The Trust Equation is an attempt to highlight the key features of trust in a professional setting. And it does a very good job.
And this is super-helpful to any professional, manager, or team leader, for a simple reason. Trust is your stock-in-trade. If your team, customers, and bosses don’t trust you, you have nothing but a job title. The extent to which you can get things done in a leadership role depends largely on trust.
But how do you inspire that trust? This is what the Trust Equation will show you.
Sometimes a big idea comes along that really does feel new. And, in the early 1970s, that was Neuro Linguistic Programming, or ‘NLP’.
However, like many big ideas, NLP had its antecedents. It was built on the foundations set by others. But what it did was combine many things into a new framework. Some were well-understood. And others arose from the direct research of its founders and the people who followed them.
The name, Neuro Linguistic Programming roots it into its 1970s origins. And many of the ideas now seem familiar. Indeed, we have covered a fair few of them in earlier Pocketblogs. But now seems a good time to take a broad overview of the whole of NLP.
There’s nothing new in the idea of enchantment. It’s been turning up in fairy tales, legends, and myths for thousands of years. So, when Guy Kawasaki applies the word as a metaphor for how to influence customers, is he telling us anything new?
Like many big ideas, the modern version of enchantment isn’t new. And also like many, you could interpret it as stating the obvious. His book contains nothing a well-read and experienced manager won’t have encountered before.
But, also like many big ideas, the value really comes where we too-easily overlook the familiar. So we need reminding of what we already know. And coining a great metaphor is a good way to do it. So let’s look at what lies at the heart of Kawasaki’s Enchantment.
There are few models that are as beloved of management trainers as Robert Dilts’ Logical Levels of Awareness.
It is popular among those who have learned it as part of formal NLP training, through reading books, or by osmosis. The logical levels model is pervasive and hard to miss if you are alert to these things.
So, in this article, I want to explain what it is, how it came about, and why it is a big idea that merits your attention as a manager.
What are you really capable of? And what holds you back from achieving it? Competing against your own mental obstacles is the ‘Inner Game’.
Although many people in the world of work have never heard of the Inner Game, nor of Timothy Gallwey, its founder, this big idea has been extremely influential.
Because Gallwey and the ideas behind the Inner Game are very much the immediate progenitors of modern performance coaching. It it is hard to over-estimate the impact that has had on management and organisational life.
If you are in the business of selling, who are you selling to? Do you know the characteristics of your customers? To target your marketing well, you need an archetype, which marketers call the ‘Buyer Persona’ or sometimes the customer or marketing persona. And sometimes they use ‘Avatar’.
Each of these terms means the same thing. If you do the work, up front, of characterising the people you want to sell to, you can better target your marketing.