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GETTING THE ADOPTION Duncan Prowse

GETTING THE ADOPTION Duncan Prowse Educational Centre, Sofia, July 6 th - 8 th 2013. Applying educational ideas to sales Identifying the customer Empathising with the customer Empathy and the Internet, netiquette Training and/or education ONLINE.

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GETTING THE ADOPTION Duncan Prowse

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  1. GETTING THE ADOPTION Duncan Prowse Educational Centre, Sofia, July 6th - 8th 2013 Applying educational ideas to sales Identifying the customer Empathising with the customer Empathy and the Internet, netiquette Training and/or education ONLINE LONDON  SAN FRANCISCO

  2. Do you play SCRABBLE?

  3. Sales SCRABBLE – SCRABBLING for text book adoptions • Who is your customer? • Who are all the people involved and what do they do? • EMPATHISE with each of them

  4. em·pa·thy ɛmpəθi [em-puh-thee] noun 1. the intellectual identification with or vicarious experiencing of the feelings, thoughts, or attitudes of another. 2. the imaginative ascribing to an object, as a natural object or work of art, feelings or attitudes present in oneself: By means of empathy, a great painting becomes a mirror of the self. Origin: 1900–05;  < Greek empátheia  affection Can be confused:sympathy First word on the Scrabble board – EMPATHY

  5. QSE Pre-Intermediate A2-B1, CLIL section: EMPATHY and social media Cambridge ESOL TKT course: 4Cs • Content – concept of empathy • Communication – describing trends and behaviour • Cognition – analysing your own internet time/use • Culture – How social media affects people's behaviour

  6. Empathy or sympathy… or both? EMPATHY SYMPATHY What is he / she feeling? What is he / she saying? Identification Judgement Perspective taking Analysis Theory of mind (understanding the minds of others) Advice, suggestions

  7. An attitude of care in teaching and learning emerges through profound empathy in one-to-one relationships … . The degree of empathy shown by the teacher affects the degree of empathy shown by the student and the student’s ability to share with and learn from others. Despite an overwhelming desire to support, care for and relate deeply to pupils, teachers were continually constrained by the conditions in which they worked. Time was stolen from them by the nature of the current education system; the fragmented and rigid curriculum; the time poor nature of their working conditions; the bureaucracy of modern education and the large numbers of pupils and low frequency of contact. Empathy, Interaction and Caring: Teachers' Roles in a Constrained Environment, Bridget Cooper, Leeds Metropolitan University, 2004

  8. Six habits of Empathetic people Roman Krznaric, University of California, Berkeley • Curiosity about strangers • Challenge prejudices and discover commonalities • Try another person’s life • Listen hard and open up • Inspire mass action and social change • Develop an ambitious imagination http://greatergood.berkeley.edu/

  9. Empathise or sympathise with the teacher?

  10. Who is the: • CUSTOMER? • CLIENT? • CONSUMER? Who does the teacher also have to consider?

  11. Double Word Score: 32 Who does the adoption DECISION belong to ….?

  12. B.A.N.T. Budget Authority Need Time

  13. Keeping a running record of deals in progress

  14. Asking better questions – FORMATIVE or SUMMATIVE? FORMATIVE questions SUMMATIVE questions Statements with time for responses Closed questions with yes/no answers Short quick questions Open ended with many possible answers Answers require recall of learned information Higher order thinking Promoting discussion which forms the direction of future learning Most computer based learning and tests Filling the pot….OR… Lighting the fire?

  15. What else is involved in the decision ….? • Cambridge ESOL • YL (3 levels) • KET • PET • FCE • CAE (CPE) • IELTS • Trinity College, London • GESE • ISE Why take exams? Types of Exam? Levels and Ages? Local Exams

  16. Have the exam chart in your head (and CEFR)

  17. Critical thinking – ancient and modern: Triple Word Score: 48 Learning to THINK and DO Learning through DISCOVERY and DISCUSSION Double Word Score: 20

  18. The Results: Income for you and jobs for the students The person as BRAND Double Word Score: 26

  19. Content • Communication • Cognition • Culture

  20. Playing sales SCRABBLE – SCRABBLING for text book adoptions • Is the money available to make the order? BUDGET • Who is going to authorise this? Who is your real customer? AUTHORITY • What can you do for them? What do they need? NEED • When do they need it? TIME • THIS IS ABOUT HOW THEY FEEL EMPATHY • You are there to being them solutions, not problems. SYMPATHY • Solutions by understanding, discussion, analysis CRITICAL THINKING

  21. dp@brookemead.com LONDON  SAN FRANCISCO

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