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2011 SV Forum EL + Marketing SIG

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Verbal techniques to build rapport fast. Given to the Combined Engineering Leadership and Marketing Special Interest Groups of the SV Forum, 8/2011

Published in: Business, Spiritual
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2011 SV Forum EL + Marketing SIG

  1. 1. Rapid rapport<br />Creating Influence On Demand<br />SV Forum EL SIG<br />1<br />Slide Deck: © 2011 B. Maloney<br />
  2. 2. Increase communicationeffectiveness up to 5x<br />What you get:<br />SV Forum EL SIG<br />2<br />Slide Deck: © 2011 B. Maloney<br />
  3. 3. Would IT BE OK To SEE A DEMO?<br />http://www.youtube.com/watch?v=YcTgjR5iV1Y <br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />3<br />
  4. 4. Bernie Maloney, PE, CSMProduct Line and Program ManagementMatrix Management = Influence without Authority<br />Neuro Linguistic Programming Practitioner<br />Healthy Chocolate Coach<br />SV Forum EL SIG<br />4<br />Slide Deck: © 2011 B. Maloney<br />
  5. 5. I’ve got good news & bad news<br />SV Forum EL SIG<br />5<br />Slide Deck: © 2011 B. Maloney<br />
  6. 6. SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />6<br />
  7. 7. SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />7<br />
  8. 8. outline<br />Outcome: Recognize and Practice Verbal Technology to Build Rapport Fast<br /><ul><li>Why: Significance and Basis
  9. 9. How: Applications in Technology Teams
  10. 10. What’s Behind This: Get the Abstraction
  11. 11. Summary & Resources</li></ul>SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />8<br />
  12. 12. WHY = FIRST IMPRESSIONS MATTER<br />Before Confirmation Bias<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />9<br />
  13. 13. Does the 1st 60 seconds really matter?<br />SV Forum EL SIG<br />10<br />Slide Deck: © 2011 B. Maloney<br />
  14. 14. Ever had a telemarketer call?<br />SV Forum EL SIG<br />11<br />Slide Deck: © 2011 B. Maloney<br />
  15. 15. & you asked to hear more? <br />SV Forum EL SIG<br />12<br />Slide Deck: © 2011 B. Maloney<br />
  16. 16. Even socially<br />SV Forum EL SIG<br />13<br />Slide Deck: © 2011 B. Maloney<br />
  17. 17. Confirmation Bias<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />14<br />
  18. 18. HOW: APPLICATIONS IN TECHNOLOGY TEAMS<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />15<br />
  19. 19. Communication Goes (way, way, way) Beyond Wordse.g. Ray Birdwhistle, University of Pennsylvania<br />Verbal vectors:<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />16<br />Tone, Pitch<br />Tempo: Speed & Cadence<br />Timbre<br />Volume<br />
  20. 20. Translating into (Agile) Practice<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />17<br />
  21. 21. 7%<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />18<br />
  22. 22. 35+%<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />19<br />
  23. 23. 55%<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />20<br />
  24. 24. 5x? Or 10x?<br />What if teams increase communication effectiveness by even half this?<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />21<br />
  25. 25. SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />22<br />
  26. 26. THE TIP? LOWER UNCONSCIOUS BARRIERS<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />23<br />
  27. 27. The Principle<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />24<br />
  28. 28. Build Rapport: Offer similar patterns<br />Tonality (35+%!)<br />Words (7%): keys to how people represent information – another talk<br />Physiological (55%!)<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />25<br />---------------------<br />
  29. 29. Pair off: Mirroring & Matching<br />Keep statements short (get multiple practice exchanges)<br />Person A: State an insight from this or another source today<br />Person B: Respond using similar verbal behaviors<br />Switch roles at signal<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />26<br />Tone, Pitch<br />Tempo: Speed & Cadence<br />Timbre<br />Volume<br />
  30. 30. Participant Insights: Verbal Mirroring & Matching<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />27<br />
  31. 31. WHAT’s BEHIND THIS?<br />Get the Abstraction<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />28<br />
  32. 32. It began in the Santa Cruz Mountains…<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />29<br />
  33. 33. Virginia Satir’s Change Model<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />30<br />
  34. 34. Principle: Success Leaves Footprints<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />31<br />
  35. 35. NLP Model of Communication<br />Unconscious Programming = Barrier: Friend or Foe? Fight or Flight?<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />32<br />Mind processes~134 bps <br />in groups of<br />7 +/- 2 “chunks”<br />2B bps info<br />Delete<br />Distort<br />Generalize<br />
  36. 36. SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />33<br />
  37. 37. Pair off: Mis-Matching<br />Keep statements short<br />Person A: State an insight from this or another source today<br />Person B: Respond using VERY DIFFERENT verbal behaviors<br />Switch roles at signal<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />34<br />Tone, Pitch<br />Tempo: Speed & Cadence<br />Timbre<br />Volume<br />
  38. 38. Participant Insights: Verbal Mis-Matching<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />35<br />
  39. 39. SUMMARY<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />36<br />
  40. 40. Two types of students<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />37<br />
  41. 41. SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />38<br />
  42. 42. SV Forum EL SIG<br />39<br />Slide Deck: © 2011 B. Maloney<br />
  43. 43. DECIDE: Which TYPE are you?<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />40<br />
  44. 44. Communication Goes (way, way, way) Beyond Words<br />Tonality (35+%!)<br />Words (7%): keys to how people represent information<br />Physiological (55%!)<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />41<br />
  45. 45. Building Rapport Lowers Unconscious Barriers<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />42<br />
  46. 46. 35+%: Observe & Signal Rapport by Verbal Matching<br />Tone, Pitch<br />Tempo: Speed & Cadence<br />Timbre<br />Volume<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />43<br />
  47. 47. Resources<br />Seminal Work:Richard Bandler & John Grinder,Frogs into Princes<br />For a far easier Introduction:Michael Brooks, Instant Rapport (available in libraries)<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />44<br />
  48. 48. Applied Resourcesfor those who lead<br />A practical application to inspire action:<br />Simon SinekStart With Why<br />A guide leveraging Agile to transform organizations :Stephen DenningThe Leader’s Guide to Radical Management<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />45<br />
  49. 49. Bernie Maloney, PE, CSMAgile Strategies & Tactics from Lab to Launch<br />about.me/berniemaloney<br />SV Forum EL SIG<br />46<br />Slide Deck: © 2011 B. Maloney<br />
  50. 50. FIN<br />UtProsim. Namaste.<br />SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />47<br />
  51. 51. SV Forum EL SIG<br />Slide Deck: © 2011 B. Maloney<br />48<br />

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