Russell Eastwood - Mapping the Gap
Love Languages - Gary Chapman
- Language of Appreciation
- Words of Affirmation - compliments, affirmation, kind words
- Quality Time - one-to-one time, not interrupting, face-to-face conversation
- Tangible Gifts - positive, fact-oriented information
- Acts of Service - action words - 'I can', 'I will', 'What else can I do?'
- Physical Touch - non-verbals, need to see, come out from behind the desk
- Affirmation of Character is appreciated in those we work with perseverance, courage, humility, self-discipline, compassion, honesty, integrity, kindness... It is easy to give praise for accomplishment, but more difficult for praise that is focused on an individual's character.
- Quality Time - giving someone your undivided attention, creating a safe environment where you can share your accomplishments, frustrations and suggestions. Listen to feelings as well as thoughts, observe body language, affirm their feelings even if you disagree with their conclusions.
- Acts of Service - make sure your own responsibilities are covered
- Tangible Gifts - give gifts the person values
- Appropriate Physical Touch - awareness of others' space
So what?
- Observe team members behaviour and what they request from others, define primary and secondary languages.
- TJ - affirmation, tangible gifts
- FG - quality time, affirmations
- JG - affirmation, quality time
- HM - affirmation, quality time
- DC - quality time, affirmations
- HS - affirmation, acts of service
- Set time for regular quality time visits
- Affirm accomplishments and character
- 'Did I read the languages correctly?'
- My actions need to be consistent with my values.
http://en.wikipedia.org/wiki/Rational_emotive_behavior_therapy
- Activating event, thought, image, sensation, behaviour, own emotion
- Belief - thinking at all levels, awareness of our feelings
- Consequence - feelings and emotions, our reaction to the Activating event.
- Dispute - logically and accurately challenging the underlying beliefs - develop a ritual or language to move into this stage, emperically, pragmatically, logically
- Putting irrational feelings to rest
- Revisit and re-dispute your feelings, isn't a one off event but a 'ladder' event
- Sometimes have secondary disturbances eg guilt for feeling a particular emotion.
- Will know what to do/how to deal with it next time.
- Set ground rules
Sales Conversation
- Open - this is what we're going to do, are you okay with that?
- position your conversation
- propose an agenda
- state the value of the agenda
- check that it is acceptable
- Do you mind if we sit down, ask a few questions, and look at where to from there? We can come up with possible solutions to our concerns. Is that ok with you?
- Question - lots of questions to get a clear, complete, mutual understanding of the customer's needs.
- open and closed
- effective questions to
- to find the needs expressed, specifically what?, why is it important?, circumstances.
- Understand the Needs - circumstances, needs, needs behind the needs
- achievement
- value
- pride and ego
- risk
- Solutions -
- acknowledge the need
- offer relevant solution relevant to the need
- check that we're on the same page
- Close -
- review the positive points
- suggest next steps
- check that this is acceptable to everyone
Objective - to get target students implemented in the classroom
Secondary objective - to convince staff that target students are important
I must confess I was totally lost through most of this professional development day. We were only given the briefest introduction to the speaker and weren't given any idea of the expected outcomes for the day. Each of the 3 sections for the day were isolated. I was expecting and looking for some connection between each. I got particularly confused with the Selling section. I couldn't make the link into teaching and I wasn't the only one. Hopefully the 2nd and 3rd installments will give some meaning to it all.
