An Overview of CASTS
Senior Vice President, Head of Global Consulting
People think that persuasion and influence are about changing someone's beliefs, but they're not. They're about understanding their identity, because beliefs can change, identity usually doesn't.
People think that persuasion and influence are about changing someone's beliefs, but they're not.
They're about understanding their identity, because beliefs can change, identity usually doesn't. Identity determines what feels safe, what feels risky, and who someone is willing to trust.
That's why two people can hear the exact same message and react completely differently. That's why we developed CASTS.
It's a performance psychology framework to help you connect more deeply with a person in the moment. CASTS uncovers five common identities: controller, academic, survivor, team, and star.
Once you learn to recognize them, communication becomes easier, trust builds faster, and people feel psychologically safe in the decision-making process.
Over the next five videos, we're going to walk through each identity and learn how to show up differently for each one. Visit voyaglobalconsulting.com to learn more.