3 Keys to Outstanding Outcomes
with Michael Hawkins
I would like you to ask yourself three questions:
- Have you ever had to have a tough conversation and dreaded it?
- Have you ever come away from a conversation and felt it went nowhere?
- Have you ever felt that your stakeholders weren’t on the same journey as you?
If you answered “Yes” to any of these questions, then would you like to take control of the conversations with your stakeholders to drive outstanding outcomes?
It is said that 90% of our success in life and work comes from:
- Your ability to enter into another’s world so that you can appreciate where they are coming from;
- Your ability to speak their language in a way that not only makes sense but also motivates them and inspires them to appropriate action; and
- The ability to understand and predict a person’s strengths, weaknesses and actions by knowing what to look for in their world.
A Win-Win Outcome
from all communications
Key #1: How we Communicate
The fundamentals of successful communication come from understanding how humans work with regards to receiving and interpreting input from their surrounds.
Understanding the fundamentals of how humans communicate provides us with an insight into the key workings of our brains in the determination of meaning from our surrounding.
In this section, we will discuss how it is that we capture detail and take meaning from our conversations. This includes:
- An introduction to the Basic Model of communication
- What makes up the components of communication
Key #2: How your Stakeholder Communicates
By understanding how to recognise the communications preferences of others, we can gain a deeper understanding of their likes and dislikes; their motivators
and de-motivators; their strengths and stretches; their purchasing strategies and much more.
In this section, we look at ways to begin to read your stakeholders to ascertain their preferences for communication. We explore a number of tools that can enable you to understand their preferred motivators, decision and buying strategies and language.
We cover a number of models including:
- Modalities and associated language
- Universal (Macro) Patterns
- Micro patterns and symptoms of faulty thinking
Key #3: Outstanding Outcomes
When we understand where our stakeholders are coming from, we can create an environment whereby they think about us as “they get me; they are just like me”.
When we read our stakeholders, we gain an insight into their thinking and reasoning patterns. This provides us with the ability to create an environment whereby they
start to think that you are just like them and really “get” them.
When this occurs, we achieve rapport where our words can become their thoughts. It is only then that they will truly listen to what we have to say.
This section covers using the information we have gathered on our stakeholder’s behavioural preferences to build rapport and work for the win-win outcomes. We introduce the concept of rapport – what it is and how to build and maintain it.
Michael Hawkins
Michael is a professional coach, mentor, facilitator and trainer. He is an Accredited Consultant and Trainer of Extended DISC and a Meta Dynamics(TM) Level 1 Practitioner.
He is an Associate Member of the International Coaching Guild, a Chartered Manager and member of the Chartered Management Institute (UK), a Fellow of the Australian Institute of Management (AIM) and a Certified Professional member of the Australian Computer Society (ACS).
He is an Associate Member of the International Coaching Guild, a Chartered Manager and member of the Chartered Management Institute (UK), a Fellow of the Australian Institute of Management (AIM) and a Certified Professional member of the Australian Computer Society (ACS).
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Decode Your Stakeholders Workshop