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For more information on how to use universals, read I got empathy, now what?
Here are some universals (things which are true for everyone) which you may find useful when pacing. These universals stand in for a pace in any sentence. The more relevant the universal, the easier it is to use, so select carefully!
- Everyone wants less work
- Everyone wants to work smarter
- Most people wear a watch
- Some people love footy
- Some enjoy beer /wine /
- Some of us are motivated by money
- Some of us are motivated by success
- Some of us went to university
- Some of us were born in Sydney
- We all drive
- We all drive to work
- We all get paid monthly
- We all had hair (at one point in our lives)
- We all hate traffic
- We all have @x.com.au at the end of our email address
- We all have parents, or had parents at one point in our lives
- We all like / need money
- We all like going home
- We all like good food
- We all like to party
- We all live in Sydney
- We all look forward to holidays
- We all need to be loved
- We all need to eat (we’re all hungry if it’s just before lunch)
- We all value our family/personal time
- We all want a healthy and safe working environment
- We all want a high-morale working environment
- We all want hassle-free days
- We all want job satisfaction and direction
- We all want job security
- We all want more rewarding work
- We all want more time in our day
- We all want more time to do our own thing
- We all want shorter work days
- We all want the business to succeed
- We all want to do our jobs well
- We all want to get along with our colleagues
- We all want to have our say and be heard
- We all want to improve factory/company performance
- We all want work to be fun!
- We all went to school
- We all work (Monday to Friday, or on the same shift, or shift work)
- We all work for division X
- We want to earn more
- We work at (insert place here)
- We’re all getting older
- We’re all men (or women or people – choose one)
- We’re all supposed to pay tax
Choose any of these paces, and then add your lead – and you’re on the way to influencing. Three or four of these paces, and you’ll find leading even easier.
If the person is highly resistant, they need more paces (resistance is a sign of insufficient pacing). If they aren’t, just one may do.
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