Here are the solutions for the audience challenge.
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Davina and Gerard
- In which situation do I need to prepare more than one story?
The correct answer is that you will need more than one story when you need to persuade the Board and the leadership that your team's strategy implementation approach is best. This is because the leadership was involved in developing the strategy, the Board was not. The key here is that the two groups have a different level of interest in the story because the leadership is already across your approach as they were involved in developing the strategy, while the Board was not. As a result, you will most likely need two stories:
- One story for the leadership team to explain how you plan to implement your strategy where the context and trigger reflect their prior knowledge and the ‘news' for them concerns the action plan, which would form the body of the story as a ‘how' grouping
- One story for the Board that explains the background to your approach as well as the action plan. This would require a deductive storyline where you first explain why your approach is the right one in the statement and the comment and to ensure that once persuaded by your thinking behind the approach, they will want to hear how you will implement it.
- What is the most telling indicator that you may need more than one story to achieve your ultimate purpose?
The correct answer is that the interests of the people you need to influence are not aligned. Where the interests are not aligned, you will often find that you need to prepare separate stories to address the separate interests of your audience. You may have been tempting to say that you were struggling to clarify the one single question that the audience will want to answer, however this will often be the case even if you have just one audience.
- When communicating in business, it is safest to assume that your audience is a Driver personality type unless you are confident otherwise. What tactics below are most likely to engage a Driver?
Providing two or three options with only the necessary detail to support them is the correct answer. The other options create ‘noise' that a Driver may find distracting from their core purpose: to get things done.
This coming week, pay special attention to how your colleagues and clients answer the phone. This can be a very easy way to work out where someone sits on the Bolton and Bolton framework. Here's why: In many situations, someone will show themselves when the answer the phone:
- An Amiable person will often start with something like: “Hi, how are you?” and then they'll ask some more questions to check in about you and your situation
- An Expressive person will often start with: “Hi, how are you?” and then once you have told them, they will start talking about things that they have been doing
- An Analytical person will be quieter and get straight to the point of the conversation, but by listening quietly and asking questions.
- A Driver may answer the phone quite curtly, perhaps just with “Hello” or a single word. They will then wait to hear what you want from them and keep the call short.