The document summarizes a presentation about increasing positive intelligence (PQ) at work. PQ involves shifting one's thinking from "saboteurs" like the judge, victim, and avoider, to a "sage" perspective of curiosity, empathy, innovation, purpose, and calm action. The presentation discusses research linking high PQ to sales performance and strategies for strengthening PQ, like identifying saboteurs and using "PQ reps" to weaken them. It also outlines "PQ powers" like empathizing and navigating with purpose, and principles for activating the PQ brain in buyers. The presentation aims to help people master the science of persuasion through developing higher PQ.

1. The social way to improve performance at work

2. Mastering the Science of Persuasion
Featured Speaker: Shirzad Chamine
Tuesday, July 24 @ 11:00 am PST
(2:00 pm EST)

3. Your Featured Speakers
Your Host Our Guest
Nick Stein Shirzad Chamine
Chairman of CTI
Director of Content & Media
Author of New York Times best seller
Rypple
“Positive Intelligence”
@stein_nick
@ShirzadPQ

4. The Way We Work Today is Different
More Global & Social More Fluid Teams
More Results-oriented More Mobile

5. People Have Different Expectations
70% 66%
People want to People want
feel more aligned at work. more recognition at work.
Roffey Park Cornerstone OnDemand study
60% 75%
People want to People hate traditional
hear from their managers performance reviews.
Bersin Associate Research
daily.
Robert Half International & Yahoo Hotjobs Survey

6. Traditional Enterprise Tools Weren’t Designed For You
They Were Designed for HR
50+ Year Old Design
50+ Year Old Design
Automate Paper Processes
Automate Paper Processes
Top-down & Disconnected
Top-down & Disconnected
Demographic Shifts
Demographic Shifts
Outdated Science
Outdated Science
Not Engaging
Not Engaging

7. Enter Salesforce Rypple
A Management Tool Designed For You
Bottom-up &
Integrated
Social
Modern Practices Real-time
Design & Gamification
How we work

8. Mastering the Science of Persuasion
Featured Speaker: Shirzad Chamine
Tuesday, July 24 @ 11:00 am PST
(2:00 pm EST)

9. Your Featured Speakers
Your Host Our Guest
Nick Stein Shirzad Chamine
Chairman of CTI
Director of Content & Media
Author of New York Times best seller
Rypple
“Positive Intelligence”
@stein_nick
@ShirzadPQ

10. SM
Mastering the Science of Persuasion

11. Agenda
Overview of Positive Intelligence and PQ
Research link between PQ and sales performance
3 Strategies to increase PQ & dramatically boost sales
3 PQ principles of selling
Suggested next steps
Q&A

13. Saboteurs Sage

14. Saboteurs Sage
Judge
Controller
Victim
Stickler
Avoider
Etc.

16. SURVIVOR BRAIN PQ BRAIN
ANATOMY Brainstem, Limbic System, Middle Prefrontal Cortex,
Left Brain Empathy Circuitry *, Right Brain
* Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of
the MPFC.
16

17. SURVIVOR BRAIN PQ BRAIN
ANATOMY Brainstem, Limbic System, Middle Prefrontal Cortex,
Left Brain Empathy Circuitry *, Right Brain
FOCUS Survive Thrive
VOICE Saboteurs Sage
* Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of
the MPFC.
17

18. SURVIVOR BRAIN PQ BRAIN
ANATOMY Brainstem, Limbic System, Middle Prefrontal Cortex,
Left Brain Empathy Circuitry *, Right Brain
FOCUS Survive Thrive
VOICE Saboteurs Sage
EMOTIONS Anxiety, Anger, Curiosity, Compassion, Joy,
Disappointment, Shame, Guilt, Creativity, Peace,
Regret, Blame Calm Resolve
* Empathy Circuitry consists of the Mirror Neuron System, the ACC and Insula Cortex of
the MPFC.
18

21. Judge: The Master Saboteur
Finds fault with
Self
Others
Events and Circumstances
Source of most of our unhappiness, anxiety, self-
doubt, anger, disappointment, guilt, and shame
Triggers other Saboteurs
21

22. Judge: fault finding with self, others, or circumstances.
Victim: focus on painful feelings as way of earning empathy and attention.
Pleaser: pleasing, flattering, rescuing others, to gain acceptance.
Avoider: procrastinate or avoid difficult tasks or conflicts, focus on the pleasant.
Stickler: need for perfection, order, and organization taken too far.
Restless: never at rest or content with what is, needing perpetual busyness.
Controller: anxiety-based need to control situations and bend others to own will.
Hyper-Achiever: dependent on achievement for self acceptance and self love.
Hyper-Rational: rational processing of everything including relationships.
Hyper-Vigilant: vigilance that can never rest, seeing danger in every corner.

23. What Do You Think?
Question: Based on the information thus far, I
believe:
I DO have Saboteurs that cause significant harm to
my effectiveness in selling & persuading.
I DON’T have Saboteurs that cause significant harm
to my effectiveness in selling & persuading.
I don’t know yet.
23

24. To Weaken Your Saboteur
Identify your top 2 Saboteurs and debunk their self-
justifying lies
Notice their typical pattern of
thought/feeling/sensation so they can’t hide
When you catch them in action, label them and do
a 10-second PQ rep
PQ Rep: Bring your attention as much as possible to
any of your physical senses for 10 seconds

25. 25

26. Sage Perspective
Every outcome or circumstance is a gift and opportunity
The Stallion Story

27. Sage Power: Explore
Characteristics
Curiosity
“Beginner’s mind” capacity for awe and wonder
Discovery
Focus
What more could I discover?
How fascinating! Tell me more.
Power Game: Fascinated Anthropologist

28. Sage Power: Empathize
Characteristics
Empathy
Appreciation
Compassion
Focus
What would it be like in the other person’s shoes?
What could be appreciated or acknowledged?
What needs to be healed or forgiven?
Power Game: Visualize the Child

29. Sage Power: Innovate
Characteristics
Imagination
Bold, unbounded creativity
Breaking out of assumptions, boxes, traditions, rules
that hold you back
Focus
What is the “box” we have been stuck in?
What assumptions or habits might be holding us back?
What would be a whole new way?
Power Game: Yes…and…

30. Sage Power: Navigate
Characteristics
Clear about one’s purpose and values
Imbues work and life with “meaning”
Aligns path/current action with purpose and values
Focus
How would this align with my (our) values or purpose?
What would have lasting meaning?
At the end of life, looking back, what would still stand out
as important?
Power Game: Flash Forward

31. Sage Power: Activate
Characteristics
Cool-headed strategy for best action
Moves into action with calm clarity and resolve
Not carried away with frenzy or emotion even in the
midst of the storm
Focus
What needs to be done?
What is standing in the way of action?
Act!
Power Game: Preempt the Saboteurs

33. PQ Channel vs. Data Channel
33

34. 3 PQ Principles of Selling
The PQ Channel is far more important to selling
than the Data Channel
The buyer is more likely to say “YES” if her PQ
Brain is activated
You need to shift yourself to the PQ Brain to help
the buyer do the same
34

35. 35

36. Visit www.positiveintelligence.com:
PQ score assessment
Saboteur assessment
Tools and resources
Book excerpts
Shirzad@PositiveIntelligence.com
Twitter: @ShirzadPQ
Positive Intelligence and PQ are service marks of Shirzad Chamine. Copyright ©2012

37. Questions/Comments?

38. Reserve your spot at Dreamforce 2012!
September 18-21 Moscone Center & Downtown Campus
Special Rypple Pricing
Promo Code: MKDRYPPLE
It will be a great opportunity for you to:
• Network and exchange ideas with 50,000 + peers and experts
• Learn what is really means to be a social enterprise from special
guests at leading companies
• Engage in deep-dive learning via specialized, interactive sessions
Join us at DF12 to create your Social Enterprise!
www.dreamforce.com