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Talent Dynamics RSS Feed Author: David Guest

DT’s Tower: Lessons of Trust from my Childhood (kind of)

Heading as we are towards the Trust Conference, I’ve been thinking a lot about trust.  My trust antennae is becoming finely honed and I’m picking up more and more examples of how trust accelerates performance.

My not jealous face

I’ve also been watching TV.

One of the shows I really get a kick out of is Toy Hunter.  If you haven’t seen it (you should) it follows Jordan Hembrough, toy dealer, as he visits toy collections to find great toys that he can sell (and probably keep).

This guy makes his living from looking, talking and playing with toys!

I’m not jealous.

Aside from the gob smacking amount that some toys that I used to play with now sell for, it is a real trip down nostalgia lane as you see familiar toys in great condition and a little history of early commercial toys.

Trust, Given

Coming back on topic… As I was watching Jordan begin to negotiate with a collector on some toys (boxed DC superheroes from the 1960s :D) the conversation turned financial:

Jordan: So how much would you be comfortable parting with these?

Collector: (thinks) how about $100 each?

Jordan: (laughs) I’ll tell you what I’ll do, I’ll give you $200 each.  They are worth WAY more than $100

The collector was very pleased.  What I found compelling though was the fact that Jordan didn’t even need to think.  The way he does business is give a fair price and… he is one of these people.  He loves and collects toys.  If he cheated the collector then he’d be cheating himself (kind of).

Trust, Shared

What do you think happened?  The collector understood that Jordan wasn’t going to rip him off and trusted him to give him the right price.  He asked his opinion.  He didn’t haggle.

The tour (these guys generally have rooms for toys.  Hell, they have built extra rooms for the toys they collect). went quickly and it was clear both Jordan and the collector could relax and do what they love to do best, talk and revel in the shared joy of toys they had.

A great way to do business.

You can still get tickets for the Trust Conference here but hurry September is coming up quickly!


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Work Ready Program Does It Again! TDYP

By Teejay Dowe – Talent Dynamics for Young People

Thanks to the wonderful generosity and sponsorship from two Swindon-based companies, The Brunel Shopping Centre and Thirdline IT, we ran our second Work Ready Program in July in Swindon. The Brunel donated their board room for the event which meant that once again, our young people had to show up to a place of work. The deal for them was:

a. Show up looking like you are coming to work

b. Show up at 8.45am to start at 9am

c. Present youself politely at reception

d. Play full out for 2 days

e. Have fun 😀

What Happened

10 young people showed up before time to start on time and looking smart (yayy!! – first outcome achieved!)

To break the ice a little we had fun in teams with rope and as you can see is IS possible to tie a bow with everyone working together and NOT taking their hands off the rope at any time during the process 😀

Then to introductions…which…predictably were short and sweet as they struggled to find anything good to say about themselves.

Next….the MAGIC begins…….we get out all of the blocks to employment that they think they face and using the profiles we explore who they really are:

a. As an individual

b. As a leader

c. As a team member

d. The things that they are naturally great at

e. The things that will challenge them

f. What they bring to an employer

g. How AMAZING they are 😀

Seeing these 10 young people transform before your eyes is truly breath taking, inspiring and mind-blowing! From nothing to say about their strengths on day 1 to each doing a 5 mini presentation about themselves on day 2 – they’re like different people!

Results

A young man with a speech impediment who has been bullied because of it and hardly says a word stands up and tells the world who he is with such clarity and confidence that even he is amazed and immediately asks if he can do it again! Incredible!

Next the opportunity to put to put insight in to action as they take part in a business challenge and work together to provide a solution and present back to the group.

Finally the blocks disappear as they realise that what they thought were obstacles are no longer going to stop them and as the barriers go down the possibilities go up and mentors are chosen to continue them on their journey.

Work Ready

Work Ready also launched in Australia in July and as soon as I have the pics and the news I’ll be sharing that event with you. In August Work Ready will be run in Milton Keynes with Cassie Footman, in September in Swindon with Rachel O’Kennedy and also in September in Blackpool with myself .

If you want to know more about running programs where you are then please get in touch with me teejay@backontrackteens.com and let’s connect to see how we help make that real 😀

Teejay Dowe will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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[VIDEO] Roger James Hamilton and the 3 reasons to attend the Trust Conference

Roger James Hamilton, international entrepreneur and futurist takes some time out to share his 3 reasons for being at the Trust Conference this year.

1. Trust and Markets

The ways people are sharing and noticing your business is changing rapidly and these changes make prediction difficult.  By focusing on the value of Trust your business can add a little extra certainty.

2. Trust and your Team

Only a few years ago you could be certain about the people, roles and responsibilities of those around you.  Not so today with virtual work spaces, flexi-time and entire supply chains changing or disappearing.  In this space who can you Trust?

3. Trust in Yourself

New options and new pathways for career progression are opening up all the time.  Businesses and individuals are having wild success with specialisation and niche targeting.  This can leave people second guessing themselves.  It can be difficult to Trust in your own decisions and your own personal journey.

You can still book tickets for the 2014 Trust Conference here


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Nicci’s Call: Digging for the REAL Problem

By Nicola Bonfanti – Talent Dynamics for Sales

I’ve been talking to some Sales Directors recently and they all expressed frustration with the same problem – their sales people take their prospects at face value!

A One-Sided Relationship

With sales people anxious to get their next sale, they are making the sales relationship too one-sided in favour of the buyers. So if a buyer says meet me at 9am on Monday morning in Amsterdam, instead of negotiating a mutually convenient time, the sales person will fly out on Sunday night without having organised enough other appointments in the area. When a simple exploration of other mutually convenient times would make the trip much more beneficial for the sales person with no negative impact on the client.

Or the buyer will say we need to save money on our training services, the sales person will work on slashing their prices rather than find out what the outcomes required are from their training and how effective their current methods have been.

What the buyer is really saying is we want a better return on our training, so understand our needs better and give us a programme that delivers on that.

Dig Deep!

Inexperienced sales people or sales people under pressure are too busy chasing the sale rather than really digging deep and exploring the real needs of the client. That means they are missing bigger opportunities.

We can learn a lot from the Deal Maker in this area. The Deal Maker is great at asking questions, listening and coming up with solutions that grow value for everyone they connect with.

1. Deal Makers will ask more questions…

…than most to establish how best to provide that value, coach out of the client what is really important to them and not accept their first answer on face value. That way they are likely to uncover a bigger problem or the real underlying problem and can provide a solution for that.

For example,

A client asked me to provide a quote for sales presentation skills. When questioning about the need for it now, what were the issues they wanted resolved, etc. it was revealed there was a deeper problem with the sales force, the operations team and the marketing department.

The sales presentation was just the tip of the iceberg. So the training requirement grew from a 2-day course to a few months of working together on tailored programmes.

2. Deal Makers will  listen more than talk

“When you talk you are only repeating what you already know; But when you listen, you may learn something new.” – Dalai Lama

3. Deal Makers think about the best outcome for all parties

The win-win scenario, even if it is as simple as negotiating a mutually convenient time and place to meet.

If the sales relationship is a 2-way dialogue which works for both parties it is likely to be more efficient and effective for both sides.

For example,

If you are required to put in a tender for some work but see that the tender doesn’t take into account some areas you feel are important. Rather than take the tender on face value and dutifully comply, as all the other sales people are likely to do, raise the issues you see are missing and address how you would resolve those.

The salesperson will earn the respect of the prospect and the prospect is likely to get a better, more informed service.

Explore the Problem

“The customer is always right” was first said by Henry Selfridge in 1909 to expound excellent customer service in his department store. Instead of starting with an assumption that one party is always right, explore the problem in more depth to discover not who is right but what is wrong and how you can resolve it.

Nicci Bonfanti will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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Change and Challenges – Amanda’s Story

By Osmaan Sharif

Recently there was a big change in the management team over at Citizen M Glasgow.

The new hotel manager, Amanda, had been a participant on one of my previous Talent Dynamics workshops here at Rapid Transformation, and approached me about doing some work with her new team.

Hitting the Ground Running

Her challenge was for the team to quickly build trust, understanding, and effective ways of communicating with each other.  She wanted them to hit the ground running, especially when it came to the special projects that each manager would now have individual responsibility for.

It was refreshing to work with a team that’s led by someone who’s putting Talent Dynamics to work.  Amanda had already been using all the knowledge and skills that she’d learnt at her previous workshop, by being mindful to recruit a team that spanned the eight profiles, as well as assigning individual projects according to profile strengths and preferences. 

Putting the Pieces Together

Now she wanted the team to gain an understanding and appreciation of each other’s strengths, and to work out how to excel together.  During their Step One (Full Day) Programme, we looked at the challenges the managers faced and how they could improve the way that they tackled them.

For example, we looked at how they could improve communication by understanding the differences in how people from each profile tend to act, communicate and think.  We took some of their pressing challenges and listened to all the different perspectives from each manager, noticing how they view things differently and what benefits that had for the team when it came to finding solutions.

Team Harmony

By the end of the workshop, all the managers recognised that they were part of a well-constructed team.  They were more appreciative of each other, and not only did they recognise that collaboration was key to the success of their hotel; they had the tools in place to make that collaboration a natural way of working for them.

As a result, they all understand why they’re each leading different projects, and how they can help each other to make them a success.  And Amanda didn’t come away empty handed.  Even though she’d been on a workshop before, she learnt more about how to best communicate with and support each individual member of her team.  She told me:

“It was a real awakening for the attendees to see how they each support one another based on their profiles. We came away from the day with real goals and areas for focus and having learned a lot. Since the training day, we have refreshed individual tasks based on profiles and the team harmony is better than ever. I can also use the training day as a starting point for developing each manager.”

Copy and Photo courtesy of Sam Dounis


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The Dynamic Dozen of Real Estate Sales

In the highly competitive world of Real Estate, a high functioning sales team is vital, followed closely by quality listings to satisfy their hunger to sell. One high profile South East Queensland agency turned their struggling sales team full spin into a dynamic force within months, using the guiding force of Talent Dynamics profiling techniques.

Profiled by Rebecca Mitchell, Talent Dynamics Master Trainer and Performance Consultant from Brisbane, this team of twelve real estate professionals achieved some surprising results.

From Flagging Sales…

Sluggish sales and unmet targets were an early warning sign that the team were falling out of step, despite a strengthening property market.

The General Manager knew every individual had the qualities of a great salesperson, yet somehow their motivation was lagging their ability. So he brought in Talent Dynamics Master Trainer, Rebecca Mitchell to decipher the cause of their failing KPI’s.

Each rep took a Talent Profile test. The GM had assumed all profiles would be Stars– known for their prowess as promoters and delivering results, or Supporters – able to reap sales with their Blaze energy leadership. But the Talent Dynamics profiling results proved different.  From the eight reps only three were Stars and one a Supporter, complemented by a Deal Maker, two Traders and one Accumulator.

By understanding how their Talent Profile powered their performance, the team identified changes that would take them into rapid flow.

But what quickly turned their team into a “dynamic dozen” was working together to change how each person went about selling that also complemented the others.  Their new goal: to increase revenue by $100,000 over the following 6-12 months.

The Stars came up with the strategies to help the Deal Maker, Traders and the Accumulator, instantly inspiring and reducing competition between them. Each eased into action – and their natural flow.

To Flogging It!

Over the following weeks, the sales team completely changed their focus and responsibilities. The Deal Maker shifted to partnering with other agencies and financiers in the region.  The Trader took over the ‘walk ins’ and incoming phone and website enquiries. The Accumulator concentrated on telesales and follow-up sales, as well as reporting weekly sales figures. The Supporter took over the Office Manager role and recruited a small team of three commission-only sales agents who worked closely with her – running information evenings, connecting with the local Chamber of Commerce, promoting their office and running monthly events.

The three Stars continued with traditional listing strategies by marketing direct to home owners. They also featured at the monthly events, each month in turn, which further developed them into their own area of expertise; one in apartments, one in standard priced houses and the other in executive homes and house and land sales.

Within six months the team had exceeded their initial $100,000 target! They are now set to increase their bottom line by $500,000 by the end of this year.

This shining real estate firm has jettisoned their motivation and their performance to new levels by embracing Team Dynamics at its best.


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[VIDEO] Paul Dunn will leave you shaking at The Trust Conference this year!

Working from home Paul Dunn, Chairman of B1G1: Business for Good reflects on the three things he is taking to the Trust Conference 2014.

  • Paul shares his insights into what makes a business stand out in an ‘Age of Connection’ where Trust is the driving force behind successful business
  • He explains how the small things matter and helps to build or destroy Trust very quickly
  • Paul invites you to ‘Shake the World’ with him at the Trust Conference, allowing our combined presence at the Trust Conference to make a global impact by providing drinking water to those most in need.  All through a free to download app.

The ‘Shake the World’ app is an innovative way to allow anyone with a smart phone to simply shake their phone to provide fresh drinking water, all sponsored by businesses.

Here is the guided tour:

We plan to ‘Shake the World’ together at the Trust Conference, encouraging everyone present and those joining via live stream around the world to shake the app and make a profound difference to people’s lives.

All through Trust.

Join us there.  Shake the World.  Get your ticket.


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DT’s Tower: The Importance of Scale

See that picture of a tape measure?  It will be important.

I’ve been thinking and writing a great deal about getting things done lately.  The reason being is that I’ve been laying the groundwork for growing the business.  I thought it might be useful to share some of my thoughts with this.

Growth means growing in size.  Seems obvious?  On the surface maybe, but me being a Lord I get my kicks out of the detail.

Growing Pains

So what exactly is ‘growing’?  Well turnover and profit would be a really nice answer.

But that’s not the answer I’m afraid.  That is the measure.  You can only tell that you are growing if turnover is increasing.

“Ah ha DT, I hear you cry.  You left out profit”

Well yes because profit is a result of how well you are doing what you do.  If you are an example of efficiency your profit will be higher but you are not necessarily growing.

True growth means that you are doing more of what you promise to do, what you are good at.  Where you deliver value.

So you have the same amount of time.  But you are doing more (hence why I’ve been thinking about getting things done).  I’m not a fan of working 24/7.  I need recharge time.  My iPhone gets better treatment than me sometimes! 😀

So I think true growth means ‘making time’.  Feel free to argue.

Making Time

“Hang on DT, I’ve been with you so far but making time?  Its a universal constant! You can’t make it”

Well, no.  Grant me a little hyperbole.  When I say ‘making time’ what I’m looking at are the two sides of the Talent Dynamics square.

Systems allow you to save time and improve efficiency.  In essence you make time by doing what you do more effectively.

People allow you to add time and improve how much can be done.  In essence you make time by employing people to do ‘stuff’ (dazzling use of technical terms).

Trouble is… you can’t grow effectively by focusing on only one side.

The downside of systems (unfortunately there are some) is that they simply exist.  Something needs to go in one side… data, projects, money, ideas etc, to be turned into something else… graphs, completed projects, more money, results etc.

If you don’t have enough to go in to the system, the system is not going to be as effective as it can be.  Many systems sit in our businesses not being used effectively.

The downside of people (and as an introvert I can talk at length) is that they increase costs.  Unlike a system which only has a set up time, people take recurring time and money to get the best out of them.  Yet they think for themselves!  They don’t just exist.  If something is going wrong, they’ll spot it.  If something needs to be done, they’ll do it (as long as they are fully engaged with what they are doing).

The Importance of Scale

Remember the tape measure?  That is one way to demonstrate size.   But it doesn’t really show what need to be done to get there.  Hence the old style weighing scales.

For true growth, the importance of scale is balance in ‘making time’. Systems to ensure that the minimum effort is expended for the maximum result (and quality) and people to ensure that more can be done whilst keeping variety, initiative and values in the business.

If you are on one side of the Talent Dynamics square you’ll be better at one side than the other, systems or people.  That doesn’t mean that you can ignore the balance!  Far from it!  You actually need to put some thought into the opposite of what you are good at.

A systems heavy company won’t need many people but the people they do have need to be tip top to manage the systems and add a bit of diversity into the production line.

A people heavy company will need lots of simple systems to ensure that everyone is pointing and moving in the right direction.

What do you think?  Is the secret of growth in getting the balance right?


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Transforming People’s Lives Daily? Making a HUGE Positive Impact Globally!

Sounds amazing doesn’t it?

As you may know, Talent Dynamics has the belief that everyone has a fundamental right to experience Flow, in their personal and professional lives.

I am delighted to share a competition that will be exciting to you and can help you get into Flow.  Celebrating the launch of our awesome on line training, next week I will be sending out details of how to enter this fabulous competition.

Be sure to check your inbox on Thursday 31st July.

There are over £50,000 of life-changing prizes to be won including many simply for entering the competition before 4th August.

It really is an opportunity not to be missed.

Don’t forget to check your inbox 😉

Have a fantastic flow filled week!

Warmest wishes

Janet


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Nicci’s Call: Are You Giving Relevant Value?

By Nicola Bonfanti – Talent Dynamics for Sales

There are three basic pre-requisites to being successful at selling which are open to ALL profile types:

  1. Believing in your services, products and yourself.  See ‘What is Blocking Your Flow of Sales?’
  2. Understanding and caring about your prospects.  See ‘One Thing That Differentiates Trusted Selling From Bad Selling’ 
  3. Being able to communicate what you sell to your target audience in a value-driven way to solve their problems or achieve their dreams.

Making People Feel Great!

As a Supporter coach and trainer my goal has always been to make people feel great about themselves, to achieve things they didn’t think they could, to reach the potential I see in them which is not as limiting as the potential they see in themselves.

If you listened in to Roger James Hamilton’s interview with Michelle last week you will have heard him say a similar thing and point out that if your sales and marketing is focused on people’s problems, they feel like a victim and keep the information to themselves.

If however, you focus on what they are proud of and good at, they will want to shout it from the rooftops, share it with everyone and thus give you a firm recommendation which is much more valuable than any email campaign coming directly from you.

Giving Value

So are your emails and social media posts giving value, is there something your prospects can learn from, take away and use, share with their clients and colleagues?

Is that value relevant for everyone on there? If you don’t know the answer to that question or you are guessing, ask them. We get in the habit of sending the same email to our entire database whether it is still relevant for them or not. By asking them, you’ll be able to target your marketing with more relevance and value for your different audiences.

Are you listening to your clients? Communication is a 2-way street. Once they have come back to you, reply. Amend their emails from now on accordingly as much as you can so that you demonstrate that you have listened, you care and only send relevant content and ideas to them in future.

Roger talked about an engagement tree rather than a marketing funnel. The implication is that prospects can follow their own paths with you rather than you pushing everyone in the same direction towards the same end.

This implies sophisticated email and database software but even without that you can have different messages for different segments of your audience and whilst that may seem time consuming the results are bound to be higher within smaller targeted groups than the same message going out to thousands and not being read by the majority of them.

Roger’s final point was: Don’t get seduced by big numbers in your sales and marketing but focus on the smaller group of trusted people who you can support and who support you by sharing their experiences of you to the wider audience.

Nicci Bonfanti will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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