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2012svpcamp

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Creating Influence, On Demand - Simple, verbal techniques that can increase communication effectiveness by a factor of 5, with 30-60s of application

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2012svpcamp

  1. 1. AT Creating Influence On Demand RAPID RAPPORTCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 1
  2. 2. What you get: INCREASE COMMUNICATION EFFECTIVENESS UP TO 5XCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 2
  3. 3. http://www.youtube.com/watch?v=YcTgjR5iV1Y WOULD IT BE OK TO SEE A DEMO?Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 3
  4. 4. Bernie Maloney, CSPPE, CSM, CSPOStrategic Product Managementmatrix management= Influence without AuthorityNeuro Linguistic Programming Practitioner Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 4
  5. 5. I’VE GOT GOOD NEWS & BAD NEWSCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 5
  6. 6. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 6
  7. 7. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 7
  8. 8. Outcome: Recognize and Practice Verbal Technology to Build Rapport Fast • Why: Significance and Basis • How: Applications in Technology Teams • What’s Behind This: Get the Abstraction • Summary & Resources OUTLINECreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 8
  9. 9. WHY = FIRST IMPRESSIONS MATTER Before Confirmation BiasCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 9
  10. 10. Does the 1st 60 seconds really matter?Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 10
  11. 11. Ever had a telemarketer call?Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 11
  12. 12. & you asked to hear more?Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 12
  13. 13. Even sociallyCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 13
  14. 14. Confirmation BiasCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 14
  15. 15. HOW: APPLICATIONS IN TECHNOLOGY TEAMSCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 15
  16. 16. 7% Physiology Tonality 38% Words 55% Communication Goes (way, way, way) Beyond Words e.g. Ray Birdwhistle, University of Pennsylvania Verbal vectors: Tone, Pitch Tempo: Speed & Cadence Timbre VolumeCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 16
  17. 17. Translating into (Agile) PracticeCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 17
  18. 18. 7%Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 18
  19. 19. 35+%Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 19
  20. 20. 55%Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 20
  21. 21. What if teams increase communication effectiveness by even half this? 5X? OR 10X?Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 21
  22. 22. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 22
  23. 23. THE TIP? LOWER UNCONSCIOUS BARRIERSCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 23
  24. 24. The PrincipleCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 24
  25. 25. Build Rapport: Offer similar patterns Tonality (35+%!) --------------------- how people represent information – another talk Words (7%): keys to --------------------- Physiological (55%!)Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 25
  26. 26. Pair off: Verbal Mirroring & Matching Keep statements short (get multiple practice exchanges) Tone, Pitch Person A: Start with a Question Tempo: Speed & Cadence Person B: Short response, using similar verbal behaviors > Question Timbre Switch roles at signal VolumeCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 26
  27. 27. Insights: Verbal Mirroring & MatchingCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 27
  28. 28. Get the Abstraction WHAT’S BEHIND THIS?Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 28
  29. 29. It began in the Santa Cruz Mountains…Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 29
  30. 30. Virginia Satir’s Change ModelCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 30
  31. 31. Principle: Success Leaves FootprintsCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 31
  32. 32. 2B bps info NLP MODEL OF COMMUNICATIONCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 32
  33. 33. 2MB (~16Mb) (HD 1920x1080)Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 33
  34. 34. Conscious Mind processes ~134 bps in groups of 2B bps info 7 +/- 2 “chunks” NLP MODEL OF COMMUNICATIONCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 34
  35. 35. 132 b (12 px by 11 px)Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 35
  36. 36. Conscious Mind processes ~134 bps in groups of 2B bps info 7 +/- 2 “chunks” Delete Distort Generalize Unconscious Programming = Barrier: Friend or Foe? Fight or Flight? NLP MODEL OF COMMUNICATIONCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 36
  37. 37. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 37
  38. 38. SUMMARYCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 38
  39. 39. TWO TYPES OF STUDENTSCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 39
  40. 40. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 40
  41. 41. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 41
  42. 42. DECIDE: WHICH TYPE ARE YOU?Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 42
  43. 43. 7% Physiology Tonality 38% Words 55% Communication Goes (way, way, way) Beyond Words Tonality (35+%!) Words (7%): keys to how people represent information Physiological (55%!)Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 43
  44. 44. Building Rapport Lowers Unconscious BarriersCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 44
  45. 45. 35+%: Observe & Signal Rapport by Verbal Matching Tone, Pitch Tempo: Speed & Cadence Timbre VolumeCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 45
  46. 46. Seminal Work: Richard Bandler & John Grinder, Frogs into Princes For a far easier Introduction: Michael Brooks, Instant Rapport (available in libraries) RESOURCESCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 46
  47. 47. Bernie Maloney, CSPPE, CSM, CSPOTurning Strategies into ResultsFrom Startup to Beyond $100M about.me/ berniemaloneylinkedin.com/in/ berniemaloney slideshare.net / berniemaloney gplus.to/ berniemaloney twitter.com/#!/ berniemaloney Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 47
  48. 48. Ut Prosim. Namaste. FINCreating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 48
  49. 49. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 49

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