GETTING THE ADOPTION Duncan Prowse

Educational Centre, Sofia, July 6th - 8th 2013

LONDON SAN FRANCISCO

Applying educational ideas to sales

Identifying the customer

Empathising with the customer

Empathy and the Internet, netiquette

Training and/or education ONLINE

Do you play SCRABBLE?

Sales SCRABBLE –

SCRABBLING for text book adoptions

• Who is your customer?

• Who are all the people involved and what do they do?

• EMPATHISE with each of them

First word on the Scrabble board – EMPATHY

em·pa·thyɛmpəθi [em-puh-thee] noun 1. the intellectual identification with or vicarious experiencing of the feelings, thoughts, or attitudes of another. 2. the imaginative ascribing to an object, as a natural object or work of art, feelings or attitudes present in oneself: By means of empathy, a great painting becomes a mirror of the self. Origin: 1900–05;  < Greek empátheia  affectionCan be confused: sympathy 

• Content – concept of empathy

• Communication – describing trends and behaviour

• Cognition – analysing your own internet time/use

• Culture – How social media affects people's behaviour

QSE Pre-Intermediate A2-B1, CLIL section: EMPATHY and social media

Cambridge ESOL TKT course: 4Cs

What is he / she feeling?

Perspective taking

Identification

Theory of mind (understanding the

minds of others)

EMPATHY SYMPATHY

Advice, suggestions

Judgement

Analysis

What is he / she saying?

Empathy or sympathy… or both?

Empathy, Interaction and Caring: Teachers' Roles in a Constrained Environment, Bridget Cooper, Leeds Metropolitan University, 2004

An attitude of care in teaching and learning emerges through profound empathy in one-to-one relationships … .

Despite an overwhelming desire to support, care for and relate deeply to pupils, teachers were continually constrained by the conditions in which they worked.

The degree of empathy shown by the teacher affects the degree of empathy shown by the student and the student’s ability to share with and learn from others.

Time was stolen from them by the nature of the current education system; the fragmented and rigid curriculum; the time poor nature of their working conditions; the bureaucracy of modern education and the large numbers of pupils and low frequency of contact.

Six habits of Empathetic people

Roman Krznaric, University of California, Berkeley

1. Curiosity about strangers

2. Challenge prejudices and discover commonalities

3. Try another person’s life

4. Listen hard and open up

5. Inspire mass action and social change

6. Develop an ambitious imagination

http://greatergood.berkeley.edu/

Empathise or sympathise with the teacher?

Who does the teacher also have to consider?

Who is the:

• CUSTOMER?

• CLIENT?

• CONSUMER?

Who does the adoption DECISION belong to ….?

Double Word Score: 32

Time

Budget

Need

Authority

B.A.N.T.

Keeping a running record of deals in progress

Asking better questions – FORMATIVE or SUMMATIVE?

Closed questions with yes/no answers

Short quick questions

Answers require recall of learned information

Most computer based learning and tests

SUMMATIVE questionsFORMATIVE questions

Higher order thinking

Promoting discussion which forms the direction of future

learning

Statements with time for responses

Open ended with many possible answers

Filling the pot…. OR… Lighting the fire?

What else is involved in the decision ….?Cambridge ESOL

• YL (3 levels)

• KET

• PET

• FCE

• CAE (CPE)

• IELTS

Trinity College, London

• GESE

• ISE

Local Exams

Why take exams?

Types of Exam?

Levels and Ages?

Have the exam chart in your head (and CEFR)

Critical thinking – ancient and modern:

Triple Word Score: 48

Double Word Score: 20

Learning to THINK and DO

Learning through DISCOVERY and DISCUSSION

The Results: Income for you and jobs for the students

The person as BRAND

Double Word Score: 26

• Content

• Communication

• Cognition

• Culture

Playing sales SCRABBLE –

SCRABBLING for text book adoptions

• Is the money available to make the order? BUDGET

• Who is going to authorise this? Who is your real customer? AUTHORITY

• What can you do for them? What do they need? NEED

• When do they need it? TIME

• THIS IS ABOUT HOW THEY FEEL EMPATHY

• You are there to being them solutions, not problems. SYMPATHY

• Solutions by understanding, discussion, analysis CRITICAL THINKING

dp@brookemead.com

LONDON SAN FRANCISCO