How the training works
Structogram Workshop 1:
The Key to Self-Knowledge (first day)
“He who has found himself,
can no longer lose anything in this world
And He who understands himself,
understands all men.”
Stefan Zweig
In the Structogram Workshop 1, you will establish and interpret your own personal Structogram‚ as a result of the analysis. This will be called your biostructure: your own personal, individual ratio of influence of your three brain sections. You will learn to recognize the differences compared to other people and gain valuable experience through interactivity in your group.
The brain stem is GREEN
The limbic system is RED
The neo-cortex is BLUE
Answering the questions in the self-analysis provides indicative information. This is transcribed into diagram form by simply moving the Structogram Disc as instructed, the result being an exact diagram of your Structogram. The size of each color section marks the degree of influence of the corresponding brain section of your personality. You will achieve the goals of the Structogram
Workshop 1 in five steps.
1. Self-analysis establishes your own personal Structogram.
2. You interpret your Structogram with your instructor.
3. You explore your Structogram's meaning.
4. You learn to recognize that every structure has its advantages.
5. You can use your personal potential for immediate success.
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Structogram 1 gives the Workshop 1 participant the key to self-knowledge, i.e. the exact recognition of his/ her biostructure and with it his/her opportunities and risks, strengths and weaknesses, the most effective form of expression of individual style. |
Structogram Workshop 2:
The key to Understanding Others - TRIOGRAM® (second day)
“If there is a secret for success, This is implied in listening to other people’s
OPINION AND IN LOOKING AT THE THINGS FROM YOUR POINT OF VIEW AND FROM THE OTHERS.”
Henry Ford
In the Structogram Workshop 2, you will learn to analyze other people based on your knowledge of your own Structogram from Workshop 1.
In our working environment we have plenty of experts on specific subjects, but not enough experts on human nature. We hold sound "specialist knowledge" in high esteem because it was gained by education and confirmed by written references. Understanding human nature, on the other hand, is automatically expected of everyone.
Going forward with the knowledge gained from his/her own Structogram in Workshop 1, the participant will learn to analyze other people. He/she will learn to recognize the biostructure of other people and understand more clearly their behavior. In the Structogram Workshop 2 it is possible to detect more than one biostructure, which is valuable to analyze teams and build them in an optimal way.
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Structogram 2 gives the participant of the Workshop 2 the key to understanding others. The biostructure of other people can be recognized and he/she becomes more sensitive to their behavior. Furthermore, it is also possible with the Structogram 2 to "detect" and visualize several biostructures which serves to analyze and build teams in an ideal way. |
Structogram Workshop 3:
The Key to Understanding the Customer (third day)
The successful salesperson observes the characteristics of each customer and expands them as far as it suits him. Therefore, he handles each customer as an individual avoiding the tendency to follow a specific pattern, like many recipes that teach success.
The successful and long-lasting sale
Success in the sale has above all three reasons and therefore also three assumptions, that must be expressed during the training on the sale:
1. Reason: harmony between personality and method of sale
The assumption in this case is the self-knowledge. If you know your own strengths, weakness and limits, then you can consciously choose the correct sale methods and techniques.
2. Reason: suiting the customer’s features provided that it doesn’t compromise the authenticity of the salesman
In this case the assumption is understanding others, which you can acquire on the basis of the self-knowledge. The “automatic” consequence of self-knowledge and understanding others is the optimization of the social level of expertise.
3. Reason: a specific knowledge of the product
The assumption in this case is a knowledge of the product not limited only to its features, but able to put in touch the product with the individual reasons and the needs of the customer.
The successful sale assumes the knowledge of the individual reasons leading to purchase and the needs of the customer coming from them and therefore the determination of the most effective argumentations and the most suitable offer for anyone. Therefore the various needs lead to few basic reasons and to purchase, which can represent the impulse to purchase. Roots for these reasons are always to be found in a certain advantage they already had for survival in the long story of the human evolution.
Training goals
In the seminar “The key to understanding the customer” the participant learns how to know, among other things, the important basic reasons leading to purchase, the social reasons and the elements of influence linked to the product as well as the resistances to purchase of the different biostructures. He learns how to get the “suitable” argumentations for the products and services of his own firm. And at the end he learns how to place inside the Triogram the specific efficacy of the signal coming from these products (personality of the product).
Therefore through behaviour (relational level) and presentation (subject level) comes the successful sale, consciously or unconsciously, and the expertise in selling the same product or service to different customers in a “different” way. Therefore Structogram and Triogram show as “list criteria” in order to recognize and track down both difference among customers and specific “personality” of the product.
Essential condition in order to participate to the seminar “The key to understanding the customer” is the previous participation to the Structogram and Triogram seminars.
