Rypple science of persuasion
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The document summarizes a presentation about increasing positive intelligence (PQ) at work. PQ involves shifting one's thinking from "saboteurs" like the judge, victim, and avoider, to a "sage" perspective of curiosity, empathy, innovation, purpose, and calm action. The presentation discusses research linking high PQ to sales performance and strategies for strengthening PQ, like identifying saboteurs and using "PQ reps" to weaken them. It also outlines "PQ powers" like empathizing and navigating with purpose, and principles for activating the PQ brain in buyers. The presentation aims to help people master the science of persuasion through developing higher PQ.
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Rypple science of persuasion
- 1. The social way to improve performance at work
- 2. Mastering the Science of Persuasion Featured Speaker: Shirzad Chamine Tuesday, July 24 @ 11:00 am PST (2:00 pm EST)
- 3. Your Featured Speakers Your Host Our Guest Nick Stein Shirzad Chamine Chairman of CTI Director of Content & Media Author of New York Times best seller Rypple “Positive Intelligence” @stein_nick @ShirzadPQ
- 4. The Way We Work Today is Different More Global & Social More Fluid Teams More Results-oriented More Mobile
- 5. People Have Different Expectations 70% 66% People want to People want feel more aligned at work. more recognition at work. Roffey Park Cornerstone OnDemand study 60% 75% People want to People hate traditional hear from their managers performance reviews. Bersin Associate Research daily. Robert Half International & Yahoo Hotjobs Survey
- 6. Traditional Enterprise Tools Weren’t Designed For You They Were Designed for HR 50+ Year Old Design 50+ Year Old Design Automate Paper Processes Automate Paper Processes Top-down & Disconnected Top-down & Disconnected Demographic Shifts Demographic Shifts Outdated Science Outdated Science Not Engaging Not Engaging
- 7. Enter Salesforce Rypple A Management Tool Designed For You Bottom-up & Integrated Social Modern Practices Real-time Design & Gamification How we work
- 8. Mastering the Science of Persuasion Featured Speaker: Shirzad Chamine Tuesday, July 24 @ 11:00 am PST (2:00 pm EST)
- 9. Your Featured Speakers Your Host Our Guest Nick Stein Shirzad Chamine Chairman of CTI Director of Content & Media Author of New York Times best seller Rypple “Positive Intelligence” @stein_nick @ShirzadPQ
- 10. SM Mastering the Science of Persuasion
- 11. Agenda Overview of Positive Intelligence and PQ Research link between PQ and sales performance 3 Strategies to increase PQ & dramatically boost sales 3 PQ principles of selling Suggested next steps Q&A
- 13. Saboteurs Sage
- 14. Saboteurs Sage Judge Controller Victim Stickler Avoider Etc.
- 16. SURVIVOR BRAIN PQ BRAIN ANATOMY Brainstem, Limbic System, Middle Prefrontal Cortex, Left Brain Empathy Circuitry *, Right Brain * Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of the MPFC. 16
- 17. SURVIVOR BRAIN PQ BRAIN ANATOMY Brainstem, Limbic System, Middle Prefrontal Cortex, Left Brain Empathy Circuitry *, Right Brain FOCUS Survive Thrive VOICE Saboteurs Sage * Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of the MPFC. 17
- 18. SURVIVOR BRAIN PQ BRAIN ANATOMY Brainstem, Limbic System, Middle Prefrontal Cortex, Left Brain Empathy Circuitry *, Right Brain FOCUS Survive Thrive VOICE Saboteurs Sage EMOTIONS Anxiety, Anger, Curiosity, Compassion, Joy, Disappointment, Shame, Guilt, Creativity, Peace, Regret, Blame Calm Resolve * Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of the MPFC. 18
- 21. Judge: The Master Saboteur Finds fault with Self Others Events and Circumstances Source of most of our unhappiness, anxiety, self- doubt, anger, disappointment, guilt, and shame Triggers other Saboteurs 21
- 22. Judge: fault finding with self, others, or circumstances. Victim: focus on painful feelings as way of earning empathy and attention. Pleaser: pleasing, flattering, rescuing others, to gain acceptance. Avoider: procrastinate or avoid difficult tasks or conflicts, focus on the pleasant. Stickler: need for perfection, order, and organization taken too far. Restless: never at rest or content with what is, needing perpetual busyness. Controller: anxiety-based need to control situations and bend others to own will. Hyper-Achiever: dependent on achievement for self acceptance and self love. Hyper-Rational: rational processing of everything including relationships. Hyper-Vigilant: vigilance that can never rest, seeing danger in every corner.
- 23. What Do You Think? Question: Based on the information thus far, I believe: I DO have Saboteurs that cause significant harm to my effectiveness in selling & persuading. I DON’T have Saboteurs that cause significant harm to my effectiveness in selling & persuading. I don’t know yet. 23
- 24. To Weaken Your Saboteur Identify your top 2 Saboteurs and debunk their self- justifying lies Notice their typical pattern of thought/feeling/sensation so they can’t hide When you catch them in action, label them and do a 10-second PQ rep PQ Rep: Bring your attention as much as possible to any of your physical senses for 10 seconds
- 25. 25
- 26. Sage Perspective Every outcome or circumstance is a gift and opportunity The Stallion Story
- 27. Sage Power: Explore Characteristics Curiosity “Beginner’s mind” capacity for awe and wonder Discovery Focus What more could I discover? How fascinating! Tell me more. Power Game: Fascinated Anthropologist
- 28. Sage Power: Empathize Characteristics Empathy Appreciation Compassion Focus What would it be like in the other person’s shoes? What could be appreciated or acknowledged? What needs to be healed or forgiven? Power Game: Visualize the Child
- 29. Sage Power: Innovate Characteristics Imagination Bold, unbounded creativity Breaking out of assumptions, boxes, traditions, rules that hold you back Focus What is the “box” we have been stuck in? What assumptions or habits might be holding us back? What would be a whole new way? Power Game: Yes…and…
- 30. Sage Power: Navigate Characteristics Clear about one’s purpose and values Imbues work and life with “meaning” Aligns path/current action with purpose and values Focus How would this align with my (our) values or purpose? What would have lasting meaning? At the end of life, looking back, what would still stand out as important? Power Game: Flash Forward
- 31. Sage Power: Activate Characteristics Cool-headed strategy for best action Moves into action with calm clarity and resolve Not carried away with frenzy or emotion even in the midst of the storm Focus What needs to be done? What is standing in the way of action? Act! Power Game: Preempt the Saboteurs
- 33. PQ Channel vs. Data Channel 33
- 34. 3 PQ Principles of Selling The PQ Channel is far more important to selling than the Data Channel The buyer is more likely to say “YES” if her PQ Brain is activated You need to shift yourself to the PQ Brain to help the buyer do the same 34
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- 36. Visit www.positiveintelligence.com: PQ score assessment Saboteur assessment Tools and resources Book excerpts Shirzad@PositiveIntelligence.com Twitter: @ShirzadPQ Positive Intelligence and PQ are service marks of Shirzad Chamine. Copyright ©2012
- 38. Reserve your spot at Dreamforce 2012! September 18-21 Moscone Center & Downtown Campus Special Rypple Pricing Promo Code: MKDRYPPLE It will be a great opportunity for you to: • Network and exchange ideas with 50,000 + peers and experts • Learn what is really means to be a social enterprise from special guests at leading companies • Engage in deep-dive learning via specialized, interactive sessions Join us at DF12 to create your Social Enterprise! www.dreamforce.com
Notas del editor
- The world of work has changed. It’s mobile, social, and in the cloud. Yet many enterprises still rely on technology built for another age – technology that takes 50-year-old forms and automates them. Instead, we should be thinking about how to take advantage of social technologies to help us become more efficient and effective at work. People want feedback on how they are doing in the moment, so they can get better at what they do. This is particularly true of the generation of 90 million Millennials who have grown up with Facebook, Twitter, Foursquare, and other social apps. They are now running some of the fastest-growing, highest performing organizations in the world – and reaching positions of prominence in many others — and they want tools that will help them foster a feedback culture. Yet many enterprises still provide what passes for employee feedback once-a-year, during that stylized Kabuki dance known as the performance review. This process has become more about compliance than anything else. And it’s far too infrequent to have any real impact on employee performance.
- Rypple is based on the idea of using the latest social apps to help every manager become a better manager. So what constitutes a great manager? Recently, Google embarked on an internal study to answer this question. They found it came down to three key behaviors: 1) coaching people regularly 1:1 to help them achieve their goals; 2) recognizing them for doing great work; and 3) providing them with regular feedback on their performance (See: http://www.nytimes.com/2011/03/13/business/13hire.html?_r=1&adxnnl=1&pagewanted=all&adxnnlx=1329134671-WodUk4qJLsArBvyMSwY6rA Quest to Build a Better Boss) The question was how to help every manager do these things more often – and more effectively. We knew there was a thirst for this knowledge based on the millions of management books stocking the shelves of every airport bookstore.