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  • 1.Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246[email_address] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com Developer of Buying Facilitation Author ofSelling with Integrity &Dirty Little Secrets Sharon Drew Morgen ProductCamp 2007, Morgen Facilitations Inc.

2. ACTIVITY

  • Please rank the following in hierarchy of importance for a successful buy-in:
  • formally present the initiative in the most dynamic way
  • enlist sympathizers, choose leaders
  • discover any people - problems that need to be managed
  • handle laggards/saboteurs through supervision and by making them leaders
  • briefly discuss initiative as an overture to get folks thinking
  • get buy-in/agreement through questionnaire and note whos beliefs are/arent on board with the proposed change/work
  • put people together in teams
  • elicit ideas as to what success should look like, what failure might look like
  • through a write-in campaign, elicit thoughts and get agreement for how to proceed and steps to take
  • make sure your direct team of decision makers are well informed
  • have doubters discover what they would need to do to be able to lend a hand and buy-in to initiative enough to not sabotage

2007, Morgen Facilitations Inc. 3. DISCUSS WITH YOUR NEIGHBOR Why did you choose to begin where you began? Is it industry expectation? Assumption that success is best achieved here? Habit? What would you need to believe differently to be willing to begin at a different point? How would you know, before you begin, that a different approach would bring you a different level of buy-in? What would you need to see, believe, understand differently? If we were to do an initiative together, and I started in a different place than the one you believe in, what would you need to see or know from me and our work together to be willing to buy-in - even though it was uncomfortable? What sort of agreement would you need from me before we began in order to freely offer your skill set and be willing to discuss doubts and angers with me before and during the requested changes? 2007, Morgen Facilitations Inc. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 4. CORE PREMISE Information does not teach someonehow to make a decision!! Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 5. NOT Change approached via idea relevancy. Buy-in assumed once relevancy recognized. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 6. WE EACH FUNCTION UNQUELY Unique system of values that makes us who we are. Life Experiences Social Class Education Religion Family History Feelings Needs Dreams Friends Geography Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 7. WHY IS CHANGE HARD? Change means disruption: People fear disruption NOT change. HOMEOSTASIS People maintain homeostasis Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 8. ENGAGING BELIEFS Systems congruency must be maintained at all times Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. I Can't I Rebel Can I transfer? I Won't Nope I'm what? You want to do what? I'm sick It's late No change will happen if beliefs are not engaged. 9. BIASES & BELIEFS People will not behave in ways that compromise their beliefs. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. Nope, wont do that. Its against my beliefs. 10. SHIFT BELIEFS Agreement happens only after beliefs shift. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. Feels Wrong CURRENT BELIEFS/BIAS ??? SHIFT OK! AGREEMENT 11. WHAT ARE BEHAVIORS? Politics Leisure Beliefs Lifestyle Friends Job BEHAVIORS Behaviors are beliefs in action. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 12. CLARIFYING POSSIBILITIES/PROBLEMS new rules old rules money personnel detractors time status quo What would stand in the way of SUCCESS? partners politics Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 13. BASIC AXIOMS

  • People only hear through their beliefs;
  • People will take no action if it's incongruent with their beliefs;
  • People sort for differences and not similarities;
  • Everyone has a hierarchy of beliefs.

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 14. QUESTIONS FOR ALL DAY MEETING

  • Which are the best outcomes for us? Why?
  • How will we change who will we be as a company/group when we adopt these outcomes?
  • What will we need to do/be differently in order to carry out these outcomes? And how will that connect with our group/company mission? Your job?
  • Which of these ideas, that we put up on the board, match the outcomes I originally put up? What needs to shift? Change?
  • How do we keep everyone engaged so that we can all play a role in any change we go through?
  • How can we bring aboard the folks having difficulty buying in?
  • What should be our first activities?

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 15. MANAGING RESISTERS What can we shift to create comfort for resisters? Resisters will offer heightened creativity and leadership. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. Fire? Ignore? Use Force? 16. SUPPORTING RESISTERS What is stopping you from feeling more comfortable? What would need to happen differently for you to feel better about what we are planning? How could we work with you to help you become part of the change?

  • Decide on how to manage resisters
  • With sympathizers;
  • With general population on blog.
  • Makeitawholegroupdecision.

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 17. PRACTICE Action plan for life-cycle. Develop action plans to encourage buy-in throughout life-cycle of vision. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc. 18. ACTIVITY

  • briefly discuss proposed initiative as an overture to get folks thinking
  • elicit ideas as to what success should look like, what failure might look like
  • through a write-in campaign, elicit thoughts and get agreement for how to proceed and steps to take
  • get buy-in/agreement through questionnaire and note whos beliefs are/arent on board with the proposed change/work
  • make sure your direct team of decision makers are well informed
  • formally present the initiative in the most dynamic way
  • enlist sympathizers, choose leaders
  • put people together in teams
  • discover any people-problems that need to be managed
  • have doubters discover what they would need to do to be able to lend a hand and buy-in enough to not sabotage
  • handle laggards/saboteurs through supervision and by making them leaders

2007, Morgen Facilitations Inc. 19. Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246[email_address] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com Developer of Buying Facilitation Author ofSelling with Integrity& Dirty Little SecretsSharon Drew Morgen ProductCamp Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 2007, Morgen Facilitations Inc.