ChangeWorks Trade Show Banner

Hi, Everyone!

We’ve just ordered a banner for an upcoming event — the Charlotte ASTD Day of Learning. I’m one of the presenters and we’re also hosting a trade show table promoting the ChangeWorks System. The banner 48″ by 80″ and retracts into a very portable and easy-to-ship-and-setup spool thingy.

Here’s what it looks like:

If any of you would like to use it for an event you’re showing at, please let us know.

-T-

Free Coaching Sessions??

Hi, Everyone!

I recently received a note from ChangeWorks professional Mattison Grey about an article from CoachingCommons.org she thought I’d find interesting. The subject is “The Double Edge Sword of Free Coaching Conversations” written by Emmy-winning television news reporter and anchor, Mark Joyella.

Here’s the link —

Article about Free Coaching

Let me know what you all think —

-T-

“MasterStream:Essentials” Debuts 9/30

Hi, Everyone!

We’re pleased to announce that “MasterStream:Essentials — Natural Selling Skills for Human Development Professionals” will be making it’s debut on September 30th.

MasterStream:Essentials is designed for coaches, trainers, consultants and all other varieties of independent human development professionals who want to take their sales results to a whole new level. The program focuses on 21 common challenges professionals face in their sales-related attitudes, beliefs and behaviors.

Here’s a link with full information:

MasterStream: Essentials

Included in the program is a special ChangeWorks profile that will be administered both BEFORE and AFTER the training program so that the participant can see the impact the training has had on their readiness to perform the mission-critical sales skills covered in MasterStream:Essentials.

The program takes place over TWO 2-hour webinars spaced one week apart.

To register, click on the following link:

Register for MasterStream:Essentials

Obviously, we would appreciate any assistance you can offer in spreading the word to your colleagues.

If you have any questions, please give us a call at 704-987-6500.

-T-

Pricing ChangeWorks Group Profiles

Hi, Everyone!

In the past week, several of you have asked us about pricing group profiles, so I thought it might be useful to share our suggested pricing strategy with all of you.

The base price for a ChangeWorks group profile is calculated using this simple formula:

(# of Participants in the Profile Population PLUS # of Activities on the Master List) TIMES $100 = Base Fee

For example, the base fee for a profile of 50 participants exploring 15 activities would be: (50 + 15) * $100 = $6,500. The surcharge we would levy on the professional for a group profile ranges from $999 for a Basic Team member all the way down to FREE for members of the Gold Team.

This base fee should include the following services:

• 1-2 hours of consultation with the key manager(s) to develop the activity list

• the creation and distribution of the ChangeGrid campaign

• a debriefing session of 1-2 hours with the key manager(s)

In addition, consider adding one or more of the following services:

• additional consultation hours for developing action plans with the management team based on the results of the ChangeWorks profile

• a private debriefing with each of the participants, billed at your standard hourly rate

• a half-day to full-day seminar for the management team and/or all of the participants during which you can debrief the ChangeWorks Group Profile and help them develop action plans for the activities explored in the profile, billed at your customary training rates

Handled properly, a ChangeWorks group profile can not only be a lucrative service for you to offer your clients, it can also set into motion a wide range of training, coaching and consulting services that could provide you with billable opportunities FAR in excess of the fee for the profile itself.

We’re here to help you bring ChangeWorks into your organizational clients — so call us with any questions you may have!

-T-

Being More Influential, Part 4

Hi, Everyone!

Here is the fourth and final article in the “Being More Influential” series Dave Miller has featured in his newsletter:

Being More Influential, Part 4by Dave Miller

No matter what you do, you are in sales in some way.  The word, “sales” or “selling” brings up negative connotations for many people.  It may be helpful to think of it as “influence”.  Whether you’re a sales professional, coach, consultant  or executive – there are key stakeholders in your world you need to influence.

To persuade successfully and non-manipulatively, it’s important to understand five key principles of influence. We covered the first four Principles so far.

Let’s look at the fifth and final principle now.

A person will more likely be influenced if you help them get to the heart of the matter.

Persuasion is the process of getting your client (or your boss, spouse, child, etc.) to clearly associate their most desired feelings to your product, service or idea. To do this we first need to know how to elicit these desired emotions from the person in conversation.

How do we do this? By using a skill called “chaining,” with which you link a series of questions together in order to get to underlying motivations or beliefs. For any given topic, it usually takes at least three or four levels of questions to move from superficial, factual answers to more revealing and meaningful ones.

For example, in a business conversation, your first question may elicit an answer involving a fact or technical issue.  The next question may uncover underlying business issues.  Further questions will take you to the level of uncovering consequences and implications of actions and decisions.  Ultimately, if you stay with it, your conversation will get to a level that reveals personal beliefs, feelings, convictions and motivations.  Now you know what is really driving this person and what their needs are.  Only now are you in the position to truly meet their needs.

I was demonstrating this concept in one of my seminars recently.  I asked a person to identify something they really wanted to have or change.  He said he wanted to bring his golf score to the low 90’s or better.  Sounds like a pretty clear goal, doesn’t it.  And it would have been very easy for me to assume why he wanted this: obviously he loves golf and wants to excel in it.  If I had made this assumption I would have missed out on some very important knowledge about this individual and subsequently focused our conversation around golf (which would have been the wrong issue).

Let me lay out the trail of his responses as I continued to probe deeper into his motivations using the skill of chaining:

Level One:  “I’d like to shoot in the below 90 in golf.”

Level Two: “I’d then be able to play with a whole new group of people at my club.  At my current ability I wouldn’t feel comfortable playing with these people because they are really good golfers.”

Level Three: “This would allow me to network with a whole new group of people.  Many of these golfers are business professionals who hold a high ranking in their respective organizations.  It would benefit me professionally to expand my network this way.”

Level Four: “This would dramatically increase my career options and connections in case my current job does not work out.”

Level Five:  “I would feel like I have a great deal more job security.  This would give me a true sense of freedom.”

So this conversation was not about golf – it was about job security and feeling a sense of freedom!  I could have totally missed this person if I had stopped short and not really understood his true motivations.  By the way, I elicited these responses by asking one question over and over again: “What would having this allow you to do or be (and eventually feel).  Asking questions in this way also will help the client understand their true motivations.  How valuable is that – helping someone clarify what they want and who they are?

The concept of chaining is very simple but not easy to apply.  Most often we stop short, not because the other person is uncomfortable, but because we are.  We ask questions on the periphery because that is where we feel safe.  Even when we penetrate a couple of layers, we often stop just one question short of breaking through to deep and meaningful responses.

My advice to you is DON’T BAIL OUT! If you truly want to impact your “client” and create more value to their lives or business, better to ask a few questions that penetrate to the core rather than many questions which stay on the superficial levels.  Don’t stop at the first level, that is, unless you don’t care about the results!

So let’s review the Five Principles of Influence again:

Principle #1: A person’s primary motivation is “What’s In It For Me?”

Principle #2: A person’s behavior is based on their primary need to either avoid pain or gain pleasure.

Principle #3: Immediate pain/pleasure is a stronger motivational force than future pain/pleasure.

Principle #4: People make buying decisions based on emotion and justify these decisions with logic.

Principle #5: A person will more likely be influenced when you help them get to the heart of the matter.

Make sure you are applying all these principles to have the maximum results in your selling and influencing activities.

Want help with this?

Contact our offices to learn more about how you can become more influential in your business or career.  Our coaching programs are specifically-designed to give you significant results.

Please let Dave know what you thought of his article by posting a comment here on the blog or by sending him an email — and be sure to sign up for his newsletter by visiting his website: http://www.businessgrowthnow.com/

-T-

ChangeWorks Linkedin Group

Hi, Everyone!

Are you a member of the ChangeWorks Linkedin Group?  If you aren’t, you definitely should be!

The group was started by Certified ChangeWorks Professional, Kayte Connelly in early 2009 — and she’s done a wonderful job providing the ChangeWorks community with a great place to share successes and gain insights from one another.

I think everyone should join the group and participate in the discussions — the latest of which focuses on a great activity list she recently created for one of her clients.

Here’s a little bit of it (but you’ll need to visit the group for the rest LOL!)

Activity List for a Recent Class; PLEASE POST SOME OF YOUR FAVORITES OR

those you intend to use in upcoming programs

Folks,

Recently, I had the opportunity to do a workshop at Brooks Brothers in Philadelphia with two other individuals. One was of course, the Brooks Brothers representative; the second was a Financial Planner from Morgan Stanley.

I created this list for the participants before the class. About 30% participated and were rewarded with a networking tip booklet with 88 tips from the authors of “Working the Pond.”  (click here for the rest)

Thank you, Kayte!!

-T-

Special Event Coming July 7th!!

Hi, Everyone!

Based on the results of our current research project, extensive interviews with dozens of human development professionals and discussions with several coaching schools and instrument developers, we have put together a new program designed to target the #1 problem faced by coaches, consultants and trainers today — CLOSING DEALS.

Incorporating essential concepts from the MasterStream  Method, “Selling Skills for Human Development Professionals” explores 21 deal-breaking mistakes routinely made when meeting with a prospect — and how to avoid them on your next sales discussion.

The focus is firmly grounded in the principles of tension management. Participants will examine a variety of intentional and unintentional decisions they’re making from that perspective — and will leave with a clear understanding of the power they actually have to effectively manage the engagement process.

The program is currently designed as a 3-hour, single-session intensive webinar — but we want to put it through a “dress rehearsal” to see if any adjustments need to made in either the time frame or the content covered before it’s rolled-out to the professional community.

With that in mind, on Wednesday, July 7th from 3PM to 6PM EST we are holding a class exclusively for graduates of the ChangeWorks program and some specially invited VIP guests. Watch the “Events” posting later this week for the registration link.

Once the program is released to the public, the fee for the class will begin at a very modest $29 per person as a great incentive for early adopters — and will increase steadily over the next several months to between $89 and  $129 as we search for the “right” price.

If you’d like to be sure you’re earning all the  business opportunities you discover, please plan to attend

-T-