maximising the living matrix ian stephens saxton business systems ian stephens saxton business...
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Maximising the Living Matrix
Ian StephensSaxton Business
Systems
Maximising the Living Matrix – Ian Stephens
How to build dynamite Rapport with anyone
Reduce differences, and…
Increase similarities
Reduce differences, and…
Increase similarities
Maximising the Living Matrix – Ian Stephens
Languaging to build Rapport
VISUAL
Auditory
Kinesthetic
VISUAL
Auditory
Kinesthetic
Using Sensory specific language to increase similarities and reduce differences at an unconscious level
Using Sensory specific language to increase similarities and reduce differences at an unconscious level
Maximising the Living Matrix – Ian Stephens
Visual Language
Visual words and phrasesLookSee, Appears, ShowSee the big pictureViewpoint Paint me a pictureColourful and descriptive language
Visual words and phrasesLookSee, Appears, ShowSee the big pictureViewpoint Paint me a pictureColourful and descriptive language
Maximising the Living Matrix – Ian Stephens
Auditory Language
Auditory words and phrasesHearSounds like…Music to my ears…Rings bells with me…Harmony...In tune with that.
Auditory words and phrasesHearSounds like…Music to my ears…Rings bells with me…Harmony...In tune with that.
Maximising the Living Matrix – Ian Stephens
Kinesthetic Language
Kinesthetic words and phrasesFeelIn touchConnectSolid as a rock, flimsy, smooth operatorGrasp, got a handle on it, can’t put my
finger on it.Sense
Kinesthetic words and phrasesFeelIn touchConnectSolid as a rock, flimsy, smooth operatorGrasp, got a handle on it, can’t put my
finger on it.Sense
Maximising the Living Matrix – Ian Stephens
Practical tools to measure relationship strength
The Retaining Wall Criteria ToolDetermine indicators of a strong
relationship Number of products and services used Involvement in social events
Add a scoring system
Key Account ‘Retaining Wall Scorecard’Measure relationship strength of top 10
accounts
The Retaining Wall Criteria ToolDetermine indicators of a strong
relationship Number of products and services used Involvement in social events
Add a scoring system
Key Account ‘Retaining Wall Scorecard’Measure relationship strength of top 10
accounts
Maximising the Living Matrix – Ian Stephens
The Seven Steps to Mastery©
Mastering any skills, achieving any outcome
1. Open - requiring willingness2. Aware - requiring knowledge3. Commit - requiring courage4. Implement - requiring discipline5. Persist - requiring strength of character6. Monitor - requiring flexibility7. Habit - producing pro-activity
Mastering any skills, achieving any outcome
1. Open - requiring willingness2. Aware - requiring knowledge3. Commit - requiring courage4. Implement - requiring discipline5. Persist - requiring strength of character6. Monitor - requiring flexibility7. Habit - producing pro-activity
Maximising the Living Matrix
Ian StephensSaxton Business
Systems