Objective Truth Language TM Objective Truth TM can only be created by the use of specific, neutral language patterns. A classic example for this is:
Am I right? vs Is IT true?
Many people have gotten used to an insidious language pattern that goes like this:
“So, if you would have called the client 30 minutes before the meeting we would have found out that they needed 20 more units of our widgets… am I right?”
‘Am I right’ is mostly used in situations where we have a powerful opinion and want to express the truth of this opinion… and we want to create buy-in!
What we have achieved is the polar opposite.
For me to be right someone else must be wrong… maybe you!
By proving to you that I am right and you are wrong I have created instant resistance to my plans. Consciously or unconsciously your ego will have a moment of: “Gosh… I look like a fool now, he IS right and I wish he’d not put me on a spot like that!... Now I will HAVE to do what he says…”
Creating Buy-In With Objective Truth TM ? Ask: Is IT true?
Replace “am I right?” by “is IT true” and observe the magic difference you have created: “IT” is a neutral word, this neutral word allows your conversation partner to agree that, indeed, IT is true that such and such would work better. You have just submitted a powerful new idea to another person without forcing them to admit that YOU are right.
Case Study:
Working with a major Asian Telco operator to boost the sales team’s performance I was introduced to the team’s new manager.
James is a brilliant sales manager in his early thirties and a great career ahead of him.
Having worked with his team for little over six months he realized that the team of key account managers had no suitable diagnostic tool to analyze their existing accounts.
Within a matter of days he had designed an excellent spread sheet tool to support his team.
The meeting started at a fast clip with James firing a few quick questions into the team:
‘I have seen you guys have no real tool to analyze your key accounts performance at one glance, am I right?’
He was right (thus the team was in the wrong)
‘If I would ask you right now to give me an overview of your top 5 accounts it would take you more than 20 minutes to gather the necessary data, am I right?’
He was right (thus the team was in the wrong)
James proceeded to present the tool he had designed for the team to make their lives easier, explained all it’s features and advantages and concluded with a
‘I bet you can see that this tool I designed for you will be really useful, am I right?’
He was right… and by this time the team felt dejected and put down…
James wondered what had just happened, here he was helping his team, putting in extra hours to support them and what did he get for all his sweat? A lukewarm reception!
With the team’s permission we replayed the whole scene using Objective Truth Language TM:
‘I have seen you guys have no real tool to analyze your key accounts performance at one glance, true or false?’
That was true and everyone in the team could agree to this truth.
‘If I would ask you right now to give me an overview of your top 5 accounts it would take you more than 20 minutes to gather the necessary data, true or false?’
That was true and everyone in the team could agree to this truth.
James proceeded to present the tool he had designed for the team to make their lives easier, explained all it’s features and advantages and concluded with a
‘I bet you can see that this tool is really useful, true or false?’
By taking himself out of the communication completely (‘am I right?’) James had allowed the team to wholeheartedly agree to the truth of his statement. He had also achieved another bonus: the team’s acceptance of his spreadsheet as a truly useful tool that they could use without feeling guilty or stupid for not having thought of it themselves.
Anything else? vs What else? ? 1 Question To Boost Your Productivity
A classic idea- and feedback-killer in any meeting is the “anything else” question. Many a meeting has died a silent death, never reaching it’s full potential because a participant asked this question looking to elicit more information, new ideas or crucial feedback from the people present.
Would you like a chocolate?
Lets test the power of anything against what with a simple example:
You are a dinner guest at my house. We have enjoyed a great dinner and it is time for desserts. I have a special treat for you and all fellow guests: handmade Belgian chocolate fresh from Brussels! I go from guest to guest with an assortment of gorgeous confectionery and each guest chooses a chocolate.
After 15 minutes I come back with the tray loaded with a few more of the precious delicacies… I approach you and ask “Any more chocolate?”
or
After 15 minutes I come back with the tray loaded with a few more of the precious delicacies… I approach you and ask “What other chocolate would you like?”
Which of both questions will get you to refrain from choosing a chocolate and which question will guide you to take another chocolate?
The answer is quite simple: ‘any’ is a closing question that expects a negative answer… ‘what’ is a specific question that directs you to take a specific positive action: in this case choose another chocolate.
The same applies for meetings at your company: if you are looking to elicit the full power of your team’s know how always ask “what else do we need to do…?”, “what other ideas do we have so we can crack into account X…?”, and watch the really fruitful ideas tumble right into your lap!
Using ‘what’ increases the average results in brainstorms, problem solving and fact finding sessions by an average of 50%!
For more powerful transformational language patterns to boost your productivity just get in touch with us at www.rtasia.com
Author: Roger Konopasek Website: www.rtasia.com