Green Light/Red Light Thinking

What is Green Light/Red Light Thinking?

Green Light/Red Light Thinking is a concept developed by Dale Carnegie that refers to the way we approach problem-solving and decision-making. It is based on the idea that there are two types of thinking: green light thinking and red light thinking.

Green light thinking is a positive, forward-thinking approach to problem-solving. It involves looking for solutions and opportunities, rather than dwelling on problems and obstacles. This type of thinking is characterized by optimism, creativity, and a willingness to take risks.

On the other hand, red light thinking is a negative, defensive approach to problem-solving. It involves focusing on the obstacles and limitations, rather than the potential solutions. This type of thinking is characterized by fear, doubt, and a reluctance to take risks.

According to Carnegie, most people tend to default to red light thinking when faced with a problem or challenge. This is because our natural instinct is to focus on potential dangers and threats, rather than opportunities and solutions. However, by consciously choosing to adopt a green light mindset, we can shift our perspective and approach to problem-solving.

To develop a green light mindset, Carnegie recommends several strategies. These include:

1.     Adopting a positive attitude: By focusing on the positive aspects of a situation, we can shift our mindset towards solutions and opportunities.
2.     Asking questions: By asking questions, we can gain a deeper understanding of a problem and identify potential solutions.
3.     Being open-minded: By being open-minded, we can consider different perspectives and ideas, which can lead to more innovative solutions.
4.     Taking action: By taking action, we can move past our fears and doubts and start making progress towards our goals.

By adopting a green light mindset, we can overcome our natural tendency towards red light thinking and approach problem-solving in a more positive, productive way. This can lead to better outcomes, increased confidence, and a more fulfilling life.

In conclusion, Green Light/Red Light Thinking is an important concept developed by Dale Carnegie. By consciously choosing to adopt a green light mindset, we can overcome our natural tendency towards negativity and approach problem-solving in a more positive, productive way. This can lead to better outcomes, increased confidence, and a more fulfilling life.

The two steps of the Innovation Process that deal most directly with decision making are:

Green Light Thinking—Sometimes referred to as brain storming, this involves the generation of as many ideas as possible without censorship or opinions. This encourages people to think of solutions they might otherwise have overlooked.

Red Light Thinking—This involves the team's evaluating each of the potential solutions using absolute criteria.

Rules for Green Light Thinking Sessions

The following rules apply to Green Light Thinking Sessions:

• Every idea is recorded.
• There is no evaluation or censorship of ideas.
• Hitchhiking is encouraged.
• There should be no selling of ideas.
• The leader does not offer ideas.
• The list is reviewed at the end.

Dale Carnegie's Best Selling Books:

• The 7 Habits of Highly Effective People
• How To Win Friends and Influence People
• How to Stop Worrying and Start Living
• How To Win Friends And Influence People: A Condensation From The Book
• Never Eat Alone: And Other Secrets to Success, One Relationship at a Time

Presentation Final Preparation and Delivery Techniques

Presentation Final Preparation and Delivery Techniques

 Presentation Final Preparation

• Use stacking.
• Preview the presentation room.
• Rehearse with equipment.

Presentation Delivery Techniques

• Use natural gestures and move with purpose.
• Hold eye contact with audience.
• Use pauses effectively—to make a point or to get attention.
• Direct nervous energy into face and hands.
• Don't lecture —be conversational.
• Don't read from notes.

Dale Carnegie's Best Selling Books:

• The 7 Habits of Highly Effective People
• How To Win Friends and Influence People
• How to Stop Worrying and Start Living
• How To Win Friends And Influence People: A Condensation From The Book
• Never Eat Alone: And Other Secrets to Success, One Relationship at a Time

Effective Listening

How to be an effective listener?

To be an effective listener, you should:

• Stay focused—Keep external distractions to a minimum and work at paying attention to what the other person is saying.
• Receive words and emotions—The words another person uses are only part of the message. Be sure to capture the whole message by also paying attention to the gestures and emotions behind the words.
• Don't interrupt—Interruptions disturb the communication process.
• Resist filtering—Try not to judge what the other person is saying based on who that person is or your own beliefs about the subject.
• Summarize the message—After you've heard what the other person has said, provide a brief summary to be sure you heard correctly.

Dale Carnegie's Best Selling Books:

• The 7 Habits of Highly Effective People
• How To Win Friends and Influence People
• How to Stop Worrying and Start Living
• How To Win Friends And Influence People: A Condensation From The Book
• Never Eat Alone: And Other Secrets to Success, One Relationship at a Time

Decision-making Styles

What are the Styles of  Decision-making?

When it comes to making decisions, each person has his or her own style and process. However, there are three predominant styles in the business world:

    Authority—In many hierarchical organizations, the decisions are made by the person with the greatest authority. Even in a cooperative team environment, there are some decisions that should be made by the team leader or deferred to a higher authority.

    Expert—Using this style of decision making, the person with the greatest technical expertise around a certain subject makes the decisions related to that subject. In across-functional team, that would mean that members performing each function would make most of the decisions related to that function.

    Creative—This style is best suited for those situations when an entire team is called upon to make a decision. When such a decision is needed, the team can use the Innovation Process.

Dale Carnegie's Best Selling Books:

• The 7 Habits of Highly Effective People
• How To Win Friends and Influence People
• How to Stop Worrying and Start Living
• How To Win Friends And Influence People: A Condensation From The Book
• Never Eat Alone: And Other Secrets to Success, One Relationship at a Time

Capability Statement

What is The Capability Statement?

Based on our analysis of the opportunity, a specific statement about the ability of the product/service to meet the buyer's needs can be made. We call this the Capability Statement. The Capability Statement transitions the sale from gaining interest to solution development and presentation. After gathering information we can confidently state that our organization is capable of providing what the buyer wants or needs.
This statement can include the primary interest, cites the specific solution and appeal to the personal and business motives of the buyer(s). Done well, a capability statement may be all you need to secure the sale.

1.     Use the buyer's name
2.     Identify the product you recommend
3.     Reference their primary interest
4.     Cite criteria and considerations
5.     Appeal to motives
6.     Trial close

Capability Statement Example

"Terry and Les (names), based on my research and what you told me, I'm confident that our Topol system (product) is the best solution for you and your company. It will give your people instant access to the information they need to make informed decisions (primary interest) without your guidance. The system allows people to change parameters immediately (criteria) based on current data. This will help them take more ownership of the process (considerations) and become problem solvers.

"Once you are free of making these decisions, (motives) Terry will be more able to focus on building your c-learning system, and Les can devote more energy to developing up your satellite branches. You'll both be free of these headaches and able to get your business on the cutting edge. And won't it be nice to be home with your young children and not wince when the phone rings? (trial close) What do you think?"

Dale Carnegie's Best Selling Books:

• The 7 Habits of Highly Effective People
• How To Win Friends and Influence People
• How to Stop Worrying and Start Living
• How To Win Friends And Influence People: A Condensation From The Book
• Never Eat Alone: And Other Secrets to Success, One Relationship at a Time