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Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246 1 Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246 [email protected] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com Developer of Buying Facilitation® Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen Sharon Drew Morgen ProductCamp © 2007, Morgen Facilitations Inc.

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Page 1: ProductCamp Austin

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246

1

Would you rather sell? Or have someone buy?

Morgen Facilitations, Inc.411 Brazos St. #220

Austin TX 78701

512-457-0246

[email protected]

www.newsalesparadigm.com

www.sharondrewmorgen.com

www.buyingfacilitation.com

www.dirtylittlesecretsbook.com

Developer of Buying Facilitation®Author of Selling with Integrity

& Dirty Little Secrets

Sharon Drew MorgenSharon Drew Morgen

ProductCamp

© 2007, Morgen Facilitations Inc.

Page 2: ProductCamp Austin

2

ACTIVITY

Please rank the following in hierarchy of importance for a successful buy-in:

• formally present the initiative in the most dynamic way

• enlist sympathizers, choose leaders

• discover any people - problems that need to be managed

• handle laggards/saboteurs through supervision and by making them leaders

• briefly discuss initiative as an overture to get folks thinking

• get buy-in/agreement through questionnaire and note who’s beliefs are/aren’t on board with the proposed change/work

• put people together in teams

• elicit ideas as to what success should look like, what failure might look like

• through a write-in campaign, elicit thoughts and get agreement for how to proceed and steps to take

• make sure your direct team of decision makers are well informed

• have doubters discover what they would need to do to be able to lend a hand and buy-in to initiative enough to not sabotage 

© 2007, Morgen Facilitations Inc.

Page 3: ProductCamp Austin

3

DISCUSS WITH YOUR NEIGHBOR

Why did you choose to begin where you began? Is it industry expectation? Assumption that success is best achieved here? Habit? 

What would you need to believe differently to be willing to begin at a different point?

How would you know, before you begin, that a different approach would bring you a different level of buy-in? What would you need to see, believe,  understand differently?

If we were to do an initiative together, and I started in a different place than the one you believe in, what would you need to see or know from me and our work together to be willing to buy-in - even though it was uncomfortable? 

What sort of agreement would you need from me before we began in order to freely offer your skill set and be willing to discuss doubts and angers with me before and during the requested changes?

© 2007, Morgen Facilitations Inc.Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246

Page 4: ProductCamp Austin

4

CORE PREMISE

Information does not teach someone how to make a decision!!

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 5: ProductCamp Austin

5

NOT

Change approached via idea relevancy.

Buy-in assumed once relevancy recognized.

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 6: ProductCamp Austin

6

WE EACH FUNCTION UNQUELY

Unique system of values that makes us who we are.

Life Experiences

Social Class

EducationReligion

Family

History

Feelings

Needs

Dreams

Friends

Geography

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 7: ProductCamp Austin

7

WHY IS CHANGE HARD?

Change means disruption: People fear disruption NOT change.

HOMEOSTASISHOMEOSTASIS

People maintain homeostasis

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 8: ProductCamp Austin

8

ENGAGING BELIEFS

I Can't

I Rebel

Can I transfer?

I Won't

NopeI'm what?

You want to do what? I'm sickIt's late

No change will happen if beliefs are not engaged.

Systems congruency must be maintained at all times

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 9: ProductCamp Austin

9

BIASES & BELIEFS

People will not behave in ways that compromise

their beliefs.

Nope, won’t do that.

It’s against my beliefs.

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 10: ProductCamp Austin

10

SHIFT BELIEFS

Agreement happens only after beliefs shift.

Feels Wrong

CURRENT BELIEFS/BIAS

???

SHIFT

OK!

AGREEMENT

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 11: ProductCamp Austin

11

WHAT ARE BEHAVIORS?

Politics

Leisure

Bel

iefs

Lifestyle

Friends

Job

BEHAVIORS

Behaviors are beliefs in action.Behaviors are beliefs in action.Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246

© 2007, Morgen Facilitations Inc.

Page 12: ProductCamp Austin

12

CLARIFYING POSSIBILITIES/PROBLEMS

new rulesold rulesmoney

personnel

detractorstime

status quo

What would stand in the way ofSUCCESS?

partnerspolitics

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 13: ProductCamp Austin

13

BASIC AXIOMS

o People only hear through their beliefs;

o People will take no action if it's incongruent with their beliefs;

o People sort for differences and not similarities;

o Everyone has a hierarchy of beliefs.

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 14: ProductCamp Austin

14

QUESTIONS FOR ALL DAY MEETING

1. Which are the best outcomes for us? Why?

2. How will we change – who will we be – as a company/group when we adopt these outcomes?

3. What will we need to do/be differently in order to carry out these outcomes? And how will that connect with our group/company mission? Your job?

4. Which of these ideas, that we put up on the board, match the outcomes I originally put up? What needs to shift? Change?

5. How do we keep everyone engaged so that we can all play a role in anychange we go through?

6. How can we bring aboard the folks having difficulty buying in?

7. What should be our first activities?

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 15: ProductCamp Austin

15

MANAGING RESISTERS

What can we shift to create comfort for resisters?

Resisters will offer heightened creativity and leadership.

Fire? Ignore?Use Force?

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 16: ProductCamp Austin

16

SUPPORTING RESISTERS

What is stopping you from feeling more comfortable?

What would need to happen differently for you to feel better about what we are planning?

How could we work with you to help you become part of the change? 

Decide on how to manage resisters

1.With sympathizers;

2.With general population on blog.

Make it a whole group decision.

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 17: ProductCamp Austin

17

PRACTICE

Action plan for life-cycle. Develop action plans to encourage buy-in

throughout life-cycle of vision.

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.

Page 18: ProductCamp Austin

18

ACTIVITY

1. briefly discuss proposed initiative as an overture to get folks thinking

2. elicit ideas as to what success should look like, what failure might look like

3. through a write-in campaign, elicit thoughts and get agreement for how to proceed and steps to take

4. get buy-in/agreement through questionnaire and note who’s beliefs are/aren’t on board with the proposed change/work

5. make sure your direct team of decision makers are well informed

6. formally present the initiative in the most dynamic way

7. enlist sympathizers, choose leaders

8. put people together in teams

9. discover any people-problems that need to be managed

10. have doubters discover what they would need to do to be able to lend a hand and buy-in enough to not sabotage 

11. handle laggards/saboteurs through supervision and by making them leaders

© 2007, Morgen Facilitations Inc.

Page 19: ProductCamp Austin

19

Would you rather sell? Or have someone buy?

Morgen Facilitations, Inc.411 Brazos St. #220

Austin TX 78701

512-457-0246

[email protected]

www.newsalesparadigm.com

www.sharondrewmorgen.com

www.buyingfacilitation.com

www.dirtylittlesecretsbook.com

Developer of Buying Facilitation®Author of Selling with Integrity

& Dirty Little Secrets

Sharon Drew MorgenSharon Drew Morgen

ProductCamp

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.