.qualityconn.com
  18. 18. The QualityConnection Psychology of Skepticism  Pessimistic belief  Away from pattern  Internal  Don’t like being told what to do  Change their minds frequently – need to be constantly reassured 18 www.qualityconn.com
  19. 19. The QualityConnection 4 Tools 1. The language of suggestion 19 www.qualityconn.com
  20. 20. The QualityConnection The Language of Suggestion  Examples 20 www.qualityconn.com
  21. 21. The QualityConnection 4 Tools 1. The language of suggestion 2. The Macho Test 21 www.qualityconn.com
  22. 22. The QualityConnection The Macho Test Have I stated or implied in anything I’ve said or done (or written) that… b. I know something you don’t know or that I know more than you do? c. You are not completely perfect in everything you do? d. Someone else is more important than you are? 22 www.qualityconn.com
  23. 23. The QualityConnection 3 out of 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 23 www.qualityconn.com
  24. 24. The QualityConnection The Sanity Check  Give to someone else and have them review in your audience’s shoes  Then, look at from the 3rd position: What does that say about my relationship with x from y’s position 24 www.qualityconn.com
  25. 25. The QualityConnection 4 out of 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 4. Nonverbal – credible versus approachable styles 25 www.qualityconn.com
  26. 26. The QualityConnection Nonverbal Considerations 1 Credible style: stands still when no talking, monotone voice, less facial expressions, goes up on the second to last syllable in the last of a sentence, CNN talk, etc. l Approachable style: moves when not talking, has many facial expressions and great variety in tonal inflection, large asymmetrical hand gestures and goes up on the end of each sentence so that each sentence sounds like a question. 26 www.qualityconn.com
  27. 27. The QualityConnection Review: 4 Steps to go through in preparing i Think about your main message: what is your Most Wanted Response? o Identify objections o Identify common experiences that most everyone has most likely had s Frame your intro with objections and common experiences 27 www.qualityconn.com
  28. 28. The QualityConnection Review: 4 Tools 1. The language of suggestion 2. The Macho Test 3. The Sanity Check 4. Nonverbal – credible versus approachable styles 28 www.qualityconn.com

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