selling safety to upper mgt asse conf 2015
TRANSCRIPT
1
P A T R I C K J . K A R O L
Selling Safety to Upper Management
In the Beginning
Communication Components
1.The Messenger2.The Receiver3.The Message
Part I
The Messenger
EmpathyPerseverance
Decisiveness
Determination
Initiative
Flexibility
Resourceful
Passion
Personal Vision and Belief
Recognizing Accomplishments
Messaging
Monitor Performance
Sense of Urgency
“Praise the slightest improvement and
praise every improvement. Abilities wither under criticism;
they blossom under encouragement”
- Dale Carnegie
Change Management
Willing to make a change
Able to make a change
Dissatisfied with current state
It’s not how you feel, it’s how
you look and you look mahvelous
Verbal: What you say 7%
Vocal: How you sound 38%
Visual: How you look 55%
Albert Mehrabian Silent Messages study
Secrets of Body LanguageHistory Channel Documentary
Part II
The Receiver
Communication Style
BLUE• Personal• Interactive• Conversation• Emotional conx
GREEN• Logical, Objective• Strategic, Data• Skip small talk• New Ideas
GOLD• Procedural• State Expectations• Step by Step• Goal oriented
ORANGE• Direct, Playful• Impact• Doodlers • Gestures
“The only way on earth to influence the other fellow is to talk about what he wants and show him how to get it.”
- Dale Carnegie
Financial
Legal
Work Process
Customer Service
Moral
Part III
The Message
1. Issue
2. Instances
3. Impact
4. I (as in I should have)
5. Invite Dialogue
6. Items, Action
Strategic Conversation
Tips
The Words You Use
Schedule time with the leader
Elevator Speech
Provide Feedback
Tell a Story
Get an ally to deliver your message
Summary
1. Build Credibility
2. Align 3 V’s
3. Remember ABC
4. Use the Drivers
5. 7 “I”s of a Strategic Conversation
YOUR FEEDBACK IS IMPORTANT!
Session Evaluations can be completed:
• On the Safety 2015 App
• Using the link in the email reminder you will receive at the end of each day
• On the web version of the Safety 2015 App accessible at ASSE Cyber Centers
Connect with me on LinkedIn
Thank You