Home > News and Views (Volume 1, Number4 )

Genie's News & Views

Volume 1, Number 4                                            The VAK, est. 1982                                                              2004

Interview with John Lewis,

B.S., M.S., M.D., J.D., I.D.E.A. Certified Trainer,
and Episcopal Deacon Trainee

By Genie Z. Laborde

 I selected John to co-teach a seminar at IBM with me because he makes me laugh. Also, because he had told me his creative plan for a medical overhaul for the United States health care system. I wanted to hear more of the details. Being married to a physician, I find the problems of health care loom large in our house-talk.
     During the three days of the IBM training in New York City, we had time to talk over his health care plan, and he did make me laugh. I looked forward to interviewing him.
     My first question, “Which of your five professions do you enjoy the most—doctor, lawyer, engineer, I.D.E.A. Trainer, or spiritual adviser?
     "Genie, let's say there's a green spot on the wall.
    "A doctor will say, 'That's a wax-based pigment. (diagnosis) It can be removed with a hydrochloride solution.' (therapy)
     "A lawyer will say, 'Who's responsible for putting it there? (assigning blame, jury decision) Who's responsible for getting it off? (correction) What are the damages?' ($$$)
     "A theologian will say, 'Why green? (meaning) What is the significance of this green spot?' (spiritual meaning)
“    "The green spot could be a car wreck. Same response. It's our filters. You teach this. We respond within our paradigms.
      If you ever get out of your paradigm and learn a different set of responses, you'll never go back to only one. That's why I'm in this program to be ordained as a deacon. It's one more paradigm. I wouldn't drop any.
     My next and last question, “What's the most fun about being a Certified I.D.E.A. Trainer?”
     “I remember that Black kid in the Dell training that you were coaching through a State of Excellence.”
     “Yes, go on.”
     “You asked him why his head was drooped and would he straighten his head up while he was inside his circle.
     “He replied, 'In my memory I am receiving a medal on a ribbon, and they are placing it over my head.”
     “Did I recover?”
     “You did. I think the most fun I have being a trainer is talking about it to people who've never heard of it. It's good stuff.”

Part II of the John Lewis, B.S., M.S., M.D., J.D., etc., interview will present his plan to overhaul the heath care system of the United States.


The most efficient method for handling objections is to pace then lead to a reframe.
You can pace by repeating the objection as stated
Lead to Reframe

     A reframe is a different perspective of an objection caused by additional information. A reframe enlarges the picture or shifts the point of view. With a successful reframe, the objection becomes non-important or even an asset. "Reframing" the objection gives the other person a larger vision which includes your outcome and theirs.

Change One Word

     The method usually used in handling objections is to listen to the objection then reply with a "but. .."
For example, "I would like to support your idea, but it does not seem to me to be financially sound." A reply like this puts you on one team and the other person on another.

     Preferred reply, "You are right, and let me show you the financial breakdown in more detail." This reply places both of you on the same team. You are in agreement rather than disagreement: Working together to handle the valid objection. Instead of negating the validity of the other person's position, you are validating his/her viewpoint and seeking a way to enlarge this viewpoint so that the other person can look at the issues from your perspective as well.
     The original objection did not include information you are now adding for a bigger picture-a new point of view. Psychologically, this validation of his/her view is a powerful move in gaining rapport.
     The major difference is the word.

     One word makes a big difference when you are handling objections.      This word has lost you agreements you might have made. Are you ready? The word is "but." How can you change this so the word you use is working for you instead of against you?
     Instead of using "but" in handling objections, use the word "and." Such a small change, yet so powerful. Our clients, executives and managers at IBM, Chase Manhattan Bank, Hewlett-Packard, and Pacific Bell agree. Not always at first, but after they have tried this method a time or two.

Remember to Pace, Then Lead

     There is another difference you may have noticed in our example repeating the client's objection, before using the word "and."
     If you repeat their objection, you will validate their position (pace them) and they will know you have heard them. Until the other knows for sure that you have registered their objection, she/he will not be able to hear you.
     The steps to handling another's objection are:
1. Repeat the objection.
2. Use "and".

3. Add more information which will enlarge the point of view of the other person (this is called reframe).
     For example, “The budget does not cover your expenses for a trip to the Caribbean, no matter how promising that contract looks." Preferred Response: “You are right. There is no money in the budget for this potential customer, and if Company X gets that contract, this could jeopardize our long- term relationship with Company Y. Can we afford to miss this opportunity?
     A most important part of handling objections is the use of the word "and" to connect the pacing statement to the reframing statement. "And" aligns you with your objector. "But" may create an adversary who will not hear the objection. more

I.D.E.A training materials available through ksakm.com


     A. contract was signed on November 13 between I.D.E.A. And KSA Knowledge Management to represent each others' products. KSA specializes in sharing training materials with members who join KSA for a fee. The materials are grouped into Gold Level, Platinum Level, or Mercury Level, and your membership fees determine which materials are available for company and corporate use.
     For only $2500 a business can use all the training materials at the Gold Level, for $5000 the materials at the Platinum Level, and for $7500 the I.D.E.A. Materials for one year. Most of I.D.E.A.'s materials for one-day-or-less seminars are available at the Mercury Level. This is the bargain of the year for small and medium-sized corporations whose training staff is too small to research, design, then conduct in-house trainings.
     With I.D.E.A.'S course materials, which include an instructor's manual, a trainer can conduct these short courses. There are even electronic supplemental materials available for a small additional fee.

     This is a new concept for training departments which have been hard bit by budget cuts, staff reductions, yet with increased needs for training courses for employees and managers.
     A list of I.D.E.A. course materials is available through the KSA Knowledge Management web site once you become a member.

Interview with Richard Pello

Q: What's different about working with KSA and working with Hewlett-Packard?

Richard: The biggest difference for me is that in KSA I can help individuals. At Hewlett-Packard I would help corporate clients. By helping the individual I feel more empowered.
Q: Where do you see corporate training headed in 2005?
Richard: I personally see a resurgence in corporate training in sales and customer service. The main motivation for spending money on training is to make companies more successful and profitable.
Q: Why has KSA decided to focus a lot of its resources on finding clients in Asia?
Richard: It has become clear that China's economy is growing geometrically by embracing the capitalistic methodology. This creates an enormous potential in training the Chinese corporate employee.
Dr. Laborde is presenting a public Influencing with Integrity® seminar in January and an Advanced Training for Trainer certification two days later.  For specifics click here


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California State Department of Education      In 2003 and 2004 I.D.E.A. conducted training courses for Hispanic parents of school children in several school districts. Now the San Francisco School District has requested a proposal to train its Hispanic parents in the spring of 2005.
     This proposal must be approved by the Board of the California State Department of Education, which meets in December.
     These courses are conducted in Spanish by Carlos Suarez, M.S., Stanford University, and have received rave reviews from the parents. All workbooks, the textbook, and the videos have been translated into Spanish.

IWI in Japanese
     Guhen Taiten Kitaoka announces the translation of Influencing with Integrity into Japanese is completed and Influencing with Integrity will be published by JMA Inc. in Japan early in 2005.
     Mr. Kitaoka is the Managing Director of Creativity Enhancement Ltd.
     Mr.  Kitaoka was trained by both the co-founders of NLP; as NLP Master Practitioner by John Grinder in Santa Cruz (1989), and as Licensed Trainer of NLP by Richard Bandler in Munich (1995).
     He was born in Wakayama, Japan, in 1956 and has spent recent years working as a business communication consultant and EDT (Enhancing Development Training) Trainer. He is also an interpreter and corporate trainer.
     Quote from Mr. Kitaoka: While translating the book, I renewed my opinion that this is book is well written, and that it is a very important NLP introduction book”

Dr. Laborde is presenting a  public seminar  Influencing with Integrity®  in Palo Alto, California
January 10-12, 2005
 9 a.m. to 5 p.m. at 235 Alma Street

This is a pre-requisite for Advanced Training for Trainer Certification
52nd Advanced Training dates (Can you believe we've run this 51 previous times?)
Scholarships for training directors or decision makers for corporations and institutions. 
Partial scholarships also possible for entrepreneurs
January 14-19,2005
Residential.  Begins Friday night.  Ends Wednesday noon.

Fees $1200 residential fee + $2500 tuition   

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