RELATED LEADERSHIP TOOLS
5.1 Change Equation 5.3 Change Readiness 5.9 Resistance
5.2 Major Change 5.7 Stakeholder Groups 9.7 Selling Wheel
FOR FURTHER ASSISTANCE
Rackham, Neil. Spin Selling. McGraw-Hill, 1988.
Rackham, Neil. The Spin Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources. McGraw-Hill, 1996.
290 SECTION 9 TOOLS FORLEADING ANDINFLUENCINGOTHERS
Ferret out the benefits and value added for your stake-
holders by asking implication questions such as, “If you
don’t do this, what will happen?”In case of a mistake, risk is high:
➠ Ferret out resistance, which is not rational and is
often hidden.Considerable building of rapport and relationships is
required.
➠ Get to know the stakeholders informally.
➠ Establish trust, because risk is high.
➠ Emphasize long-term support.It becomes difficult to see the leader as separate from
the proposal or recommendation.
➠ Build trust in you and in your proposal.There are multiple or complex stakeholder systems:
➠ Personal exposure and identification with the pro-
ject or recommendation should be high.
➠ Ferret out and deal with “hidden” stakeholders.Being too quick to close can be dysfunctional.
➠ Pressuring leads to emotional, resistant behavior.[☛5.9 Resistance][☛5.7 Stakeholder Groups][☛12.2 Trust][☛5.7 Stakeholder Groups][☛5.1 Change Equation, 5.2 Major Change]Copyright McGraw-Hill 2000. Original purchasers of this book are permitted to photocopy or customize this worksheet by downloading it from
http://www.books.mcgraw-hill.com/training/download.The document can then be opened, edited, and printed using Microsoft Word or other word processing
software.