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Sales Tweet #23

by Rick Baker
On Aug 18, 2010
Sales Tweet #23 It happens. If a Client is in a really bad mood...don't push. Volunteer to come back another day.
 
The Thinking Behind the Sales Tweet:
Here, we are talking about both listening and watching body language. If a Client is having a real tough day then it just might be better to end the visit and come back another day. One sales error I made taught me this lesson. I met for over an hour with a fellow who was in agony due to a recently-broken foot. All of us kept asking if he was OK and he kept saying Yes. The meeting was a waste of time for all of us. I could have saved all of us the time and the poor fellow the agony by cutting the meeting real short.

Tags:

Emotions & Feelings @ Work | Sales | Thought Tweets

Creating Positive Change: Riders, their Elephants, & their Paths

by Rick Baker
On May 18, 2010
In 2006 Dr Jonathan Haidt published his book, `The Happiness Hypothesis`. www.happinesshypothesis.com                 
 
This year, 2010, Chip Heath and Dan Heath published their book, `SWITCH – How to Make Change When Change is Hard` www.heathbrothers.com 
 
This book by the Heath brothers builds on the analogy set by Haidt: that is, the rider, the elephant, and their path.
 
For Dr Haidt, the way humans go about things brought to mind a rider on an elephant. The rider represents our logical side and the elephant represents our emotional side. Our logical side is constantly struggling to control our emotional side.
 
The choice of elephant bangs home the point we are often under the control of our emotions rather than vice-versa.
 
The Heath brothers provide many examples of how we can use the Rider-Elephant-Path analogy to understand how to bring about positive change.
 
The Heath brothers recommend a 3-part frameworkto guide you when you need to change behaviour:
  1. What looks like a people problem is often a situation problem 
    So, we must Shape the Path
  2. What looks like laziness is often exhaustion 
    So we must Motivate the Elephant
  3. What looks like resistance is often a lack of clarity
    So, we must Direct the Rider
The Heaths provide a convincing argument…we should consider all three factors – the rider, the elephant, and their path – when we work to create positive change. And, there are several strategies and tactics for helping people with each of these three factors.
 
We can build the Haidt-Heath thinking into our methods for creating positive change.
 
More on creating positive change in future blogs…

Tags:

Change: Creating Positive Change | Emotions & Feelings @ Work

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