selling safety to upper mgt asse conf 2015

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

patjkarol@gmail.com

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Thank You