Overview:
The number one rule of sales is “People don’t buy what they NEED, they buy what they WANT.” By “buy,” we don’t necessarily mean an exchange of money, we can be referring to accepting ideas or adjusting to change.
In an environment of budget-cuts, increased workloads, multi-tasking and on-going uncertainty; we can very easily forget the benefits we get from what we do. The danger to that is we lose our DESIRE to do our job well, efficiency suffers, morale is decreased, productivity dives.
The old days of enticing staff by telling them, “It’s your job and that’s why you’ll do it!” no longer works. What’s in it for Me? utilizes an easy-to-understand method (“LEPS”) to explain how the forces all come together and, from that knowledge, it gives them a full quivers of arrows they can use to adjust to the circumstances found in a “typical” day on the job. Overall, the purpose of this session is to let the attendees realize that they have the skills necessary to accomplish what they want. The problem lies not as much in the understanding of what we do, but understanding the triggers that lead to their actions (feelings and beliefs). These subconscious drivers are really what are directing the actions in which they (and others) engage.
Although delivered to private sector organizations many times, this topic was designed for the unique needs of non-profits and associations.
Available formats:
- Half Day Workshop (up to four hours)
- Full Day (six to eight hours)
- NOTE: If you’re looking for a keynote on this topic, check out “Striving for Imprefection”
During this presentation (depending on length) participants will:
- Understand, define, and explain “attitude” and become aware of why we develop ours (and why others develop theirs)
- Understand the three components that comprise Attitude and learn how to adjust those to change it
- Become aware of how “Badttitude” infects, poisons, and communicates; and why the “Freight Train Reminder” helps prevent this
- Understand how perceptions can be more important than reality and to get a grip on how those perception are a subcomponent of the Belief “Quadrant of Change”
- Learn the three key players of the “Drama Triangle” and how to stay out of inappropriate rescues by using proper questioning skills
- Have tools to handle extremely upset customers and co-workers, including; “The Most Powerful Word in Creation”
- Have an appreciation of the difference between “Support” and “Saving” and how to utilize the “Rule of Five” to avoid discord
- Use “Think 1st” as an extremely effective tool to break down what seem to be insurmountable barriers into achievable outcomes
- Become inspired by the “Four and half Traits of Success” and then re-establish momentum when feeling overwhelmed
Upon completion, participants will:
- Be able to overcome procrastination caused by increased workloads
- Increase their productivity
- Communicate better with others and among themselves
- Improve their customer service skills
- Be able to disarm unhappy people & coworkers
- Better appreciate what they — as well as their co-workers and other staff — do
Who would benefit from this presentation:
- Non-profits and public agencies
- Any organization going through lots of change
- Downsized businesses
Additional information about this presentation:
- To download and read a pdf article on the “3Rs” referenced above, click here. (This article is also referenced in the topic “Ooops! I didn’t mean it to come out that way” because of a natural overlap in material.)
- To see a sample powerpoint presentation on this topic delivered to a school district in Montana, see below.
- To download a sample of the handouts from the above presentation in pdf format, click here.