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

Do you play SCRABBLE?

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

First word on the Scrabble board – EMPATHY em·pa·thy ɛ mpəθi [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. objectart Origin: 1900–05; < Greek empátheia affection Can be confused: sympathy sympathy

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

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

Empathy, Interaction and Caring: Teachers' Roles in a Constrained Environment, Bridget Cooper, Leeds Metropolitan University, 2004 An attitude of care in teaching and learning emerges through profound empathy in one-to-one relationships …. Despite an overwhelming desire to support, care for and relate deeply to pupils, teachers were continually constrained by the conditions in which they worked. 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. 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.

Six habits of Empathetic people Roman Krznaric, University of California, Berkeley 1. Curiosity about strangers 2. Challenge prejudices and discover commonalities 3.Try another person’s life 4. Listen hard and open up 5. Inspire mass action and social change 6. Develop an ambitious imagination

Empathise or sympathise with the teacher?

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

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

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

Keeping a running record of deals in progress

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

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

Have the exam chart in your head (and CEFR)

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

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

Content Communication Cognition Culture

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

LONDON  SAN FRANCISCO