> News and Views (Volume 1,
|Volume 1, Number 4
VAK, est. 1982
Interview with John Lewis,
B.S., M.S., M.D.,
J.D., I.D.E.A. Certified Trainer,
and Episcopal Deacon Trainee
Genie Z. Laborde
selected John to co-teach a seminar at IBM
with me because he makes me laugh. Also,
because he had told me his creative plan
for a medical overhaul for the United States
health care system. I wanted to hear more
of the details. Being married to a physician,
I find the problems of health care loom
large in our house-talk.
During the three
days of the IBM training in New York City,
we had time to talk over his health care
plan, and he did make me laugh. I looked
forward to interviewing him.
My first question,
“Which of your five professions do
you enjoy the most—doctor, lawyer,
engineer, I.D.E.A. Trainer, or spiritual
"Genie, let's say
there's a green spot on the wall.
"A doctor will say, 'That's
a wax-based pigment. (diagnosis) It can
be removed with a hydrochloride solution.'
"A lawyer will say,
'Who's responsible for putting it there?
(assigning blame, jury decision) Who's responsible
for getting it off? (correction) What are
the damages?' ($$$)
"A theologian will
say, 'Why green? (meaning) What is the significance
of this green spot?' (spiritual meaning)
“ "The green spot
could be a car wreck. Same response. It's
our filters. You teach this. We respond
within our paradigms.
If you ever get
out of your paradigm and learn a different
set of responses, you'll never go back to
only one. That's why I'm in this program
to be ordained as a deacon. It's one more
paradigm. I wouldn't drop any.
My next and last
question, “What's the most fun about
being a Certified I.D.E.A. Trainer?”
“I remember that Black kid in the Dell training
that you were coaching through a State of
“Yes, go on.”
asked him why his head was drooped and would
he straighten his head up while he was inside
“He replied, 'In my memory I am receiving a medal
on a ribbon, and they are placing it over
“Did I recover?”
did. I think the most fun I have being a
trainer is talking about it to people who've
never heard of it. It's good stuff.”
Part II of the John Lewis, B.S., M.S., M.D.,
J.D., etc., interview will present his plan
to overhaul the heath care system of the
The most efficient method
for handling objections is to pace then
lead to a reframe.
can pace by repeating the objection as stated
A reframe is a different
perspective of an objection caused by additional
information. A reframe enlarges the picture
or shifts the point of view. With a successful
reframe, the objection becomes non-important
or even an asset. "Reframing" the objection
gives the other person a larger vision which
includes your outcome and theirs.
Change One Word
The method usually
used in handling objections is to listen
to the objection then reply with a "but.
For example, "I would like to support your
idea, but it does not seem to me to be financially
sound." A reply like this puts you on one
team and the other person on another.
"You are right, and let me show you the
financial breakdown in more detail." This
reply places both of you on the same team.
You are in agreement rather than disagreement:
Working together to handle the valid objection.
Instead of negating the validity of the
other person's position, you are validating
his/her viewpoint and seeking a way to enlarge
this viewpoint so that the other person
can look at the issues from your perspective
The original objection
did not include information you are now
adding for a bigger picture-a new point
of view. Psychologically, this validation
of his/her view is a powerful move in gaining