I was once fired from a Speaker\u2019s Bureau for posing this question to the audience:
\nWhy aren\u2019t you closing all the sales you deserve to close?<\/p>\n
\u201cYou\u2019re too provocative! No one wants to hear from a disruptor!\u201d was the reason.<\/p>\n
When speaking with a friend recently I referred to myself as a\u00a0Breakthrough Disruptor.<\/a>\u00a0\u201cDon\u2019t call yourself a disruptor! No one wants disruption!\u201d he said.<\/p>\n Can these folks be right? Haven\u2019t all new ideas been disruptions? Certainly so much of what seems standard today was initially a breakthrough disruption: our phones and computers, plastics \u2013 even knives! Why would disruption be a bad thing? How else can change happen?<\/p>\n DISRUPTION IS NECESSARY<\/p>\n I believe there are several business practices sorely in need of disruption.<\/p>\n It\u2019s outrageous that we\u2019ve not only condoned substantial failure rates but built them into our personal habit change activities, causing us to feel shame for not having the ‘discipline’ to succeed, and into our businesses, accepting minimal revenue, needs for additional resource (people, technology), as well as high turnover rates and hiring\/training costs as standard practice.<\/p>\n Seems to me a bit of disruption wouldn\u2019t hurt: you can\u2019t change the status quo without disrupting the status quo.<\/p>\n ASK YOURSELF THESE QUESTIONS<\/p>\n Below I\u2019ve posed a few questions using a breakthrough (disruptive!) model of questions I developed called\u00a0Facilitative Questions<\/a>\u00a0that eschew curiosity and information gathering to traverse a direct route into a Responder\u2019s brain to often-unconscious values-based answers stored in their brain circuitry.<\/p>\n We\u2019ve assumed that offering\/knowing details of fixes would prompt success. But you know by now that doesn\u2019t help. Offering new\u00a0information doesn\u2019t cause change<\/a>:<\/p>\n –\u00a0Because of the way our brains take in words\/sound waves,\u00a0people don\u2019t hear<\/a>\u00a0new ideas accurately and the resultant distortion and misunderstanding makes resistance inevitable.<\/p>\n – Because of the way biases limit questions to the needs of the Asker, incomplete data is collected, wrong assumptions made, and necessary answers are overlooked.<\/p>\n –\u00a0Because of the biased\u00a0assumptions<\/a>\u00a0and persuasion\/push tactics built into current change models, folks who really need change experience resistance before being willing to consider doing anything differently.<\/p>\n\n
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