Switch

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Switch by Dan and Chip Heath

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  • Change the environmentWhat is the lesson…. Change the environment
  • Rider – Rational – Long Terms – Think logically, analytically – Planning and DirectionElephant – Emotional – short term/instant gratification – Energy/force/passionChange comes when both agreeStory :Clock – Rational but emotional no wants to sleepDiet – remove chips from eye contact else elephant will prevail.
  • 1]Who is the Boss?2] It’s exhausting trying to keep an elephant in line. Radish and Cookies experiment.Experiment # 1Experiment # 2Lesson = Will power is exhaustible resource.
  • Save the children story – Veitnam kids malnourished and few healthy kids being fed local roots and pieces of shrimps and multiple smaller portions of food. – Duplicate the process.TM _ Why club has more membership; why they have championsSales – Replicate your solution sale in the industry – why you clicked
  • Options create paralysis -
  • Switch

    1. 1. Why
    2. 2. SwitchHow To Change ThingsWhen Change Is HardBy: Chip Heath & Dan Heath
    3. 3. Quote Rider“For individuals’ behaviour to change,you’ve got to influence not only their Elephant environment but their hearts and minds.” Environment Direct the rider Motivate the elephant Shape the path
    4. 4. Switch• Direct the Rider: • Motivate the Elephant:• Find the bright spot • Find the feeling• Script the critical • Shrink the change moves • Grow your people• Point to the destination Shape the Path: •Tweak the environment •Build habits •Rally the herd Keep the Switch going
    5. 5. Follow the Bright Spots Quote:“Find out what’s working andhow you can do more of it.”
    6. 6. Script the Critical Moves Quote:“Don’t think bigpicture, think in terms of specific behaviour.”
    7. 7. Point to the Destination “Change iseasier when youknow here your are going and why its worth it.”
    8. 8. Find the Feeling Quote: “Knowingsomething is not Analyzeenough to cause change. Make people feel something.” Think Change
    9. 9. Shrink the Change Quote:“Break down the change until it no more spooks the elephant.”
    10. 10. Grow Your People Quote: “Cultivate a sense of identity andinstil the growth mindset.”
    11. 11. Tweak the Environment Quote: “Tweaking the environment is about making the right behaviours alittle bit easier and the wrong behaviours a little bit harder.”
    12. 12. Build Habits Quote: “when the behaviour is habitual its free—it does not tax therider. Look for ways to encourage habits.”
    13. 13. Rally the Herd Quote: “Behaviours is contagious.Help it spread.”
    14. 14. Keep the Switch Going Quote:“Change isn’t an event, it is a process….. A long journeyrequires lots of mango.”
    15. 15. SwitchDirect the Rider: Motivate the Elephant:• Find the bright spot • Find the feeling• Script the critical • Shrink the change moves • Grow your people• Point to the destination Shape the Path: •Tweak the environment •Build habits •Rally the herd Keep the Switch going……..
    16. 16. Connect with me @• Blogs: – www.vinodkmehra.com – www.ToastmastersTribe.com – www.SalesGyan.com• Facebook/vinodkmehra• LinkedIn• Twitter.com/vinodkmehra

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