how to get buy-in for strategic product decisions - productcamp austin
DESCRIPTION
ProductCamp slideshow presented by Sharon Drew Morgen in Austin, TX. Titled: How to Get Buy-In for Strategic Product DecisionsTRANSCRIPT
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
1
Would you rather sell? Or have someone buy?
Morgen Facilitations, Inc.411 Brazos St. #220
Austin TX 78701
512-457-0246
www.newsalesparadigm.com
www.sharondrewmorgen.com
www.buyingfacilitation.com
www.dirtylittlesecretsbook.com
Developer of Buying Facilitation®Author of Selling with Integrity
& Dirty Little Secrets
Sharon Drew MorgenSharon Drew Morgen
ProductCamp
© 2007, Morgen Facilitations Inc.
2
ACTIVITY
Please rank the following in hierarchy of importance for a successful buy-in:
• formally present the initiative in the most dynamic way
• enlist sympathizers, choose leaders
• discover any people - problems that need to be managed
• handle laggards/saboteurs through supervision and by making them leaders
• briefly discuss initiative as an overture to get folks thinking
• get buy-in/agreement through questionnaire and note who’s beliefs are/aren’t on board with the proposed change/work
• put people together in teams
• elicit ideas as to what success should look like, what failure might look like
• through a write-in campaign, elicit thoughts and get agreement for how to proceed and steps to take
• make sure your direct team of decision makers are well informed
• have doubters discover what they would need to do to be able to lend a hand and buy-in to initiative enough to not sabotage
© 2007, Morgen Facilitations Inc.
3
DISCUSS WITH YOUR NEIGHBOR
Why did you choose to begin where you began? Is it industry expectation? Assumption that success is best achieved here? Habit?
What would you need to believe differently to be willing to begin at a different point?
How would you know, before you begin, that a different approach would bring you a different level of buy-in? What would you need to see, believe, understand differently?
If we were to do an initiative together, and I started in a different place than the one you believe in, what would you need to see or know from me and our work together to be willing to buy-in - even though it was uncomfortable?
What sort of agreement would you need from me before we began in order to freely offer your skill set and be willing to discuss doubts and angers with me before and during the requested changes?
© 2007, Morgen Facilitations Inc.Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
4
CORE PREMISE
Information does not teach someone how to make a decision!!
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
5
NOT
Change approached via idea relevancy.
Buy-in assumed once relevancy recognized.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
6
WE EACH FUNCTION UNQUELY
Unique system of values that makes us who we are.
Life Experiences
Social Class
EducationReligion
Family
History
Feelings
Needs
Dreams
Friends
Geography
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
7
WHY IS CHANGE HARD?
Change means disruption: People fear disruption NOT change.
HOMEOSTASISHOMEOSTASIS
People maintain homeostasis
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
8
ENGAGING BELIEFS
I Can't
I Rebel
Can I transfer?
I Won't
NopeI'm what?
You want to do what? I'm sickIt's late
No change will happen if beliefs are not engaged.
Systems congruency must be maintained at all times
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
9
BIASES & BELIEFS
People will not behave in ways that compromise
their beliefs.
Nope, won’t do that.
It’s against my beliefs.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
10
SHIFT BELIEFS
Agreement happens only after beliefs shift.
Feels Wrong
CURRENT BELIEFS/BIAS
???
SHIFT
OK!
AGREEMENT
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
11
WHAT ARE BEHAVIORS?
Politics
Leisure
Bel
iefs
Lifestyle
Friends
Job
BEHAVIORS
Behaviors are beliefs in action.Behaviors are beliefs in action.Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
© 2007, Morgen Facilitations Inc.
12
CLARIFYING POSSIBILITIES/PROBLEMS
new rulesold rulesmoney
personnel
detractorstime
status quo
What would stand in the way ofSUCCESS?
partnerspolitics
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
13
BASIC AXIOMS
o People only hear through their beliefs;
o People will take no action if it's incongruent with their beliefs;
o People sort for differences and not similarities;
o Everyone has a hierarchy of beliefs.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
14
QUESTIONS FOR ALL DAY MEETING
1. Which are the best outcomes for us? Why?
2. How will we change – who will we be – as a company/group when we adopt these outcomes?
3. What will we need to do/be differently in order to carry out these outcomes? And how will that connect with our group/company mission? Your job?
4. Which of these ideas, that we put up on the board, match the outcomes I originally put up? What needs to shift? Change?
5. How do we keep everyone engaged so that we can all play a role in anychange we go through?
6. How can we bring aboard the folks having difficulty buying in?
7. What should be our first activities?
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
15
MANAGING RESISTERS
What can we shift to create comfort for resisters?
Resisters will offer heightened creativity and leadership.
Fire? Ignore?Use Force?
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
16
SUPPORTING RESISTERS
What is stopping you from feeling more comfortable?
What would need to happen differently for you to feel better about what we are planning?
How could we work with you to help you become part of the change?
Decide on how to manage resisters
1.With sympathizers;
2.With general population on blog.
Make it a whole group decision.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
17
PRACTICE
Action plan for life-cycle. Develop action plans to encourage buy-in
throughout life-cycle of vision.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
18
ACTIVITY
1. briefly discuss proposed initiative as an overture to get folks thinking
2. elicit ideas as to what success should look like, what failure might look like
3. through a write-in campaign, elicit thoughts and get agreement for how to proceed and steps to take
4. get buy-in/agreement through questionnaire and note who’s beliefs are/aren’t on board with the proposed change/work
5. make sure your direct team of decision makers are well informed
6. formally present the initiative in the most dynamic way
7. enlist sympathizers, choose leaders
8. put people together in teams
9. discover any people-problems that need to be managed
10. have doubters discover what they would need to do to be able to lend a hand and buy-in enough to not sabotage
11. handle laggards/saboteurs through supervision and by making them leaders
© 2007, Morgen Facilitations Inc.
19
Would you rather sell? Or have someone buy?
Morgen Facilitations, Inc.411 Brazos St. #220
Austin TX 78701
512-457-0246
www.newsalesparadigm.com
www.sharondrewmorgen.com
www.buyingfacilitation.com
www.dirtylittlesecretsbook.com
Developer of Buying Facilitation®Author of Selling with Integrity
& Dirty Little Secrets
Sharon Drew MorgenSharon Drew Morgen
ProductCamp
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.