How we change what others think, feel, believe and do
Checklist for Influencers: questions for sellers, coaches, leaders, change agents
Guest articles > Checklist for Influencers: questions for sellers, coaches, leaders, change agents
by: Sharon Drew Morgen
Most of you are really good at what you do: as influencers, sellers, coaches, change agents, or leaders, your intuition, excellent skills, and history of success guide your ability to facilitate change for your clients. And yetâ€¦. Using conventional models and questions â€“ both designed to drive the predisposition of the facilitator - itâ€™s inevitable that your interactions will have bias, and will unwittingly restrict possible outcomes accordingly. Hereâ€™s a checklist of questions to help you determine the extent of your bias:
Weâ€™re all in the business of influencing, or attempting to get what we want. Yet we fail a very high percentage of the time; sellers loses 94% of their prospects; coaches lose 70% of follow on clients; implementations fail 97% of the time. Itâ€™s not our fault: we fail because our conventional skills are focused on
and miss the unspoken meta-messages, values, history, rules, and consensus issues that make up our CPs status quo. Itâ€™s possible to enable our CP partners to do the change work from within, without us biasing and limiting possibility to our own subjective view.
I have developed a generic change management model with a unique skill set that facilitates decision making and change at the core unconscious, systemic level and avoids bias and resistance. I developed it over many decades by coding my own Aspergerâ€™s systemizing brain and designing a new form of listening, a new type of question, and coding the steps that happen unconsciously during all change. Iâ€™ve trained it to 100,000 sales people, coaches, leaders, and negotiators globally. Itâ€™s a model that must be learned and added to your current skill set; it takes some time to learn and practice because itâ€™s so different from conventional models. But itâ€™s scalable. DuPont, for example, trained 8,000 sales people and KPMG trained 6,000 consultants.
Using this new decision facilitation model, youâ€™ll be able to help others determine how to quickly and congruently buy, change, implement, etc. themselves in the area you are facilitating. No more delayed sales cycles or lost prospects; no more failed implementations; no more resistance to change. You can close 40% of all qualified prospects from first call, in half the time; you can help coaching clients discover their unconscious incongruences on the first call; you can implement large change events with no resistance.
I can teach you how to unhook from your personal biases and enter conversations in a way that leads/ discovers/ creates all that's possible through win/win, servant leadership and congruent change. Imagine being able to enter every conversation and have it reach its most ethical, financial, and creative possibility. Imagine.
Sharon Drew Morgen is the author of 9 books, including NYTimes Business Bestseller Selling with Integrity, and What? Did You Really Say What I Think I Heard? She has developed facilitation material for sales/change management, coaching, and listening. To learn more about her sales, decision making, and change management material, (www.dirtylittlesecretsbook.com) go to www.sharondrewmorgen.com. To learn more about her work on closing the gap between what’s said and what’s heard, go to www.didihearyou.com. Contact Sharon Drew for training, keynotes, or online programs at firstname.lastname@example.org. Sharon Drew is currently designing programs for coaches to Find and Keep the Ideal Client, and Lead Facilitation for Lead Generation.
Contributor: Sharon Drew Morgen
Published here on: 01-May-16