The VAK, est.
Ting Guo Discovers Options as She Learns
Communication Skills at
University of California, Santa Cruz
A Hybrid class of
live classroom and
streaming video, Influencing with
the winter quarter at UCSC. Above are instructors, Wylie Harter, Genie Z. Laborde and Alice Treutlein. Linda Burton, pictured at left,
also assisted in teaching this class.
Insurance and Financial
Services with Integrity
for the Strategies
is a kaleidoscope of sales calls to illustrate the skills I’ll be
presenting here. Different industries and quite different decision
makers create the settings and the characters. Selling training has
many similarities to selling insurance and investments because the
product is intangible. You can’t see, hear, or touch it. Selling
all products has certain dynamics that naturally occur, whatever the
qualities of the individual products. These sales situations were
quite different but I used the same or similar strategies in all of
them. See if you can pick out the strategies I used.
IBM’s offices in upstate New York. It’s February and snow covers
first sales call took place 16 years ago but it was so important to
me that I can remember every detail. The client and decision maker
was 6’6” and we were meeting in his office which has huge glass
expanses overlooking the snow. Earlier he had sent a letter to each
training department in his large corporation denouncing the
discipline which is the core of my seminars and telling each manager
to cancel any trainings based on this concept. I had to change his
mind about the entire discipline before he’d buy my seminar. The
discipline that underlies the skills we teach is so powerful that it
has attracted people who misuse the skills. This executive had
encountered some of these people and wanted nothing to do with it. He
forgot skills are tools. The person decides how to use the hammer
to kill or to build a house. It’s up to you.
I recognized drawings on his wall,
mentioned the artist by name, said
I admired his work and that Doubleday had hired him to illustrate my
first book years ago. The executive had warmed up during this
exchange then turned grim again.
major sense was auditory. I am a visual/kinesthetic. We had nothing
in common except our admiration for this artist. The snow outside
seemed to have sneaked in and affected the temperature. His opening
line felt icy as well.
we were seated (our CEO, our potential IBM trainer and I) he said, “I
phoned each of those employees who you said attended your public
seminar. Some of them did not remember what you taught in the
seminar.” Pretty icy. I simply looked at him. I said nothing.
said they had not used the concepts you taught. They had not found
they remembered to use them.” I looked away at this as I felt my
disappointment seeping through my body. What’s to say? I remained
continued, “And some of them said,” he paused, “the things you
taught in the seminars changed their lives.” He looked gravely at
me then the corners of his mouth turned up and he asked the stock
inquiry, “How do your trainings differ from others?” <more>
from the November class of Influencing with Integrity in the
conference room at IDEA
in the IDEA November seminar
This Influencing with
attracted participants from a wide variety of professions: two
members of the board of the Dalai Lama Foundation, a former Louisiana
Trooper, The Human Resources Manager of Canesta, Inc., a manager the
industry, an herbal healer, a representative of Northwestern Mutual,
a contractor the construction industry, a computer programmer, a
instructor, and an insurance executive. The mixture of professions
made for lively discussions on the use of the influencing skills.
Professor Myra S. White,
Program in Psychiatry and the Law Department of Psychiatry, Harvard
Medical School, is teaching a course, Managing Workplace
at Harvard University which began January 30, 2006.
with Integrity" is one of three required textbooks for this
class. Dr. White has this to say after reading Influencing
"I continue to find your book a special
gift. It's too bad I didn't discover it sooner. Each
day I have new insights. "
Colleges and Universities that
are presently using or have used Influencing with Integrity as
State University, Chico
State University, Long Beach
of Saint Thomas
School of Mines
F. Kennedy University
Altos High School
San Antonio College
Mexico Highlands University
Mexico State University
Institute of Photography
Beach Atlantic University
Institute of Technology
Louis Community College
Diego State University
Juan Unified School District
Union High School District
University of New York
College of New York
of California, Berkeley
of California, Los Angeles
of California, San Francisco
of California Extension, Santa Cruz
of New Mexico
of North Carolina
of Northern Colorado
of Puget Sound
of Southern California
Beach City Schools
Z. Laborde and other guests at the Appreciation Luncheon held
by the staff of the Management Communication Program of the
Stanford University Graduate School of Business in Palo Alto.
Insurance and Financial Services with Integrity is
the final stages of editing. Its nine authors are reading it before
the printing. The book will be available, at $24.96 in 60 days. If
you’d like to purchase pre-pub, the price is $14.95. Call Steve at
800-228-4069 to place your order.
books to be published
this year are:
New edition of Fine
Tune Your Brain
Enter the Zone for Dynamic
or Increasing Your Personal Energy (Which
title do you like better? We'd like some feedback on this.
It's the same book.)
DVD or CD of the first seven days of
" Three Minute Steps to Influencing with
Integrity"........$49.95 Buy all 90 days and receive a
free three day seminar of "Influenicng with Integrity"
in Palo Alto. Training costs are tax deductible for a
business. Use your tax dollars for advanced training in
Melissa Monhan of Roche
is pictured as she makes an important point in the UCSC class.
SCHOLARSHIP ESTABLISHED FOR
One scholarship for
tuition will be awarded in each
of IDEA's Advanced Trainings in memory of KAY BEST, our former
trainer and unstinting supporter inside IBM for 18 years. Kay's
memory is a source of inspiration for all of us who knew her.
else could ask, "Have you heard this one?" with the
unmitigated glee and expectation that Kay Best brought to these
apply for this $2500.00 scholarship, send
your resume to Steve @influence-integrity.com.
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