David C. Young Surge Performance Systems LLC Everything in the world we want to do or get done, we must do with and through people.“ Earl Nightingale: American motivational speaker and author Surge Performance Systems LLC What We’ll Cover • Why e do ’t o e t • How we can connect (ADD Method) Surge Performance Systems LLC And… • Activities and demonstrations • Have fun Surge Performance Systems LLC Why We Don’t Connect Surge Performance Systems LLC Surge Surge Performance Performance Systems Systems LLC LLC Golden vs. Platinum Rule • Golden Rule – Do unto others as you… • Platinum Rule – Do u to others as they… Surge Performance Systems LLC Blind Spot • We all have one • Subconscious process Surge Performance Systems LLC Awareness Test http://www.youtube.com/watch?v=Ahg6qcgoay4 Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC How We Connect • How we can connect (ADD Method) – Attain Rapport – Develop Sensory Awareness – Deliver the Message Surge Performance Systems LLC Attain Rapport • What is rapport? – liki g - Cialdini – Similarities – Match & mirror Surge Performance Systems LLC Surge Performance Systems LLC Attain Rapport • Perceptual Positions – First (your perspective) – Second (the other person) – Third (observer position) Surge Performance Systems LLC Attain Rapport Surge Performance Systems LLC Attain Rapport Surge Performance Systems LLC 22 Surge Performance Systems LLC Attain Rapport http://www.bing.com/videos/search?q=ron+burgan dy+espn+interview&FORM=VIRE5#view=detail&mid =CFE094569132BA7ECCDECFE094569132BA7ECCDE Surge Performance Systems LLC Develop Sensory Awareness • • • • Body Talk Modality Preference (VAK) Filters Mode of Energy Surge Performance Systems LLC BODY TALK Surge Performance Systems LLC BODY TALK Surge Performance Systems LLC BODY TALK Surge Performance Systems LLC BODY TALK Surge Performance Systems LLC BODY TALK Surge Performance Systems LLC BODY TALK Surge Performance LLC Surge PerformanceSystems Systems LLC Modality Preference • Visual - see, look, pi ture, e isio – Tend to process and speak quickly • Auditory - ri g a ell, liste , reso ate, hear – Tend to listen intently and speak moderately • Kinesthetic - get y drift, I feel, grip, hold – Tend to process internally and speak slowly Surge Performance Systems LLC Filters • External Behavior – Introvert/Extrovert • Internal Process – Sensor/Intuitor • Internal State – Thinker/Feeler • External Action – Judger/Perceiver Surge Performance Systems LLC Introvert/Extrovert Surge Performance Systems LLC Sensor/Intuitor Surge Performance Systems LLC Thinker/Feeler Surge Performance Systems LLC Judger/Perceiver Surge Performance Systems LLC MODE OF ENERGY DRIVER ANALYST CONNECTOR MODERATE Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Surge Performance Systems LLC Deliver the Message • • • • Frame Content/Language Patterns Filters/Colors Preference VAK Modality Preference Surge Performance Systems LLC Deliver the Message Content/Language Patterns Utilizing Filters/Colors Preference VAK Modality Preference Surge Performance Systems LLC Surge Performance Systems LLC NLP Model of Communication Surge Performance Systems LLC 46 NLP Model of Communication Surge Performance Systems LLC Meta Programs – Direction Sort • Toward • Away Surge Performance Systems LLC Meta Programs - Convincer • Once • A number of times • Every time Surge Performance Systems LLC Meta Programs – Action Sort • Active • Reflective Surge Performance Systems LLC Meta Programs – Information Sort • General to specific • Specific to general Surge Performance Systems LLC Meta Programs – Affiliation Sort • Self • Others Surge Performance Systems LLC
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