1. Empathy for engineers Anna Demuylder – Robrecht Siera
HolonCom – –

2. Please support our valuable sponsors

3. Introduction The problem space
You are talking to a potential customer. You are explaining your business/product but you feel the connection is not there. He/She keeps asking questions or saying things which confirm you are both not 100% on the same wavelength.
You envy the slick sales guys who seems the know exactly what to say. Although you definitely don’t want to become one of those creeps. 
So what to do?
We will explain you ’the 15 sec method’ to be seen as an effective communicator by everyone.
Give a score from 1-5

4. What to expect of this workshop?
Introduction
What to expect of this workshop?
4 different aspects
We will highlight 4 different aspects. Now pay attention, this is very important. Here we go.

5. The vision: Satisfaction in communication.
Energetic talks
Satisfied Customers
At the end you’ll have satisfied communication. Can you imagine it? Can you see it?
Are you with me? Clear for everyone?

6. We’re all engineers. Let’s do it together!
You don’t have to change anything to start using it
Everything will go smoother as it will harmonize communications
We will support you, don’t hesitate to ask questions
Are you with me? Clear for everyone?

7. Why follow this session..
We’ll give you a method that enables you to quickly (<15sec) determine what your communication partner really needs. You will know exactly how to get your message across.
So the other party knows exactly what you mean.
Are you with me? Clear for everyone?

8. How will this session proceed?
Introduction
Explain the main principles
Explain the working method in detail
How to use it
When to use it
Tips and trick
Practice
Questions and feedback
Are you with me? Clear for everyone?

9. Which one appealed the most to you?
Introduction
4 different aspects
Which one appealed the most to you?
(valuable, useful, interesting)
Give a score from 1-5

10. ? Main principle 4 types of people
4 types of information they are seeking
To know which one, you need to answer 2 questions about a person (< 15 sec)
Result: Quadrant color coded ?

11. Introvert or extravert?
Question 1
How to know it about yourself?
If you need to energize yourself after a busy day, would you generally go out or stay in?
INTROVERT
EXTRAVERT

12. Serious or playful? Question 2 How to know it about yourself?
What would your partner/best friend say?
SERIOUS
PLAYFULL
Playful = in touch with your inner child

13. The quadrant, an overview:
BLUE
Introvert - Serious
RED
Extravert - Serious
YELLOW
Extravert - Playful
GREEN
Introvert - Playful
Serious
Introvert
Extravert
Playful

14. Your customers want to know: Why would I buy your product?
Blue – Why?
In search of:
WHY?
Your customers want to know:
Why would I buy your product?
Why should I use your module?
Why work with your company?
INTROVERT
SERIOUS
EXTRAVERT
INTROVERT PLAYFUL
PLAYFUL
Who was attrached to blue? You are in search of the Why. Other aspects are also important, but the Why is a crusial element

15. Your website will be responsive. It is built on a robust platform.
Blue – Why?
In search of:
WHY?
Your answer:
Your website will be responsive.
It is built on a robust platform.
We are in business for over 15 years.
INTROVERT
SERIOUS
EXTRAVERT
INTROVERT PLAYFUL
PLAYFUL

16. Your customers want to know:
Red– How?
In search of:
How?
Your customers want to know:
How will we get to my website(the different steps)?
When will the product/service be finished?
What do you need from me?
INTROVERT
SERIOUS
EXTRAVERT
INTROVERT PLAYFUL
PLAYFUL

17. Your website will be online in 1 month time. We need your logo, …
Red– How?
In search of:
How?
Your answer:
These are the steps we’ll be taking: step1 ask content, step2 design proposition,...
Your website will be online in 1 month time.
We need your logo, …
INTROVERT
SERIOUS
EXTRAVERT
INTROVERT PLAYFUL
PLAYFUL

18. A vision, the bigger story Your customers want to know:
Yellow – the vision
In search of:
A vision, the bigger story
Your customers want to know:
How will the end result look like?
Paint me the vision.
Show me the vibe.
INTROVERT
SERIOUS
EXTRAVERT
INTROVERT PLAYFUL
PLAYFUL

19. In search of: A vision, the bigger picture Your answer:
Yellow – the vision
In search of: A vision, the bigger picture Your answer:
INTROVERT
SERIOUS
EXTRAVERT
INTROVERT PLAYFUL
PLAYFUL

20. Your customers want to know: How will you support me and my team?
Green – Harmony
In search of:
Harmony
Your customers want to know:
How will you support me and my team?
How are you making sure everybody is happy within my company?
How can I contact you?
INTROVERT
SERIOUS
EXTRAVERT
INTROVERT PLAYFUL
PLAYFUL

21. Green – Harmony In search of: Harmony Your answer:
We will support and guide you throughout the process. We’ll give you a manual and you can call us anytime.
Everybody will be able to work together and work will go smoother. Your colleagues will be happy.
Contact me trough..
INTROVERT
SERIOUS
EXTRAVERT
INTROVERT PLAYFUL
PLAYFUL

22. Manual/The mantra The Mantra: Introvert or Extravert?
Playful or Serious
Getting an answer on at least 1 question is most of the time easy. That means 50% less chance to f*ck up.
Don’t lie, just emphasize the features important to your listener.
Know where you are in the quadrant (so you know what you’ll be likely to say).
In written communication: cover all aspects!
Serious
Introvert
Extravert
Playful

23. Let’s practice
Probeer te weten welke kleur iemand is obv hun slides

24. Thank you for participating!
If you have any questions or feedback, don’t hesitate to contact us:
Anna Demuylder – Robrecht Siera
HolonCom – –