Thanks for stopping by. Good recommendation on The Heart of Change. I just took a fast look through it and I really like its structure and focus. You summed it up nicely.

I included a snapshot of the TOC for others to see:
- Introduction – The Heart of Change
- Step 1 – Increase Urgency
- Step 2 – Building the Guiding Team
- Step 3 – Get the Vision Right
- Step 4 – Communicate for Buy-In
- Step 5 – Empower Action
- Step 6 – Create Short-Term Wins
- Step 7 – Don’t Let Up
- Step 8 – Make Change Stick
- Conclusion – We See, We Feel, We Change

Sure.

Let’s say you’re doing a project. You got a great slide with all the numbers. The math looks good – it shows the total budget and your monthly spend. You show the ROI in terms of users and satisfaction numbers. That’s great, but it’s all logic. The numbers folks are happy and you won their mind, but you didn’t win their heart.

Now let’s say you have a slide for your vision. And on this vision slide, you have a giant. Actually, you have a team of giants. And the giants are helping each other up. And at the bottom, there’s a tag line. The tag line reads, “stand on the shoulders of giants.” You show the slide and then slowly begin to describe your vision. As you say each word, your team and everyone else in the room, feels your passion escalate. That’s the emotional side.

Now let’s say you have Guy Kawasaki weight in right up front, telling your stakeholders he believes in the vision and the numbers are solid. Guy is your character play. The audience trusts him and your project is approved.

Does that help?

Thanks for stopping by. Yes, body language is key too. Along those lines, I would add voice quality. The secret to voice quality is breathing deeply. It’s the shallow breaths where you can’t hit a note or say your point.