Pascal 2.0

Interesting Books

Pascal — 22 March 2010 12:33 GMT

Bookshelf

**Reading**

**Read**
Review
Review	Review
Review	Review
Review	Review

Postcards from Pascal 2.0

Pascal — 02 April 2009 18:28 GMT

Postcards

Here you will find the postcards that Pascal 2.0™ sends back from his travels around the world. Read more stories on the blog.

Geneva, Switzerland, March 2009

Phoenix, Arizona, November 2008

Helsinki, Finland, October 2008

London, UK, September 2008

Toronto, Canada, August 2008

Paris, France, July 2008

Paris, France, May 2008

More pictures: part 1 part 2 part 3

Manchester, UK, April 2008

London, UK, April 2008

First tryout of the Real Options Space Game

St Neots, UK, March 2008 with Wicked Witch of the West and the Good Witch of the North

Coming up next

London, UK, May 2009

Pascal 2.0 available

pvc — 04 January 2008 19:43 GMT

Pascal 2.0™ Virtual Machine Booted

What do you want to do today?

Find the root cause of a problem

Attend a productive meeting

Conduct an interview

Ask For Help

Relax with

Nine Boxes

pvc — 03 January 2008 19:28 GMT

Pascal 2.0™ Nine Boxes Interview Helper

	What is the problem?	Who is impacted?	Visualize the solution
Open Questions => STORIES	1	4	7
Control Questions => FACTS	2	5	8
Confirm Question => YES/NO	3	6	9

Click in the column where you want to ask a question. Start in cell 1. Try to reach cell 9, a shared vision of the future.

Start with open questions:

Will you tell me who your customers are?
What product or service do you deliver?
Tell me about...
Will you explain...?
Tell me more...
What happens next?
Why is that?

Let the customer talk!

Rules:

First, you must understand the problem, then the people impacted, then explore the vision of the solution
First ask open questions (to get the story) and control questions (to get the facts of the story).
As soon as you think you understand, ask for confirmation: "If I understand you correctly, "
When you get a NO to the confirmation, go back to an open question: "Will you explain what I missed?".
When you get a YES to the confirmation, you can choose to stay in the same row or move to the next row.

Tips

Ask short, simple questions. Let the customer talk!
Avoid multiple choice questions
Avoid questions with an "OR" in them.
Ask for confirmation often. Don't be afraid of getting a NO: that's the best way to get more information. Confirm early and often.
To learn more read the Solution Selling book or go to Solution Selling training.
Download the handy portable Nine Boxes summary

Thinking For a Change

pvc — 03 January 2008 18:04 GMT

Thinking for a change

Ask me anything, and you will answer

Tell me...

If you want a slightly more structured approach, try Thinking for a change

Meeting Helper

pvc — 03 January 2008 17:41 GMT

Pascal 2.0™ Meeting Helper

Click me
when you run out of things to say

Clear screen

What are the goals of each of the participants?

What are the constraints (e.g. time, urgency) of the meeting?

Ask For Help

pvc — 03 January 2008 17:35 GMT

How to ask for help

Step 1: Go to someone and ask "Will you help me to...?". Be clear, to the point and specific.

Step 2: The person you asked has 3 options:

Answer "Yes". You're in business!
Answer "No". No problem. You ask someone else.
Propose another way to help you. You to decide whether to accept this proposal.

Step 3: There is no step 3. Your problem is solved.

What if other people don't ask (enough) for my help?

Ask them for help. Show how easy and productive it is.

What if there's no one around who I can ask for help?

If you're really alone, call askforhelp @ nayima.be. The AskForHelp rules apply.

What have you got to lose? The worst thing that can happen is a "No" answer. That's not too bad, is it?

AskForHelp is one of the elements of The Core.

index

pvc — 03 January 2008 15:12 GMT

Booting Pascal Virtual Machine... Please wait

Core Commitments

pvc — 03 January 2008 15:11 GMT

I honor the Core Commitments:

Engage when present.
Seek to perceive more than I seek to be perceived.
Use teams, especially when undertaking difficult tasks.
Speak always and only when I believe it will improve the general results/effort ratio.
Offer and accept only rational, results-oriented behavior and communication.
Disengage from less productive situations
Do now what must be done eventually and can effectively be done now.
Seek to move forward toward a particular goal, by biasing my behavior toward action.
Use the Core Protocols (or better) when applicable.
Neither harm�nor tolerate the harming of�anyone for his or her fidelity to these commitments.
Never do anything dumb on purpose.