- There's "simple direction" and "motivating direction"
- "Simple direction" is just a command, request or instruction
- "Motivating direction" is a command that includes a reason to act
- "Motivating direction" is much more effective
- "Motivation" is a reason to act - think of it as the "why"
- Your direction is the "what"
- "Motivating direction" includes both the what and the why
3 WAYS TO GIVE DIRECTION
- "Request" - your direction includes only the command, request or instruction (least effective) Ex. "I need your forecasts on Thursday this week"
- "Request" before "Reason" - you lead w/your command and follow w/your reason to act (more effective) Ex. "I need your forecast on Thursday this week because I’m leaving town"
- "Reason" before "Request" - you lead w/your reason to act and follow w/your instruction (most effective) Ex. "I’m leaving town early on Friday, so I need your forecast on Thursday"
WHY THIS WORKS
- Research shows that story telling is the most effective form of communication
- Stories help people follow and experience the information being shared
- The "why before what" technique is a short story formula
- It allows you to tell the story in one sentence
HOW TO BUILD THE RIGHT HABIT
- Prepare - think about the "why" upfront
- Tinker - experiment w/the "why" before and after the "what"
- Rehearse - role play the conversation in your mind
- Evaluate - adopt the motivational style that works best for you