Market Force - October 2013 Cayman Workshop
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Market Force from Apriori International, as delivered in the workshop in Cayman in October 2013
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Market Force - October 2013 Cayman Workshop
- 1. Market Force
- 2. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
- 6. Who Am I? PRIORI international Your Chief of Staff Use my experience as a 3-time business owner, 10+ years as business coach, along with my law and business degrees, to help individuals and companies solve their most pressing business issues. !
- 7. Market Force Market Force is a business execution system that has been used for over 35 years by businesses in numerous industries and around the globe. The Market Force system is both scientifically-based and practical. Its methodology focuses on the mechanics of communication, coordination of action, and interpersonal dynamics – the key components necessary to help people inside of businesses thrive.
- 8. Tools
- 9. Installation The beauty of the system is its simplicity: 1. Easy to learn and use Provides guidance for dealing with almost any situation. 2. Rapid adoption Spreads virally creating a common language and common approach to execution. 3. High stickiness factor Users find application day one as well as years later.
- 10. Results 1. Reduce friction and improve team performance 2. Improve accountability and follow through 3. Make more money Specific Example
- 11. 108% Higher Average annual increase in revenue for producers who use Market Force vs. those who do not.* 43% Higher Average performance rating (NPS score) for support professionals who use Market Force vs. those who do not.* *Colliers University 2011 Course Catalog, with data from five previous years.
- 13. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
- 15. PRIORI Relevance? international ! Stress ! Threat Human Actual Perceived ! Life/Death When Your Body Takes Over Your Mind ! Identity Habits ! Unconscious ! Repetitive
- 17. Prediction
- 29. PRIORI international Trust: Concern Rank Order Control and Authority Influence and Power 1. Competence 1. Sincerity 2. Sincerity 2. Competence Golen Rule? What about the Platinum Rule?
- 34. PRIORI international Best Spot on the Field?
- 40. The Indicator
- 41. 23 Total Questions • 20 Core Questions • 3 Questions for Tiebreakers Methodology • 1 Style v. 1 Style per Question • Limits Pattern Thinking Request • Please copy down your raw score.
- 42. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
- 47. Control Creational Control (Offense) Authority Influence Preservational (Defense) PRIORI international Authority Power Influence Power Are you a Starter or Finisher? Controls & Influences: Start more projects, generate more leads, than they finish or follow up on. Powers & Authorities: Won’t start something “unless I know I can and will finish it.”
- 50. Control Creational (Offense) Authority Influence Preservational (Defense) Control Thought PRIORI international Authority Influence Action Power Power Are you a Thinker or an Actor? Controls & Authorities: Think first… then act. Influences & Powers: Act first… then think.
- 52. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power What does it all mean?? Control Offensive Thought-Oriented Vision
- 53. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power What does it all mean?? Influence Offensive Action-Oriented Velocity
- 54. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power What does it all mean?? Power Defensive Action-Oriented Structure
- 55. Control Creational (Offense) Authority Preservational (Defense) Influence Control Thought PRIORI international Authority Influence Action Power Power What does it all mean?? Authority Defensive Thought-Oriented Quality
- 60. Cross Axis Typically more difficult to create. PRIORI international
- 61. Cross Axis • In Pw international Downside: Ct Au PRIORI • Control does not trust Influence. Influence feels as though Control is always telling them what to do. Upside: • • • Control sets a direction and gives Influence latitude to run. Influence learns to run with some direction and input so that their action is targeted. Working together = great offense.
- 62. Cross Axis international Downside: Ct • In Au PRIORI • Pw Influence looks at Power and wants nothing to do with their structure (loss of freedom). Power feels as though Influence is too chaotic for their process. Upside: • • Influence gets relationships started. Power takes the relationship and turns it into a long-term alliance.
- 63. Cross Axis • Defense In • • Pw international Downside: Ct Au PRIORI Power wants to “crank out” a large volume of work (quantity). Authority wants everything perfect (quality). Therefore, Powers avoid Authorities. Upside: • • • Powers look for some assistance on editing and prioritization. Authorities back off a bit and give Powers some latitude to work away. Functioning properly = great defense.
- 64. Cross Axis international Downside: Ct • In Au PRIORI • Pw Control is certain they are right about the future. Authorities are confident they can prove Control wrong with evidence from the past. Upside: • • Authorities deliver options to Control. Controls pull the trigger with some grounding from the past.
- 65. Cross Axis Typically more difficult to create. PRIORI international
- 68. Struggle Principle Each Style tends to struggle the most with what the next Style clockwise does naturally.
- 70. Second Most Principle The Style counter clockwise is typically each Style s second most comfortable Style to their own.
- 71. Control Authority The Analyzer The Past Ought to Reflection Competency The Director 5 Years/Future Should Ideas Competency Power The Builder Next 90 Days Have To Replication Sincerity PRIORI international Influence The Facilitator Right Now Could Relationships Sincerity
- 74. Control Authority The Analyzer The Past Ought to Reflection Competency The Director 5 Years/Future Should Ideas Competency Power The Builder Next 90 Days Have To Replication Sincerity PRIORI international Influence The Facilitator Right Now Could Relationships Sincerity
- 77. Control Authority The Analyzer The Past Ought to Reflection Competency The Director 5 Years/Future Should Ideas Competency Power The Builder Next 90 Days Have To Replication Sincerity PRIORI international Influence The Facilitator Right Now Could Relationships Sincerity
- 80. Control Authority The Analyzer The Past Ought to Reflection Competency The Director 5 Years/Future Should Ideas Competency Power The Builder Next 90 Days Have To Replication Sincerity PRIORI international Influence The Facilitator Right Now Could Relationships Sincerity
- 83. apriori Principle The Style counter clockwise is typically each Style s second most comfortable Style to their own.
- 84. Control Authority Hibernate The Analyzer The Past Ought To Efficiencies Dictate The Director 5 Years/Future Should Ideas Power Tolerate The Builder Next 90 Days Have To The Work PRIORI international Influence Migrate The Facilitator Right Now Could Relationships
- 86. Prosperity Principle Moving clockwise is counter-intuitive and produces prosperity.
- 87. Control Authority Hibernate The Analyzer The Past Ought To Efficiencies Dictate The Director 5 Years/Future Should Ideas Power Tolerate The Builder Next 90 Days Have To The Work PRIORI international Influence Migrate The Facilitator Right Now Could Relationships
- 94. Pop Quiz!
- 96. I know! Authority? Influence? Control? Power? PRIORI international Let’s go! I object! What do we have to do?
- 101. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
- 102. PRIORI international What will be your “methodology” for identifying Styles?
- 103. PRIORI international
- 105. If you stop, Practice, Practice, Practice it all goes away.
- 107. Step 1 Stop talking out loud and listening to yourself! Observe PRIORI international
- 108. Step 2 PRIORI international Ask Open Ended First Question Observe and Listen
- 109. Step 2 PRIORI international Style Body Language Their Focus CONTROL Calculated (pensive) Big picture and ideas INFLUENCE Restless (can t sit still) The present and relationships POWER Affable (gregarious) The work that needs to be done AUTHORITY Withdrawn (arms crossed) A historical perspective NOTE: You won’t observe any of this IF you are listening to yourself (See Step 1)
- 110. Step 3 PRIORI international Look and Listen for Primary Trust Concern Competence Sincerity
- 111. Step 3 PRIORI international Look and Listen for Primary Trust Concern Competence Sincerity NOTE: You won’t observe any of this IF you are listening to yourself (See Step 1)
- 112. Step 4 international C C I A I A PRIORI P P C I A P C I A P Look for What’s Missing Remember: Struggle = Next Move
- 113. Step 4 international C C I A I A PRIORI P P C I A P NOTE: C I A P You won’t observe any of this IF you are listening to yourself (See Step 1)
- 114. Step 5 PRIORI international How are they positioning themselves? Observe
- 115. Step 5 PRIORI international Style Speaking From Their Position CONTROL You should In charge (director) INFLUENCE We could Relationship person (facilitator) POWER We have to Go-to person (builder) AUTHORITY They should have Protector of quality (analyzer) How are they positioning themselves? Observe
- 116. Step 5 PRIORI international Style Speaking From Their Position CONTROL You should do this In charge (a director) INFLUENCE We could Relationship person facilitating success POWER We have to Go-to person getting it all done AUTHORITY They should have Behind the scenes protecting quality NOTE: You won’t observe any of this IF you are listening to yourself (See Step 1)
- 117. 5-Steps Stop listening to yourself and talking out loud! Open Ended 1st Question Which Trust Concern? What’s Missing? Their Positioning? What’s missing??? PRIORI international
- 118. Make an Educated Guess and Go! Initiate and Adapt
- 119. 5-Steps Stop listening to yourself and talking out loud! Open Ended 1st Question Which Trust Concern? What’s Missing? Their Positioning? Go! PRIORI international
- 120. Sometimes… PRIORI international you must look for signs.
- 121. PRIORI international Signs Include Dress Speaking Body Language Car Writing Office Job Title Perspective
- 124. Body Language? Affable, Gregarious PRIORI international Calculated, Pensive! ! Withdrawn, Arms Crossed! Restless, Can t Sit Still !
- 128. Car? Busy, busy! PRIORI international ! Look at me A penny saved… ! ! I feel a need… !
- 130. Decisions? PRIORI international Methodical, careful (process of elimination) ! Decisive and adamant ( this is the way ) ! Impulsive and spontaneous (changes daily) ! Accommodating ( let me talk to my team ) !
- 131. PRIORI international Who Sends This Email? Scattered ! Direct ! Inclusive ! Detailed !
- 132. PRIORI international Who Sends This Email? Influence ! Scattered!
- 133. PRIORI international Who Sends This Email? Control ! Direct!
- 134. PRIORI international Who Sends This Email? Power ! Inclusive!
- 135. PRIORI international Who Sends This Email? Authority ! Detailed!
- 137. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
- 138. Story Time
- 139. Mindset: Not just understanding Styles, but learning how to think in regard to Styles
- 140. Attack Sheet
- 141. 4 Steps
- 146. PRIORI international
- 147. 5-Steps Stop listening to yourself and talking out loud! Open Ended 1st Question Which Trust Concern? What s Missing? Their Positioning? Go! PRIORI international
- 149. What is the Situation? Step 2
- 150. The Situation? STEP 1 Style STEP 2 Situation POWER First meeting CONTROL Breakdown INFLUENCE Deal is over POWER Trying to close AUTHORITY Presenting to CONTROL How to work with PRIORI international
- 152. What is my Goal? Step 2 PRIORI international
- 153. The Goal? PRIORI international STEP 3 STEP 1 Style STEP 2 Situation Goal/Concern POWER First meeting Strong first impression CONTROL Breakdown Get back on track INFLUENCE Deal is over Set up for next deal POWER Trying to close Close AUTHORITY Presenting to Best setting CONTROL How to work with Address their concerns WHY?
- 154. Prediction
- 156. What are my Tactics?
- 157. The Situation? PRIORI international STEP 1 Style STEPS 2/3 Situation STEP 4 Tactics CONTROL Breakdown/ Back on Track Focus on their big picture Ask them questions Create a menu of options POWER First meeting 1. Sincerity 2. Competence First Impression Principle: Come along side, then focus on making their hard work pay off.
- 158. PRIORI Go! international Tactics for that Style in that situation. The Situation? Short Test Select Don t Know What Style am I dealing with? What is my Style?
- 159. Application Exercise
- 160. Authority
- 163. Influence
- 166. Power
- 169. Control
- 172. We re Done!
- 173. Possible Agenda 1: Introduction 2: Styles: Fundamentals 3: Styles: Inter-Relationships 4: How to Identify 5: Workshop
- 175. PRIORI international Compass Setting Overcoming Adversity Quicker More Powerful Relationships More Effective Coordination of Action
- 177. Thank you!