LAB Profile® in Conversation: Client wants more work than in the

Advanced Business Influence

Module 1 - The Essentials for Advanced Communication and Influence

Framing: Introduction (6:32)
Framing: The 3 Attitudes to Learning (4:55)
Framing: Blame Frame & Outcome Frame (11:59)
Framing: Your Outcomes (6:57)
Framing: Too Hard vs.Too Soft (5:17)
Framing: Bus Stop & Power Principles (5:52)
Framing: Manipulation vs. Influence (5:04)
Framing: Top 10 Strategic Mistakes Women Make (7:44)
Male & Female Traditional Models: Introduction (10:14)
Male & Female Traditional Models: Your Own Habits in the Context of Work (5:37)
Male & Female Traditional Models: Action Steps (4:56)
Male & Female Traditional Models: Conversation Demo A (16:20)
Male & Female Traditional Models: Conversation Demo B (11:34)
Male & Female Traditional Models: Conversation Demo C (10:27)
Male & Female Traditional Models: Think and Act Strategically (8:50)
Male & Female Traditional Models: Defend Yourself (5:10)
State Management & Beliefs: What Emotional State Are You In? (5:48)
State Management & Beliefs: Be Ready for Anything (5:24)
State Management & Beliefs: Beware of What You Believe (5:19)
Clarity: So, What Do You Want? (4:54)
Clarity: Being Clear with Others (5:34)
Clarity: Being Clear About What You Don’t Want (3:56)
Clarity - Questions to Find What Others Want/Need/Don’t Want (3:47)
Credibility: Introduction (5:59)
Credibility: Instant Credibility (4:52)
Credibility: Long Term Credibility (2:41)
Credibility: Overcommitting (6:33)
Rapport: The Magic of Rapport (5:46)
Rapport: Body Language and Tone (6:10)
Rapport: Key Words (6:13)
Rapport: The Influencing Formula - Match, Match, Match, Lead (3:53)
Rapport - Demo Conversation (3:38)
Wrap Up Module 1 (5:19)
Outtake-bloopers Part 1 (3:13)

Module 2 - LAB Profile® - Understanding and Influence Motivation Triggers™

Introduction to LAB Profile® (5:24)
Level: Proactive & Reactive Triggers (4:55)
Level: How to Work with Proactive Triggers (7:48)
Level: How to Work with Reactive Triggers (10:06)
Criteria: Words are Emotional (13:47)
Criteria - How to Use Criteria in Different Contexts (9:51)
Direction: Introduction to Away from & Towards (5:39)
Direction: Towards, Goal-Orientation (5:02)
Direction: The Towards Trigger in Different Contexts (6:34)
Direction: The Problem-Solving Trigger (6:12)
Direction: The Away From Trigger in Different Contexts (14:19)
Direction: Two Key Principles (3:13)
Persuading Recap: Bus Stop, Criteria and Other Triggers (6:06)
Source: The Source of Motivation (7:21)
Source: The Internal Trigger (5:39)
Source: Internal Customers & Bosses (9:09)
Source: Internal Families (12:14)
Source: The Formula for Selling to Internals (5:33)
Source: The Top 10 Things Not to Say to an Internal (5:15)
Source: The External Trigger (7:35)
Source: Motivating and Engaging Externals (9:13)
Source: When People are External to You, You Have More Responsibility (1:30)
Source: The Macho Pattern Intro (4:25)
Source: The Macho Test Questions (6:31)
Source: The Macho Test Reframes (14:04)
Reason: Options & Procedures Intro (4:39)
Reason: The Options Pattern (5:48)
Reason: Options in Communication (4:48)
Reason: The Procedures Pattern (6:06)
Reason: Options & Procedures Working Together (7:35)
Reason: Options and Procedures – Critical Insights (9:12)
Decision Factors: The Internal Change Clock (14:16)
Decision Factors: The Sameness Trigger (5:17)
Decision Factors: The Sameness with Exception Trigger (6:55)
Decision Factors: The Difference Trigger (5:51)
Decision Factors: Life Choices (11:43)
Decision Factors: How to Apply in Marketing & Sales (11:00)
Motivation Triggers Recap (10:34)
Where and How to Use the LAB Profile® Questions (6:11)

Module 3 - Productivity Patterns LAB Profile® - Understanding and Influence Productivity Patterns

What are the LAB Profile® Working Traits (4:25)
Scope: General and Specific Triggers (7:12)
Scope: The General Trigger (6:14)
Scope: The Specific Trigger (5:53)
Scope: Solving Conflicts (11:02)
Attention Direction: Self and Other Intro (5:50)
Attention Direction: How to Use the Self and Other Triggers (9:21)
Stress Response: Feelings, Choice & Thinking Triggers (10:22)
Stress Response: The Feelings Pattern and Stress Management (14:22)
Stress Response: How to Use in Hiring and Teamwork (8:22)
Style: Independent, Proximity, Cooperative (7:43)
Style: Influencing language (12:32)
Style: How to Use in Hiring and Teamwork (12:38)
Organization: The Person and Thing Triggers (5:54)
Organization: The Person Trigger (7:55)
Organization: Thing Trigger (7:54)
Organization: Work and Home Contexts (12:45)
Rule Structure: Intro (12:40)
Rule Structure: The My/My Trigger (4:59)
Rule Structure: The My/. The Tough Love Trigger (4:08)
Rule Structure: The No/My Trigger (5:49)
Rule Structure: The My/Your Trigger (9:47)
Rule Structure: Working with My/My & My/. with Your Boss and Customers (7:47)
Understanding the Stuck State (Combination Triggers) (6:00)
Getting Out and Coaching Someone Out of the Stuck State (10:23)
Convincer Channel: See, Hear, Read and Do Triggers (5:23)
Convincer Mode: The 2nd Step in Decision-making (12:14)
Convincer Mode: How to use in Persuasion (12:27)
Convincer Mode: Irresistible Formula for Skeptical People (9:23)
Wrap up of Module 3 - What You Say and Do Matters (8:30)

Module 4 - Practice Motivation Triggers™ New Applications of Motivation Triggers™ & Practice

Welcome to Module 4 (4:02)
Level: Proactive – When you want to be in Proactive mode (11:54)
Level: Reactive - When you want to be in Reactive mode (6:36)
Level: How to use Proactive and Reactive for Decision Making (6:09)
Criteria: Different Questions to Ask in Different Contexts (12:37)
Criteria: Demo Conversation - The Hierarchy of Criteria (10:16)
Criteria: The Truth Behind Rejection (13:13)
Direction: Best times to Get Into Toward Mode (10:02)
Direction: Overcommitting (Toward and Proactive Combination) (7:07)
Direction: Best times to Get Into Away From Mode (11:32)
Useful Techniques: 321 Away From & Toward Sandwich™ (7:20)
Source: Best Times to Get Into Internal (15:00)
Source: How to Influence Those “Hard to Please” People (8:22)
Source: Best times to Get Into External mode (8:34)
Useful Techniques: The Suggestion Model™ (6:38)
Reason: Options – Why It’s Hard to Make Decisions in Options Mode (19:02)
Reason: Procedures – Too Rigid Sometimes, but The Key to Following Through (7:30)
Useful Techniques: The 4-Mat Presentation Opener (9:00)
Applications: Meetings (14:02)
Applications: Meetings Structure (7:39)
My Progress: Self-Evaluation & Comparison with Others (5:29)
Decision Factors: Best and Worst Times for Sameness (6:52)
Decision Factors: Long-term Commitment (Sameness and Procedures Combination) (10:56)
Decision Factors: Evolving and Growing in Your LIfe(Sameness with Exception) (6:05)
Decision Factors: Best Time For Changing Something (Difference) (12:20)
Decision Factors: Compulsive Change Artist (Difference & Options combo) (7:52)
Applications: Motivation Traits for Your Own Career (18:02)
Applications: Motivation Traits for Recruiting Team Members (17:17)
Applications: Motivation Traits for Persuasion (10:29)
Applications: Motivation Traits for Sales (9:16)
Applications: Motivation Traits for Sales Presentations (6:42)
Wrap Up of Module 4 (2:30)

Module 5 - Practice Productivity Patterns - New Applications of Productivity Patterns & Practice

Welcome to Module 5 (3:41)
Scope: General - How Does Today’s Activities Contribute to Your Overall Strategy? (10:29)
Scope: Specific - When the Details Need to Be Right (10:13)
Attention Direction: Self - Exclusive Focus on the Task at Hand (6:12)
Attention Direction: Other - How to Practice this Communication Skill (7:21)
Stress Response: Best and Worst Times to Access the Feelings Trigger (11:21)
Stress Response: When Others Freak Out & How to Calm Someone Down (10:15)
Stress Response: Zoom Out During Important Meetings (Choice & Thinking) (7:45)
Style: Independent - High-Concentration Work (6:14)
Style: Proximity - Creative Conversations (6:04)
Style: Cooperative - Best and Worst Times (7:32)
Organization: Best times for Person Mode (8:02)
Organization: Person + External + Away From + Feelings (9:08)
Organization: Thing Trigger in Business Communications (6:28)
My Progress: Self-Evaluation & Comparison (4:00)
Rule Structure: My/My Leadership (9:27)
Rule Structure: My/. Leadership (5:04)
Rule Structure: No/My Leadership (5:50)
Rule Structure: My/Your Leadership (8:35)
Convincer Channel: What To Do When You Don’t Know Their Habits (5:40)
Convincer Mode: What To Do When You Don’t Know Their Habits (11:33)
Applications: Working Traits for Your Own Career and Recruiting (10:35)
LAB Profile® in Conversation: Boss giving you a project to do (5:07)
LAB Profile® in Conversation: Team member, frustrated and overwhelmed (7:19)
LAB Profile® in Conversation: Client wants more work than in the contract (8:49)
Wrap Up of Module 5 (3:10)

Module 6 - Complex Situations - Handling Challenging Conversations and Mastering Complex Situations

Welcome to Module 6: Advanced Communication Strategies (2:54)
Power: Taking Your Space: Big or Small? (8:34)
Review: State Management & Beliefs, Credibility & Rapport (11:51)
Power: Greetings, Meetings, Getting Attention, Shaking Hands (11:41)
Review: Too Hard, Too soft, Bus Stop, Power Principles (13:35)
Power: Strategy - Combining Male and Female Traditional Models (11:17)
Review: Clarity - Being Clear with Yourself and Being Clear with Others (7:21)
Review: Roles women take in communication (10:03)
Useful Techniques: The 4 Mat (Recap) (4:39)
Useful Techniques: The Feedback Sandwich & Suggestion Model™ (Recap) (5:18)
Useful Techniques: The Bad News Formula™ (9:05)
Useful Techniques: How to Say No (6:31)
Useful Techniques: Away From Toward 321 Sandwich™ (Recap) (5:54)
Useful Techniques: How to Open a Closed Mind (8:23)
Speaking Up: How to Speak Up Even When You Don’t Feel Like It (6:07)
Speaking Up: Meetings (17:20)
Speaking Up: Selling your ideas to Clients / Boss / Team (7:17)
Speaking Up: Speaking Up to an Internal (5:00)
Speaking Up: When You Get Talked Over in Meetings (12:12)
Challenging Conversations: How to Prepare Yourself (16:23)
Challenging Conversations: How to Turn a Confrontation into a Conversation (13:04)
Challenging Conversations: When Someone is Blaming You (14:14)
Challenging Conversations: When Someone Won’t Speak to You (16:41)
Challenging Conversations: Demo A - When Your Boss is Blaming You (5:42)
Challenging Conversations: Calming Angry People Down (Deal with emotion first) (18:16)
Challenging Conversations: Demo B - When the Other Person is Angry (4:58)
Negotiating: Introduction (8:16)
Negotiating: On Your Own (18:56)
Negotiating: Handling Objections, Suggestions, and Questions (9:42)
Negotiating: Roles for Team Negotiation (8:12)
Negotiating: Shelle’s Tips for Negotiating (24:18)
Assessment for your Graduation Diploma (2:42)
Be the Best Boss Ever: Productive & Fun (6:27)
Be the Best Boss Ever: 7 Questions to Identify Customer or Team Philosophy (16:36)
Be the Best Boss Ever: Managing and Mentoring Women (and Men) (9:58)
Wrap Up of Module 6 & Program (8:17)

Module 7 - Pluses - Here you can find the audio version of the program and other bonuses

Roles: Roles Women take in Communication (2:08)
Roles: The Cheerleader (3:57)
Roles: The Jewish Mother (5:04)
Roles: The Mama Bear (4:25)
Roles: The Worrier (6:24)
Roles: The Superwoman (5:48)
Roles: The Guiding Light (7:35)
Roles: The Comedienne (7:42)
Roles: The Pathfinder (3:59)
Roles - Audio Version
Module 1 - The Audio Version
Module 2 - The Audio Version
Module 3 - The Audio Version
Module 4 - The Audio Version
Module 5 - The Audio Version
Module 6 - The Audio Version

Module 8 - LAB Profile® DEMOS - Demo Episodes about how to do someone’s profile in a specific context

Demo Monica - Motivation Triggers™ (4:48)
Demo Monica - Guess & Test Motivation Triggers™ (6:59)
Demo Steve - Motivation Triggers™ (5:54)
Demo Steve - Guess & Test Motivation Triggers™ (9:48)
Demo Elena - Motivation Triggers™ (2:50)
Demo Elena - Guess & Test Motivation Triggers™ (3:11)
Demo Monica - Working Traits (4:21)
Demo Monica - Guess & Test Working Traits (8:11)
Demo Steve - Working Traits (4:42)
Demo Steve - Guess & Test Working Traits (10:46)
Demo Elena - Working Traits (4:45)
Demo Elena - Guess & Test Working Traits (10:02)
Demo Jan - Full LAB Profile® Demo (8:13)
Demo Jan - Full Guess & Test Demo (10:11)
Demo Lathi - Full LAB Profile® + Guess & Test (41:47)
Demo Alex - Full LAB Profile® + Guess & Test (33:54)
Demo Alla - Full LAB Profile® + Guess & Test (31:35)

Module 9 - Certification - The assessments for The LAB Profile® Specialist Certification and for The Graduate Diploma

LAB Profile® of Monica in the context of Being Elena's Mom (9:27)
LAB Profile® of Steve in the context of Deciding where to live (13:44)
LAB Profile® of Alla in the context of Health (7:43)

LAB Profile® in Conversation: Client wants more work than in the contract

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