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Podcast Episode #62:
Explaining Axiology

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Overview of Episode #62 --- 

  • What it takes to sell complex products, using a 3 part model.
  • How you can turn potential resistors into allies and champions.
  • How to reduce resistance and complexity.
  • How to use 15 simple tools to gain buy-in.
  • How to use, and talk about, the science of Axiology.

Timing on Recording: @ 8:26 ---

Topic 1: A Little Bit About the Science of Axiology and Robert S. Hartman

  • History of Robert S. Hartman
  • Axiology is a roadmap for self-actualization.
  • Hartman’s vision was to fulfill the good within us so that we can bring peace and goodness to the world.
  • The Science of Axiology points to the clarity of thinking right now and where we can go.
  • Axiology is the study of good, it measures the way we think, it measures how we value in our thinking.
  • It is a mathematical formula, it is a science, it is a way to a system of logic that helps us understand how we think and make decisions.
  • Axiology is about the three dimensions of value: systemic, extrinsic and intrinsic.

Timing on Recording: @ 13:20  ---

Topic 2Talk Suzie gave at the Robert S. Hartman Institute Conference

  • Talks about how you can work profitably, productively and actively with Human Resource Professionals.
  • Shared scenario – “Human resources will shut you down and block your involvement.”
  • How do we need to think? How do we need to think long-term?
  • Believe in the product.
  • Be sincerely and completely devoted to the client.

Timing on Recording: @ 23:37 ---

Topic 3: Two Things We Need to Reduce

  • We can't say, “You have to do this whole protocol.” 
  • Reduce resistance.
  • Make it less complicated.

Timing on Recording: @ 27:48  ---

Topic 4: Five Ways to Reduce Resistance

  1. Connection before precision and information.
  2. Reassurance, not dominance.
  3. Listen.
  4. Hartman’s story and RSHI history.
  5. Help them understand.

Timing on Recording: @ 32:24  ---

Topic 5: Debriefing and Using Axiology; Basic Process, Advanced Process

  • Worksheet to help work with the people you need to work with.
  • Debriefing process: 2 steps worksheet.
  • When using TriMetrix andAaxiology to assess candidates or helping coaching, be on the hunt for two things, looking for strengths and potential gap areas.
  • Provide reassurance, not dominance
  • Coaching and hiring using the TriMetrix assessment is less than 30% of decision.
  • Fit risk factor.

Timing on Recording: @ 51:05  ---

Topic 6: Five Areas to Reduce Complexity

  1. Drop the technical Mumbo Jumbo.
  2. Interactive and teach back.
  3. Laminated Axiology Flash Card.
  4. Apply it and they own it.
  5. Make it real.

Books Mentioned in the Podcast:


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