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Gregorian Rants

by Dan Gregory

Frame your objectives in terms of our values

By dangregorytii | May 18, 2016

Dan Gregory

The sale, or engagement, or support, or participation is always more determined by those we wish to influence than we “influencers” would like to imagine.

This is largely due to the fact that we filter our decisions through a values hierarchy that is unique to our personality and experience.

Some of us have family as our Number 1 value, whereas others, tend to think of family as people we visit in the holidays… and more out of a sense of obligation and guilt than of pleasure. If you haven’t heard from a family member since December… well… it’s you!

However, if we want to be influential and engaging, we need to stop judging the values of others and learn to frame our objectives, our goals, our arguments in terms of their values.

I became a White Ribbon Ambassador and Board Director for this very reason. I, as a man, have never experienced the violence of a man against a woman, nor have I ever witnessed it in my own family life. And yet, I spend a good part of my week campaigning to end it’s prevalence in our society.

I do this because, rather than telling me about their work, their world view, their programs, they demonstrated how women’s safety was a man’s issue… how it was, in fact, my issue.

A fact illustrated by a simple but compelling headline, written in an unremarkable font on a plain B&W poster by Tom McElligott and Nancy Rice. It simply reads, “One in four women will be raped in her lifetime. Will it be you Mother? Your Sister? Your Daughter? Or you Wife?”

This simple poster powerfully illustrates how great leaders and persuasive business people drive willing participation by framing their world view – in ours!

 

Dan Gregory DanielGregory.com @DanGregoryTII

Who do you help us to be?

By dangregorytii | May 18, 2016

Dan Gregory

Too often we spend our time focused on what we want people to do or how we would like them to behave.

We issue instructions to our staff, offer feedback to our teams and try to persuade our customers and clients using features and benefits – both logical and emotional.

The problem is, that’s not how most of us are filtering the world.

Every decision we make is to some extent determined by our sense of identity – who we think we are AND who we want to project to the world that we are.

This is an unconscious influence and bias in our lives that we are often scarcely aware of.

However, factors such as our gender, our nationality, the values we absorbed in childhood, the idiocincocies of our version of whatever language we speak, the uniform of our socio-economic status or the part of town we’re from, drive our decision making far more than any other factor.

The truth is, the sale is always in the prospect, not the product.

Influence and persuasion are always sitting on the other side of the table.

And if we want to engage our staff, our customers, our loved ones and our communities, we need to stop telling people what we want them to do or how great our product or service is and focus more on who we help them to be.

In other words, start with WHO.

 

Dan Gregory DanielGregory.com @DanGregoryTII

E: info@theimpossibleinstitute.com

T: +61 (0)2 9651 5384

P: PO Box 226

    Broadway NSW 2007

    Australia

Subscribe to Gregorian Rants™

E: info@theimpossibleinstitute.com

T: +61 (0)2 9651 5384

P: PO Box 226

    Broadway NSW 2007

    Australia

Subscribe to Gregorian Rants™

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