dealing with change...2018/06/05 · mindset of someone dealing with chaos in crucial in creating...
TRANSCRIPT
5 C's to Creating
Clarity
Dealing withChange
Steve Lowisz
5 C's to Creating Clarity
As executives we experience change on a daily basis. Changes in markets,
economic conditions, competitive landscapes, and people, all create disruptions -
some good and others placing our businesses and our futures on life support. In
the chaos of the storm, and even with the best of intentions, the last thing we
want to hear is that someone knows "better". What we need is someone who
understands our pain and compels us to take appropriate action. You can't force
us to change because we will rebel. You can't show us a better way because we
wont believe you. Don’t tell us we are wrong because we won't respect you - even
when you are right! If you want us to change, you need to master the 5 C's that
create Clarity and frames the stage for us to value your expertise!
Why is it so hard to change during times of disruption?Why is it so hard to change during times of disruption?
For many, the common reaction is to get defensive when someone tells them
there is a better way:
That means MY way is wrong.
This is MY business.
This is MY idea.
I have been running this business.
People tie their beliefs with their identity.
This means changing their mind is changing their identity.
That’s a tough sell.
www.stevelowisz.com
5 C's to Creating Clarity
Why don’t people take your advice?Why don’t people take your advice?
They don’t trust you.
They don’t know how your advice would benefit them.
They don't have a compelling reason to take your advice.
They don’t think your suggestion is in their best interests.
They haven’t asked for you advice.
They might not be in the right place to take your advice.
So what do you do?So what do you do?
Build a better relationship where you can influence.
Follow the 5 C’s to Creating Clarity.
www.stevelowisz.com
5 C's to Creating Clarity
COMMUNICATECOMMUNICATE
1. PROBLEMPROBLEM
Communicate the real problem, not the superficial problems.
Focus on the problem and not the symptoms.
2. PAINPAIN
Explore the unintended consequences of the problems.
Focus on both the emotional and the rational.
Challenges at home caused by the root problems.
Broken relationships caused by the root problem.
In times of crisis, the human brain does not always think rationally.
Most individuals run harder FROM pain than TO pleasure.
3. POSSIBILITYPOSSIBILITY
This is not the solution, only a possible reality there is a solution.
Focus is to paint a picture that there is a solution, not to present the
solution.
4. PLEASUREPLEASURE
Link emotions to the possibility of a solution.
As the question: "If the possibility were true......
Focus on the pleasure associate with getting rid of the emotional pain.
5. PATHPATH
Describe the potential solution to the pain.
Be specific: Outline the details of the solution.
www.stevelowisz.com
5 C's to Creating Clarity
COMMUNICATECOMMUNICATE
6. PITCHPITCH
Specific action required of the other person now.
"What I want you to do next is......"
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5 C's to Creating Clarity
COACHCOACH
Coaching during disruption and the collision that follows is critical. When
disruption happens, it is easier to deal with the feelings of the past and the
fantasy of the future, then the facts of the present. Coaching is the key to
helping the person in pain deal with the reality of the situation
FACTSFACTS
Separate the individual's feelings from the facts of the situation.
"What are the facts of the situation, not how you feel about them?"
FEELINGSFEELINGS
Empathize but DO NOT sympathize.
"I get it...." or "I hear you...." and STOP.
FOCUSFOCUS
As a result of the facts, what is the desired outcome?
"What do you want out of the situation given the facts?"
FRUITS/FORWARDFRUITS/FORWARD
It is imperative to move forward swiftly when dealing with the facts.
"Given the facts, what are you agreeing to do TODAY?"
www.stevelowisz.com
5 C's to Creating Clarity
CONVERT MINDSETCONVERT MINDSETIn the midst of change and disruption we must understand that individuals have a
certain view of the facts and the feelings the facts bring. Every individual has a
speci c lens through which they view each set of circumstances. Converting the
mindset of someone dealing with chaos in crucial in creating clarity for them.
WORLDVIEWWORLDVIEW
Everyone you deal with operates under a speci c worldview based on
previous experiences, circumstances and advice.
Common Worldview: "If I admit I need help, I have failed."
SELFVIEWSELFVIEW
In order to compel an individual to change in the midst of disruption, we
must show them the way to create a new selfview.
We must show the individual that the story based on their worldview is
limiting.
With a new story, their worldview improves, creating a new selfview.
"Consider the possibility....."
www.stevelowisz.com
5 C's to Creating Clarity
COMPEL ACTIONCOMPEL ACTIONYour ability to compel someone to action helps them close the gap in decision
making. The concept of Pre-FramingPre-Framing establishes your credibility and cadence
for the present and into the future.
DISCIPLINEDISCIPLINE : What are the ground rules for you?
Where are you going to meet?
What time are you going to meet?
Do you have you favorite pen, writing, pad, etc?
INTENTIONINTENTION: What is the intention of the meeting/discussion
Communicate the intention clearly to the other individual.
Gain agreement.
CONDITIONSCONDITIONS : What are the ground rules moving forward?
What is each party expected to bring?
Non-negotiable! If conditions are not met each time, be prepared to
walk away.
Who must attend?
THE WAYTHE WAY
How are you going to get to the outcome? What is your path?
Refer to the Bakers Dozen Questions
OUTCOMEOUTCOME
What is the specific outcome you are looking for?
You need to have the decided in advance.
www.stevelowisz.com
5 C's to Creating Clarity
CLOSE TO COMMITMENTCLOSE TO COMMITMENT
1. Find the real pain of the individual
2. Expand the pain - Make it hurt.
3. Paint the possibility.
4. Expose the chasm between the pain and the possibility.
5. Present the path - "Can you see how.....?"
6. Pitch the Path - "Are you in or out?"
Speaker, Coach & Trainer
Office: 734.521.2800
Steve Lowisz
www.stevelowisz.com
5 C's to Creating Clarity
THE POWER OF QUESTIONSTHE POWER OF QUESTIONS
1. Where are yoWhere are you at?u at?
2. What is working?What is working?
3. What isn't working?What isn't working?
4. Why do you feel it's not working?Why do you feel it's not working?
5. What do you believe is missing?What do you believe is missing?
6. What do you feel you need next?What do you feel you need next?
7. What do you ultimately want from this situation?What do you ultimately want from this situation?
8. What do you want that?What do you want that?
9. What are the major obstacles in the way?What are the major obstacles in the way?
10. What have you done so far to push through theseWhat have you done so far to push through these
obstacles?obstacles?
11. What were your results with that?What were your results with that?
12. What do you still need assistance with?What do you still need assistance with?
13. What's the one thing you can do TODAY to move forward?What's the one thing you can do TODAY to move forward?
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