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SE Mastery - Handout
© TOTAL INTER ACTION 1
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Better thinking. Better Results
ELITE Essentials
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ELITE Essentials – Whole Brain Application
Have you printed the workbook in color?
Closed Programs?Phone on Flight Mode?
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SE Mastery - Handout
© TOTAL INTER ACTION 2
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This Session Tools
Polling
Hello
Presenter
Type any questions here and I will address at the end
Raise hand now.
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SE Mastery - Handout
© TOTAL INTER ACTION 3
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Why the SE Mastery ProgramThe Evolution of NetApp
Optimize Operations
Create Innovative Business Opportunities
Protect Secure Data
Enable New Customer Touchpoints
* From The NetApp POV
“Manage More With Less”
“Empowering customers tochange the world with data”*
“We do one thing well”
Customer Business
Value
Time
© Total Inter Action Pty Ltd. All rights reserved.
Throughout your technology purchase process, which of these sources/groups provided the most value to you and your team? (%) values
Customer Position Middle Management IT - Individuals CxO / Executives
General Collateral 27.3 22.6 19.9
Salesperson / Manager 20.3 19.7 23.1
Technical Team 39.2 46.5 42.8
Executives 12.5 10.2 14.6
Why the SE Mastery ProgramThe Customer Trusts You
Source: Mastering Technical Sales, 3rd Edition Research
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SE Mastery - Handout
© TOTAL INTER ACTION 4
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Practical skills, models and tools to help you:
• Build personal brand and trust
• Provide business-value-driven solutions
• Win more deals
• Increase your footprint in customer accounts
THROUGH BETTER THINKING PLANNING COMMUNICATION
SE Mastery Program - Objectives
© Total Inter Action Pty Ltd. All rights reserved.
SE Elite Consulting Model Program Overview
3. RESPOND
1. PLAN
2. UNDERSTAND4. EXPANDCONSULTATIVE(Whole Brain)THINKING
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SE Mastery - Handout
© TOTAL INTER ACTION 5
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Questions on the Program?
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CONSULTATIVE (WHOLE BRAIN) THINKING
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SE Mastery - Handout
© TOTAL INTER ACTION 6
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• HBDI & Whole Brain Thinking
• Understand your Thinking
• Understand Your HBDI Profile
• Application @ Work
Agenda
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HBDI & Whole Brain ThinkingHBDI Profile Example
Very Strong
Strong
Intermediate
Low
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SE Mastery - Handout
© TOTAL INTER ACTION 7
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LEFT Hemisphere
RIGHTHemisphere
Thinking preference: Detail Thinking preference: GlobalCorpus Callosum
Sperry’s Left / Right Brain Model
HBDI & Whole Brain Thinking
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HBDI & Whole Brain Thinking
UPPER MODECerebral Cortex (Our Thinking Brain)
Cognitive, Intellectual, thinking in abstract conceptual modes
LOWER MODELimbic System (Our Feeling Brain)
Grounded, emotional, instinctive
MacLean’s Triune (evolutionary) Brain Model
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SE Mastery - Handout
© TOTAL INTER ACTION 8
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Q1 – What word represents this type of thinking?
HBDI & Whole Brain Thinking
Poll # 1
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Q2 – What word represents this type of thinking?
HBDI & Whole Brain Thinking
Poll # 1
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SE Mastery - Handout
© TOTAL INTER ACTION 9
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HBDI & Whole Brain Thinking
Q3 – What word represents this type of thinking?
Poll # 1
© Total Inter Action Pty Ltd. All rights reserved.
HBDI & Whole Brain Thinking
Q4 – What word represents this type of thinking?
Poll # 1
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SE Mastery - Handout
© TOTAL INTER ACTION 10
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NOW PRESS “SUBMIT” BUTTON
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Click to ‘restore layout’ (after polling)
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SE Mastery - Handout
© TOTAL INTER ACTION 11
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Imaginative ArtisticHolisticImprovisational
Emotional InterpersonalExpressiveTalker
LogicalAnalytical
Fact-basedQuantitative
PlannedOrganisedAdminister
Detailed
UPPER MODE (Thinking)
LOWER MODE (Feeling)
LE
FT
BR
AIN
(D
etai
l)
RIG
HT
BR
AIN
(G
lob
al)HBDI & Whole Brain Thinking
© Total Inter Action Pty Ltd. All rights reserved.
HBDI & Whole Brain Thinking
LogicalAnalytical
Fact basedQuantitative
HolisticIntuitiveIntegratingSynthesizing
OrganisedSequential
PlannedDetailed
InterpersonalFeeling BasedKinestheticEmotional
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SE Mastery - Handout
© TOTAL INTER ACTION 12
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Your Strengths - Exercise
Gathering facts
Analysing issues
Arguing rationally
Forming theories
Problem solving logically
Financial analysis and decision making
Understanding technical elements
Critical analysis
Working with numbers, statistics, data and precision
A UPPER LEFT
Finding overlooked flaws
Approaching problems practically
Standing firm on issues
Maintaining a standard of consistency
Providing a stable leadership and supervision
Reading fine print in documents/contracts
Organising and keeping track of data
Developing detailed plans and procedures
Articulating plans in an orderly way
B LOWER LEFT
Recognising interpersonal difficulties
Anticipating how others will feel
Intuitively understanding how others feel
Picking up on non-verbal cues of interpersonal stress
Engendering enthusiasm
Persuading, conciliating
Sharing
Understanding emotional elements
Considering values
LOWER RIGHT C
Seeing “the big picture”
Recognising new possibilities
Tolerating ambiguity
Integrating ideas and concepts
Challenging established policies
Synthesizing unlike elements into a new whole
Inventing innovative solutions to problems
Problem solving in intuitive ways
Simultaneous processing of different input
UPPER RIGHT DUsing printout, check off your strengths
© Total Inter Action Pty Ltd. All rights reserved.
HBDI – Guess Your Profile (Printout)
LOGICALANALYTICALFACT BASED
QUANTITATIVE
ORGANISEDSEQUENTIAL
PLANNEDDETAILED
HOLISTICINTUITIVEINTEGRATINGSYNTHESIZING
INTERPERSONALFEELING BASEDKINESTHETICEMOTIONAL
Very Strong
Strong
Intermediate
Low
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SE Mastery - Handout
© TOTAL INTER ACTION 13
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HBDI
Password to open PDF is provided in session
Page 2
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HBDI Summary Sheet
Page 3
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SE Mastery - Handout
© TOTAL INTER ACTION 14
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[Tip: minimize your profile PDF so you can see screen]
RECOGNIZING
OTHERS
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Recognizing Preferences – Exercise Part 1
A UPPER LEFT
B LOWER LEFT LOWER RIGHT C
UPPER RIGHT D
Words Used?
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SE Mastery - Handout
© TOTAL INTER ACTION 15
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Recognizing Preferences – Exercise Part 2
A UPPER LEFT
B LOWER LEFT LOWER RIGHT C
UPPER RIGHT D
Tone?
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Recognizing Preferences - Examples
1. “Effective”, “strategic” “Efficiency” “Objectives”
2. Short, to the point
A UPPER LEFT
1. “Process”, “proven” “risk reduction” “timing” “Perfection”
2. Detailed, considered
B LOWER LEFT
1. “People”, “love to…” “family” “feeling…”
2. Friendly, emotional
LOWER RIGHT C
1. Analogous “It’s like…” “New” “Vision”
2. Modulated
UPPER RIGHT D
1. Words Used? 2. Tone?
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SE Mastery - Handout
© TOTAL INTER ACTION 16
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A D
CB
A D
CB
A D
CB
A D
CB
Answer Polling questions based on pictures
Recognizing Preferences
Poll # 2
© Total Inter Action Pty Ltd. All rights reserved.
Example 1
I have systems to organise my work
and home. A place for
everything and everything in its
place!
A D
CB
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SE Mastery - Handout
© TOTAL INTER ACTION 17
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Example 2
Analysis of the facts drive my decisions not
emotions.
A D
CB
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Example 3
Success is all about having a clear vision of how it will look,
then trying things out and being willing to fail.
A D
CB
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SE Mastery - Handout
© TOTAL INTER ACTION 18
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Example 4
Our people are our greatest
asset. We need to listen to them, involve them, show them we
care.
A D
CB
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NOW PRESS “SUBMIT” BUTTON
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SE Mastery - Handout
© TOTAL INTER ACTION 19
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Recognizing Preferences - Answers
A D
CB
A D
CB
A D
CB
A D
CB
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Click to ‘restore layout’ (after polling)
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SE Mastery - Handout
© TOTAL INTER ACTION 20
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of your thinking preferencesIMPLICATIONS
© Total Inter Action Pty Ltd. All rights reserved.
LogicalAnalytical
Fact basedQuantitative
HolisticIntuitiveIntegratingSynthesizing
OrganisedSequential
PlannedDetailed
InterpersonalFeeling BasedKinestheticEmotional
What are your areas of LOWpreference?
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SE Mastery - Handout
© TOTAL INTER ACTION 21
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Elite Consulting Model & Thinking Implications
3. Respond
1. Plan
2. Understand4. ExpandCONSULTATIVE(Whole Brain)THINKING
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Step outside your comfort zone
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SE Mastery - Handout
© TOTAL INTER ACTION 22
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• Thinking Preferences indicate mindset
• Your role requires a whole brain approach
• Some customers require adjustment of your style
• Some activities may not come naturally
• Whole Brain models help compensate.
Summary
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Better thinking. Better Results
ELITE Essentials