ROTG Presents

Welcome back to 1% Better after a little while away ;)

This episode is one that I've been waiting to release for a few weeks. And here it is.

A lot in this one! So do enjoy....

We cover:

•Is Decision Making a Skill or a Competency
•The difference between a skill and a competency
•How emotions tie into decision making
•How to improve in Decision Making
•How Anne started to realise she was good at making decisions
•Having an interest in cognitive science and starting to understand the decisions making process deeper
•The grass is not really green….it’s how our eyes perceive it!
•Giving poker a go after her brother suggested she should give it a try
•Finding poker as a decision-making experiment
•In 2002, by chance, giving a talk to a group of students about poker and risk management
•For 10 years after, consulting in the space of decision making
•In 2012, leaving poker and fully focusing on consulting around decision making
•Do decision making skills tie into personality and genetics?
•Understanding how decision making aligns to the big 5 personality traits
•Open mindedness is very important to decision making – it can be developed.
•Decision Making is a teachable skill – it is not thought enough
•Decision Making in an absolute sense v a relative sense – this is a key question!
•Poker is always relative to the people you’re making decisions against
•Being very good at poker from the very start but this is due to the relative level of skills of the opponents
•Her brother was a world class player so getting coaching from him was impactful
•How her own decision-making rules and approaches started to form and develop
•Only after the 2002 talk, did Anne start to see the transferability of decision-making in poker can be used in business, life and other environments
•Poker started to expose cognitive biases – it exposed the cracks in our decision making
•Poker showed her how to become a better learner not just at the table but in life
•Talking about Risk and emotional control – the greater emotional state you’re in the greater the risk you could be willing to take on!
•Main biases:
1.The paradox of experience – in order to become better decision makers, we have to make decisions. The paradox is that
2.Resulting Bias – example…
What is your best decision in the last year?
What is your worst decision of the last year?
There is luck in how things turn out
3.There is a lose connection in the quality of the decision that worked out well and the one that didn’t
4.The Hindsight Bias Problem
I should have somehow known….
5.Memory Creep – we start to believe we did know it beforehand!
6.When we have an experience in our life, we tend to take bad lessons from it…
7.EG – Clinton strategy during the 2016 election – after the fact everyone said that her strategy was wrong and that everyone knew it at the time! But the fact was they didn’t……
•In real time, what should someone look out for to make a good decision?
1.Counterfactual Thinking – look at different outcomes that could have occurred – was it really likely that this bad thing occurred? The more we look at this in advance
2.What are the different ways it could turn out?
3.What are my preferences?
4.How likely are these things occur?
5.What is the upside and downslide of this happening?
6.Get other people’s perspectives on it – this is key!! Very often people see things more clearly than you!!
7.Get outside of your own mind – eg get data on the success of this type of decision – eg how many restaurants survive after 1,2, 5 years
•Get out of the inside view and into the outside view
•What role does luck play in decision making?
•If you’re a good decision maker, you’re increasing the chance and influence of luck
•You have to embrace and lean into luck to become more lucky
•Lean in and accept that luck exists. This is what’s it’s all about.
•Give luck a hug is great advice!
•The good luck that came Annie’s way after publishing her book – she can control this and that lead to luck!
•Not making a decision is making a decision
•Omission v Commission Bias – e.g. staying in an existing job or moving to a new role
•The value of positive thinking v negative thinking
•Naturally thinking in probabilities
•Key advice on how to make decisions faster and better
1.Make Better Decisions:
Being open minded and get more inputs on it
More information and improve the information you have – most of this in other people’s head!
If you want to know what people think, don’t tell them what you think first!!!
2.Faster – focus on impact and options:
What are the impacts of this decision – is it high or low?
Knowing the potential impact can lead to freeing you up to make the decision faster
EG – making a decision at a restaurant – knowing how much this decision had on their happiness….
The happiness test – what is the long term impact?
So think about the impact!!
For the options, if you can’t unwind this, then the decision might be more important
EG – Agile software – is there a two way or a one way door on this decision
•Do you use decision making in other areas of gambling?
•The metaskill is needed here….every decision you make is a bet!
•Annie asks you to check out the Alliance for Decision Education - https://www.alliancefordecisioneducation.org/

Check out more about Annie and go buy her new book: https://www.annieduke.com/books/

Website - https://www.annieduke.com/
Twitter @AnnieDuke

Enjoy this one with Niamh. A really great summary.

Remember, at #TNBC, you don't have to have read the book beforehand!

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Tuesday Night Book Club with Sarah Healy is out now. Enjoy!

Remember, at #TNBC, you don't have to have read the book beforehand!

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#TNBC #Creativity #Community #Coaching #Learing #BookClub

Tuesday Night Book Club is @larrygmaguire sharing some personal learnings from the 'creativity'

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#TNBK #Creativity #Community #Coaching #Learing #BookClu

Sign up for the TNBK through EventBrite. We meet every second Tuesday. Next one is 1st Sept.

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For more, check out www.robofthegreen.ie

I recently read the book ‘The Inner Game of Tennis’ by Tim Gallwey. It had been on my list for a while. It wasn’t just to improve my tennis game, it was to see what the principles were about. To understand what nuggets were in this book that’s been around for 30+ years yet still holds true. I wasn’t disappointed.

Around the time of reading it, and posting some insights from it, Jeffrey Lipsius connected in. He’s been using the approaches from the book not just for improving his Tennis game but to become a better sales person. He’s been so successful with this that he’s wrote a book about it, and set up his own program to teach others how to be an Inner game Sales expert. He’s been working with Tim on this over the last few years and it continues to gain momentum.

In this episode, we cover a lot. Here is a summary of the points discussed. Listen to the full show for more details.

•Who is Jeffery Lipsius
•Career journey – started this journey as a tennis player in college
•How the Inner Game of Tennis became a focus for Jeff
•Deep Dive into the key concepts from the book including:
oSelf 1 v Self 2
oConscious and Unconscious self
oNatural Learning
oNon-judgement
oLetting go v trying hard
oSelf-fulfilling prophecies
oSelf-talk and judgement
•Story of Jack in the book – Natural Learning….just observing what they were doing wrong…visualizing it and direct experience of it – feeling different so it must be new – if it didn’t it was the same!
•The Inner game are:
•Trust Thyself…
•How to communicate with Self 2
1.Ask for Results
2.Asking for Form
3.Asking for Qualities
•Trusting Self 2 – How to?
•Focusing on the seams of the ball to enhance the observation and focus
•Techniques & Habits
oThe Groove Theory of Habits
•The usual way of learning v the inner game way
•Mindfulness without ever saying it
•Applying this to Sales?
oWalking back through
oPreparing for the sales pitch/event/call
oGut feeling?
oNot over trying
•Applying it to anything
•Tools – visualization (never called it)
•Childlike approach
ohow do you get this
oWhen pressure is involved
•What is Self 1 saying when selling?
•Sales and Competition – Targets are key!
•Applying this to Sales
oConversation 1 = self 1 – how a sales person goes on with
oConversation 2 = the conversation going on in between the customers ears!
oConversation 2 is the most important one
•Biggest insights came from a sale that Jeff lost – he told the customer something he didn’t want to hear!
•Self 2 doesn’t respond to language
•How do you learn the customers language – through observation and asking questions?
•Tools and approaches to interact with self 2
oSetting the right environment
oA salesperson is the customer’s decision coach!
oCommit to learning and see there are 2 conversations going with a customer
oDoing your research on the individual – LinkedIn, online, etc
oAsk Questions of the client – what is their decision trajectory?
oThe goal of selling is buying – but the customer might have a buying goal?
•If the customer is not self-aware, they can’t know what needs they have – help the customer become more self-aware
•How do you work with a customer to become more self-aware?
oAsk more questions! These are the best tools salespeople have!
•The Coach doesn’t need control – you are asking questions to give the customer this control!
•The two sides of Trust – Outer and Inner trust
oOuter trust – customer trusting the salesperson
oInner trust – salesperson trusting themselves
oInner trust comes first!!!
•The Sales Person needs to have self-trust
•The downsides of being a pushy salesperson
•Positive Thinking & Positive Psychology?
•Question from LinkedIn – Future of Coaching?
•Jeffrey’s book is a story and a narrative
oLink to the book
•How to develop self-awareness – practice mindfulness and meditation
•Meditation helps require less approval from personal values
•Focus, attachment, letting go are covered in The Inner Game but not explicitly called out.
•How quickly have salespeople improved from taking the course – typically after one month this happen – feedback is important and getting support is key
•The formulae for performance which P = P – I
oPerformance = Potential – Interference
•Thoughts on the future of coaching
•Connect in with Jeff
owww.theinnergame.com – the inner game of selling
[email protected]
•Selling to the Point is on Amazon HERE

Tuesday Night Book Club #5 - Nine Lies About Work - Maura O'Toole

I hope you enjoy the listen to this live recording.

A slide deck from the session is also now available on our slack channel.

If you’d like to join the club, you can register for the next one taking place on the 4th August at 8pm on this link:

Register for it here – https://www.eventbrite.ie/e/tuesday-night-book-club-with-rob-dec-tickets-107330915658?ref=estw

Or join our slack group and channel. It's great fun!

Best,
Rob & Dec

Full show notes - check out the episode page on www.robofthegreen.ie or get in touch - [email protected]

Tuesday Night Book Club #4 - Atomic Habits - Author - James Clear - Summary by Susan Manning

I hope you enjoy the listen to this live recording.

If you’d like to join the club, you can register for the next one taking place on the 21st July at 8pm on this link:

Register for it here – https://www.eventbrite.ie/e/tuesday-night-book-club-with-rob-dec-tickets-107330915658?ref=estw

Or join our slack group and channel. It's great fun!

Best,
Rob & Dec