A Retired Spy Perspective on… Presenting Ideas to Get Buy - In
A Retired Spy Perspective on…
Presenting Ideas
to Get Buy-In
The Retired Spy
Operative 431
Understanding the PACE Perspective
OUTGOING(Fast Pace)
RESERVED(Slower Pace)
Understanding the PRIORITY Perspective
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OUTGOING (Fast Pace)
RESERVED (Slower Pace)
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OUTGOING (Fast Pace)
DIRECT Culture
Outgoing/Task Oriented
(10-15%)
Will Buy Based On:
Results & Performance
Basic Needs:
Choice, Challenges & Control
OUTGOING (Fast Pace)
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INSPIRING Culture
Outgoing/People Oriented
(25- 30%)
Will Buy Based On:
Image & Popularity
Basic Needs:
Recognition, Approval & Popularity
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SUPPORTIVE Culture
Reserved/People Oriented
(30-35%)
Will Buy Based On:
Ease & Familiarity
Basic Needs:
Security, Appreciation & Assurance
RESERVED (Slower Pace)
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CAUTIOUS Culture
Reserved/Task Oriented
(25-30%)
Will Buy Based On:
Value & Quality
Basic Needs:
Quality, Excellence & Value
RESERVED (Slower Pace)
INSPIRING Culture
Outgoing/People Oriented
(25- 30%)
Will Buy Based On:
Image & Popularity
Basic Needs:
Recognition, Approval & Popularity
CAUTIOUS Culture
Reserved/Task Oriented
(25-30%)
Will Buy Based On:
Value & Quality
Basic Needs:
Quality, Excellent & Value
DIRECT Culture
Outgoing/Task Oriented
(10-15%)
Will Buy Based On:
Results & Performance
Basic Needs:
Choice, Challenges & Control
SUPPORTIVE Culture
Reserved/People Oriented
(30-35%)
Will Buy Based On:
Ease & Familiarity
Basic Needs:
Security, Appreciation & Assurance
OUTGOING (Fast Pace)
RESERVED (Slower Pace)
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Left Side(Task)
Right Side(People)
Value Care
Partnership Relationship
Think Feel
Right Side(People)
Left Side(Task)
Partnership
Trust
Trust
Relationship
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Building Rapport with Task-oriented individuals
For most task-oriented individuals, their next thought in the process of
building rapport focuses on trust. In looking at you, they often ask
themselves these questions:
• “Can I trust this person to do what they promise?”
• “Can I trust this person’s information?”
• “Can I trust that this person is honest and truthful?”
• “Can I trust that this person will respect my time?”
• “Can I trust that this person will be logical?”
Once they decide that they can trust you, they are more likely to take
the initial connection deeper to a “relationship” and/or “partnership”
stage. From the relationship/partnership stage, they may be willing to
move to the deeper level of rapport.
Rapport Ladder
Building Rapport with People-oriented individuals
For most people-oriented individuals, their next reaction will come from
how they feel about you. In deciding if they can connect with you at a
friendly relationship level, they may ask themselves questions like:
• “Does this person care about me?”
• “Does this person genuinely like me?”
• “Do I feel good about this person?”
• “How does this person treat other people?”
• “Will this person listen to me?”
Once they decide that they feel good about you, they then observe
how the relationship develops (how you interact with them and others)
to decide if they can “trust” you. Once they reach the trust stage, they
may be willing to move to the deeper level of rapport.
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Rapport Ladder
A Retired Spy Perspective on…
Presenting Ideas
to Get Buy-In
JJ Brun…working with leaders who want to learn how Decoding Human Capital
and Thinking Like a Spy can give them an edge in business for purpose driven results.