ppt- ee vilt 1 consultative thinking (inc mts & evolution) v7 · se mastery -handout © total...

SE Mastery - Handout

© TOTAL INTER ACTION 1

© Total Inter Action Pty Ltd. All rights reserved.

Better thinking. Better Results

ELITE Essentials


ELITE Essentials – Whole Brain Application

Have you printed the workbook in color?

Closed Programs?Phone on Flight Mode?




This Session Tools

Polling

Hello

Presenter

Type any questions here and I will address at the end

Raise hand now.





Why the SE Mastery ProgramThe Evolution of NetApp

Optimize Operations

Create Innovative Business Opportunities

Protect Secure Data

Enable New Customer Touchpoints

* From The NetApp POV

“Manage More With Less”

“Empowering customers tochange the world with data”*

“We do one thing well”

Customer Business

Value

Time


Throughout your technology purchase process, which of these sources/groups provided the most value to you and your team? (%) values

Customer Position Middle Management IT - Individuals CxO / Executives

General Collateral 27.3 22.6 19.9

Salesperson / Manager 20.3 19.7 23.1

Technical Team 39.2 46.5 42.8

Executives 12.5 10.2 14.6

Why the SE Mastery ProgramThe Customer Trusts You

Source: Mastering Technical Sales, 3rd Edition Research




Practical skills, models and tools to help you:

• Build personal brand and trust

• Provide business-value-driven solutions

• Win more deals

• Increase your footprint in customer accounts

THROUGH BETTER THINKING PLANNING COMMUNICATION

SE Mastery Program - Objectives


SE Elite Consulting Model Program Overview

3. RESPOND

1. PLAN

2. UNDERSTAND4. EXPANDCONSULTATIVE(Whole Brain)THINKING




Questions on the Program?


CONSULTATIVE (WHOLE BRAIN) THINKING




• HBDI & Whole Brain Thinking

• Understand your Thinking

• Understand Your HBDI Profile

• Application @ Work

Agenda


HBDI & Whole Brain ThinkingHBDI Profile Example

Very Strong

Strong

Intermediate

Low




LEFT Hemisphere

RIGHTHemisphere

Thinking preference: Detail Thinking preference: GlobalCorpus Callosum

Sperry’s Left / Right Brain Model

HBDI & Whole Brain Thinking



UPPER MODECerebral Cortex (Our Thinking Brain)

Cognitive, Intellectual, thinking in abstract conceptual modes

LOWER MODELimbic System (Our Feeling Brain)

Grounded, emotional, instinctive

MacLean’s Triune (evolutionary) Brain Model




Q1 – What word represents this type of thinking?


Poll # 1




Poll # 1






Poll # 1




Poll # 1




NOW PRESS “SUBMIT” BUTTON


Click to ‘restore layout’ (after polling)




Imaginative ArtisticHolisticImprovisational

Emotional InterpersonalExpressiveTalker

LogicalAnalytical

Fact-basedQuantitative

PlannedOrganisedAdminister

Detailed

UPPER MODE (Thinking)

LOWER MODE (Feeling)

LE

FT

BR

AIN

(D

etai

l)

RIG

HT

BR

AIN

(G

lob

al)HBDI & Whole Brain Thinking



LogicalAnalytical

Fact basedQuantitative

HolisticIntuitiveIntegratingSynthesizing

OrganisedSequential

PlannedDetailed

InterpersonalFeeling BasedKinestheticEmotional




Your Strengths - Exercise

Gathering facts

Analysing issues

Arguing rationally

Forming theories

Problem solving logically

Financial analysis and decision making

Understanding technical elements

Critical analysis

Working with numbers, statistics, data and precision

A UPPER LEFT

Finding overlooked flaws

Approaching problems practically

Standing firm on issues

Maintaining a standard of consistency

Providing a stable leadership and supervision

Reading fine print in documents/contracts

Organising and keeping track of data

Developing detailed plans and procedures

Articulating plans in an orderly way

B LOWER LEFT

Recognising interpersonal difficulties

Anticipating how others will feel

Intuitively understanding how others feel

Picking up on non-verbal cues of interpersonal stress

Engendering enthusiasm

Persuading, conciliating

Sharing

Understanding emotional elements

Considering values

LOWER RIGHT C

Seeing “the big picture”

Recognising new possibilities

Tolerating ambiguity

Integrating ideas and concepts

Challenging established policies

Synthesizing unlike elements into a new whole

Inventing innovative solutions to problems

Problem solving in intuitive ways

Simultaneous processing of different input

UPPER RIGHT DUsing printout, check off your strengths


HBDI – Guess Your Profile (Printout)

LOGICALANALYTICALFACT BASED

QUANTITATIVE

ORGANISEDSEQUENTIAL

PLANNEDDETAILED

HOLISTICINTUITIVEINTEGRATINGSYNTHESIZING

INTERPERSONALFEELING BASEDKINESTHETICEMOTIONAL

Very Strong

Strong

Intermediate

Low




HBDI

Password to open PDF is provided in session

Page 2


HBDI Summary Sheet

Page 3




[Tip: minimize your profile PDF so you can see screen]

RECOGNIZING

OTHERS


Recognizing Preferences – Exercise Part 1

A UPPER LEFT

B LOWER LEFT LOWER RIGHT C

UPPER RIGHT D

Words Used?




Recognizing Preferences – Exercise Part 2

A UPPER LEFT

B LOWER LEFT LOWER RIGHT C

UPPER RIGHT D

Tone?


Recognizing Preferences - Examples

1. “Effective”, “strategic” “Efficiency” “Objectives”

2. Short, to the point

A UPPER LEFT

1. “Process”, “proven” “risk reduction” “timing” “Perfection”

2. Detailed, considered

B LOWER LEFT

1. “People”, “love to…” “family” “feeling…”

2. Friendly, emotional

LOWER RIGHT C

1. Analogous “It’s like…” “New” “Vision”

2. Modulated

UPPER RIGHT D

1. Words Used? 2. Tone?




A D

CB

A D

CB

A D

CB

A D

CB

Answer Polling questions based on pictures

Recognizing Preferences

Poll # 2


Example 1

I have systems to organise my work

and home. A place for

everything and everything in its

place!

A D

CB




Example 2

Analysis of the facts drive my decisions not

emotions.

A D

CB


Example 3

Success is all about having a clear vision of how it will look,

then trying things out and being willing to fail.

A D

CB




Example 4

Our people are our greatest

asset. We need to listen to them, involve them, show them we

care.

A D

CB


NOW PRESS “SUBMIT” BUTTON




Recognizing Preferences - Answers

A D

CB

A D

CB

A D

CB

A D

CB


Click to ‘restore layout’ (after polling)




of your thinking preferencesIMPLICATIONS


LogicalAnalytical

Fact basedQuantitative

HolisticIntuitiveIntegratingSynthesizing

OrganisedSequential

PlannedDetailed

InterpersonalFeeling BasedKinestheticEmotional

What are your areas of LOWpreference?




Elite Consulting Model & Thinking Implications

3. Respond

1. Plan

2. Understand4. ExpandCONSULTATIVE(Whole Brain)THINKING


Step outside your comfort zone




• Thinking Preferences indicate mindset

• Your role requires a whole brain approach

• Some customers require adjustment of your style

• Some activities may not come naturally

• Whole Brain models help compensate.

Summary


Better thinking. Better Results

ELITE Essentials

ppt- ee vilt 1 consultative thinking (inc mts & evolution) v7 · se mastery -handout © total...

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