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Nicci’s Call: Trusted Sales at the Trust Conference

Packed room

By Nicola Bonfanti - Talent Dynamics for Sales

“Trust” and “selling” are not always concepts that go hand in hand in people’s minds. For that reason I was gratified that my talk “Trusted Sales: People to People Selling” at the recent Trust Conference was packed out.

Also, nearly everyone in the room gave me their contact details to get the free report I had prepared for the event. Anyone who has done a talk or an exhibition stand will know how difficult it is these days for people to give up their contact details.

For the past year I have been researching the ways the 8 Talent Dynamics profiles have success in sales, have blocks in selling and therefore how I can help them be more successful.  I’ve shared some of this in my blogs here along the way.

Based on this, here is the 3 step plan to win better business that I shared with the room on 11th September.

1. Establish the Sales Dynamics profiles of your sales team (or at least yourself)

I have looked at many sales cycles adopted by different companies and found the common activities and sales skills match the 8 Talent Dynamics profiles (See above).  As a result, the  Talent Dynamic for Sales Reports (available later this year) show the strengths and challenges of each profile as a sales person, their best role in the Sales Cycle and the value they give to the sales team and the client.

Knowing your own Sales Profile gives you confidence and insights into how you can add value to the client as a salesperson.

For example, a Trader is great at resolving problems, at giving excellent customer service so is well suited to incoming inquiries and complaints that other profiles with less patience would not handle well.

Whereas a Creator sales person is best with new clients, spotting opportunities and helping the client come up with new joint ideas for growing their business, that others hadn’t thought of before.

2. Place the sales team members in the role they are best suited to within the sales cycle

A sales team full of Stars will generate a lot of interest but may leave sales on the table through lack of follow up, for example.

Some salespeople may be pretending to be a Star as feel that is a “typical” attribute of a salesperson when in fact their true Accumulator profile is just what the team needs to do the planning, research and put together competitive tenders. So once the Sales team has completed their profiles, we can help them fulfil their potential by placing them in the right role for them in the sales team.

3. Focus on your clients

As I have mentioned in previous blogs, the most important thing in trusted selling is to put the client first.   Imagine the power of Talent Dynamics for Sales in creating better relationships and better understanding between buyers and sellers, so not only do you understand your own strengths , challenges and value as a sales person but you understand what drives your buyers to buy.

I didn’t have time to cover as much as I wanted on this aspect, so I’ve put a free Sales Success report together for you that you can implement ideas from immediately. If you missed the session and would like a copy you can get it from http://trustedsalesdynamics.com/resources/e-guides/

I am  passionate about making sales a trusted profession, making people feel proud to be a salesperson and I was gratified that so many people at the Trust Conference felt the same and wanted to be part of the Trusted Sales  Movement.


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Work Ready Program Does It Again! TDYP

Work Ready Program 3

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 :D

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 :D

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 :D

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 :D

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


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The Dynamic Dozen of Real Estate Sales

Real Estate Team Behind with Blonde Woman in Front Holding Keys and Sold For Sale Real Estate Sign Isolated on a White Background.

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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A Case of Mistaken Identity! Talent Dynamics for Young People

TDYP

By Teejay Dowe - Talent Dynamics for Young People

So many of our young people today struggle to articulate just who they are and that’s no surprise really as it’s not exactly something we teach in school. We rarely are asked to define our identity much deeper than our name and perhaps role in a team, or later business, and so when faced with options and opportunities how do they know what to choose?

Well, the answer to that all too often unfortunately is they have no clue and so are pushed in one direction by parents, pulled in another by teachers, given suggestions by careers advisers and influenced by peers. No wonder they can often in later life find themselves in jobs that put them completely out of flow, they become disillusioned, stressed, miserable and under perform. Know anyone like that?

Robert’s Story

I met a young man like that recently, his name was Robert and he was working in a firm of accountants. It was actually the senior partner of the firm who asked if I could help because if he didn’t get sorted out then he was out!

Robert is a very bright young man, and a little cocky with but he’s young and it’s part of who he is. We began the conversation around his profile as he came out as a Star and he immediately told me that he felt it was all a bit superfluous, there wasn’t really any substance to it was there? And his boss had thought that too (or maybe planted that seed?)

It made me smile when I asked him if he’d actually read the detail of it and he admitted he hadn’t and that’s very typical of a Star, just looking at the overview. So we explored the report in more depth and he resonated with much of it, nodding and agreeing that was so like him and in other things agreeing it was not. Then, after all the agreement he said

“Actually this just makes me more confused. Now I really don’t know who I am at all. It’s made it worse!”

I smile and we go back a few steps in the conversation and add more insight in to his natural gifts and talents and the types of roles that would suit who he is. We go around in circles for a little as he continues to protest and then all of a sudden he stops and looks at me and says….

A Bitter Pill

“This is a bitter pill to swallow. I really do know more about who I am than I have ever admitted to anyone and now I am realizing that the reason that I am struggling in this job, feeling as if no one appreciates me, bored with the data entry and detail is that I’m in the wrong job.

I love the job when I’m able to go out with the boss and meet new clients, or greet them and show them around the office and I get to have some variety in what I do. That’s not very often in this job though and I’m miserable. I was going to go on to train as an accountant but I know I would find it really hard and too much for me. I just wanted to please my dad and my boss. What should I do?

Should I leave?”

Of course that is an option but not the only one. There was no reason why he could not stay with the firm but find another role there that allowed him to shine, interact with people, promote the business and work in a team.

Or, understand why he felt stressed in this job and start to look around for those types of roles in other industries where he would be in flow, build trust in who he is and what he does best and really add value to a business so he can feel appreciated.

Discovering that his thoughts of “I’m not good enough here and nothing I do is ever good enough” was just a case of mistaken identity and that when he does what he is naturally gifted and talented at he will shine, Robert is excited to find that new role and enjoy his career again.

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


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Nicci’s Call: ONE Thing That Differentiates Trusted Selling from Bad Selling

telephone redone

By Nicola Bonfanti - Talent Dynamics for Sales

Put the client’s interests first.  Before your own!

Cold Call

What is it about cold calling and pushy sales that leaves you cold or even makes you angry when you are on the receiving end?

It’s the feeling that you don’t matter to the salesperson, you are just a number, a name on a list to call, that the salesperson doesn’t care about you at all but is just trying to get your money.  Am I right?

Trusted People to People selling is not about manipulating or pushing people into buying things they may not need or want.

It’s about connecting with people, getting to know them, understanding them and finding a fit. A much more informative, enjoyable and profitable experience for both parties.

It may seem counter intuitive but actually by putting your client’s needs before your own you are much more likely to make the sale and make it a bigger and longer lasting one too.

So what is involved in putting your client’s needs first?

Understand Them

Understand them, their problems and issues and build rapport in a trusted relationship

A lot of sales people have Star profiles and this is the best profile for attracting others, communicating the message. In their enthusiasm and excitement Stars may get carried away and lead a conversation with their new product.

Instead of this some key questions, putting the spotlight on the prospect, not themselves, would give greater insight into what the client wants first before proposing a solution.

That way the prospect feels listened to, cared about, and will be more open to your suggestions and advice tailored to their own needs, than a general “pitch” about the products that may not have taken their needs into account. In other words, don’t lead with a seller offer but with a buyer need. And you won’t know what that buyer need is until you’ve listened to them and asked them key questions

Create Value

Ask not what you can profit from your client but what value you can bring to your client?

Once you have understood their problems you can decide whether and how you can help them with it and where your value sits with their problem.

This whole process is accelerated when you know their Talent Dynamic profile as you immediately know what is important to them; – Dynamos want to feel significant, Blazes need variety, Tempos want to feel connected and Steels want assurance and security, so you can tailor your response to answer those needs.

Some clients may think they know what they want but by digging deeper to find what the real problem is, and not just taking their order, you will be giving them more value of your expertise and experience and potentially getting a bigger order from it.

I have worked with a lot of Stars who are proud of their sales record. However when they have realised the importance of listening first and putting the client first they have understood the sales they have lost and those orders they took that weren’t renewed.

Build the relationship first, the ongoing trust and value will then ensure you continue to do business for the long term.

I’ll give the final word to Stephen M.R Covey:

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


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Salesman Sam! Talent Dynamics for Young People

TDYP

By Teejay Dowe - Talent Dynamics for Young People

Sam is a young man, 20 years old who got a gift of Talent Dynamics for Young People because he was a client for one of our consultants, when she was training. He was invited to come along to the session to receive his debrief in exchange for being her accreditation client.

Sam’s Story

Sam arrived late for the training in his leathers and helmet and slouched himself down in his chair in a mixture of awkwardness, self consciousness and ‘do I really have to be here-ness’ and the debrief began.

During the coaching conversation that followed we discovered that Sam was a Star Profile which was a bit of a surprise to the observers as Stars are high energy, love to be in the spot light, are engaging and influential – they’re party people. That was definitely not the Sam in the room that we saw and yet, he did agree with everything his profile said he was.

Puzzling. Or was it?

Sam worked in a warehouse where he spent his day picking orders for customers all by himself. He was actually in danger of losing his job as he was frequently late for work, not rushing to get to a job he was miserable doing. When asked why he did that job he told us that it was a job and he needed the money.

His aspiration was that if he was able to keep his job one day he might like to be a manager, not because he wanted to stay but because that would be more money.

So curious now, the consultant asked “So what is the money for?” It was as if someone had suddenly switched Sam on! Her sat up tall in his seat for the first time, put a big grin on his face and excitedly said:

“It’s for a new motorbike. I love motorbikes, they are my life! I know exactly how much I need to save and the exact date I’ll have enough to buy my dream bike!”

The difference in that young man in that moment was like night and day!

Night and Day

Suddenly there was the Star!

Alive, alert and engaging. The Sam we’d seen was simply a Sam out of Flow and here he was suddenly shining.  Now, Stars make great promoters and sales people so the consultant asked him what it would be like to go to work everyday and do nothing but talk about motorbikes.

Imagine, everyday you would be surrounded by them and share your passion with others who appreciated your knowledge and enthusiasm! He could combine his dream and his job and become a motorbike salesman – how awesome would that be? Sam could hardly breathe at the thought! He had never considered that the two could combine let alone be something that he was naturally gifted and talented at.

That slumped in a chair Sam was a different man and practically bounced out of the room like a ‘Tigger’ with a new vision of what life could be for him.

I LOVE the power of Talent Dynamics for Young People and the rapid transformation it can bring!

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


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Una’s Spotlight: Another New (Tax) Year

rubix cube

By Una Doyle

Sometimes life just throws you a curve ball and there’s not really very much you can do about it.

That’s what happened to my partner and myself this January when he started to feel unwell a couple of days into the New Year. Roll on a few weeks and he was rushed into hospital seriously ill and since then it’s been a long recovery, now about 95% complete.

So it’s now April, the start of a new tax year and we’ve decided that this will be our New Year.

A chance to start afresh. A chance to put in place the plans we were so excited about back in late December!

There are times in life when you have to admit you are not in control and this was definitely one of them. How do you react when life throws curve balls at you?

  • Get mad
  • Lie down and cry
  • Carry on regardless

Well I briefly experienced each of those at one time or another, however they’re not necessarily constructive!

So I thought it would be useful to look at this from a Talent Dynamics perspective taking each of the energies in turn to see what could be helpful in your professional and personal life.

Spirit

Trusting in each other, honest and open communication and having each other’s back was essential during this period. We never lost sight of our primary purpose during this time which was to get him well enough to come home and then well enough to fully live life again.

“How clear are you and your team on your purpose? Do you prioritise your activities accordingly or just do the most urgent tasks, reacting to those who shout the loudest?”

Dynamo

Motivation

I am a Star profile with pretty equal Dynamo and Blaze energies. When the ‘proverbial’ hit the fan I immediately went into emergency task mode. Being able to instantly come up with ideas to solve problems is useful – as long as it’s not overdone.

“How effective are you and your team at problem solving? Do you spend time to establish what kind of problem it is that you have?”

Innovation is not always the solution… For instance in this particular situation Blaze and Tempo elements turned out to be more important.

Blaze

We both had to ask for help a lot more than usual. It was important to have the support of family and friends both emotionally and practically. In fact, it was the practical help that was required the most!

Thankfully we were also able to call upon some team members we’d worked with previously to help out with the business. And a cleaner was definitely essential too ;)

The vast majority of doctors and nurses that we dealt with were fantastic communicators and that made such a massive difference.

How substantial is your support network? In the event of an emergency who could you call upon? How effective is communication in your organisation and/or family?  What could you do now to be prepared with team members and/or freelancers to stand in when required?

Tempo

Once the initial heart-stopping emergency was over it was a case of constantly reprioritising and rescheduling personal and work activities around his recovery. It took a while for me to realise how much time it actually took to not just visit but travel to and from the hospital and to do (or delegate) the activities he would normally do.

“How aware are you of how long things really take?”

This is important to manage your own workload as well as when working with team members. If you don’t know, simply use a kitchen timer or one on your smart phone to measure frequent activities. If you haven’t got high Tempo energy in your profile you may be surprised by what you find!

Use this knowledge to help you understand the return on investment you get from your activities, consider whether they’re really necessary and if they are, who is best placed to do them.

Steel

Understanding the measures being used to mark my partner’s recovery was very helpful, otherwise we would have been completely in the dark about progress.

“How effectively are you measuring progress on the projects and processes that are most important to you?”

Also related to Steel was the adaptability required by my partner (a Lord profile) to adjust to his circumstances while in hospital and then recuperating at home. Lots of uncertainty, noisy and unfamiliar surroundings and people didn’t make this easy, so it was important for me to provide support by being physically there and communicating effectively to alleviate that.

This applies to changes you may be looking to implement in your workplace!

“Do you consider those that may have high Tempo and/or Steel energy that will find change more challenging, no matter how much they may buy into the concept of it?”

Be sure to connect, listen and constantly over-communicate before, during and after the change.

Have you been dealt some rough hands recently and if so how did you handle them? I’d love to hear your views, please comment below.


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Osmaan’s Observations: Opposites Attract

keyboard

I’ve heard the saying ‘opposites attract’ when it comes to finding that special ‘one’, who you’d want to spend the rest of your life with.   But the same is also so true for me when it comes to my clients.

As I looked through my schedule for the week ahead, it struck me just how many of my current small business coaching clients are Creators and Stars!

To a Trader like me it could seem like they are from a far away planet.

The way they naturally think and act is so different from me.  But instead I truly get a buzz from working closely with them.

Dynamo Buzz

It’s because we are like ‘ying’ & ‘yang’.

They’re super innovative and always have so many ideas of what they could do.

I love seeing their reaction when ask I ask them – “when are you going to do it by?’ – it’s like I’ve sworn at them at times.

Instead of standing at the top of the ‘skyscraper’; admiring the view from there and thinking about all the potentials that are out there, Traders like to be at ground level and are very practical minded.

Typically if left to their own devices or without super self-discipline, a Creator or Star’s amazing visions can remain as an idea before the next spark of inspiration hits them (& then the next).

But you can’t really take an ‘idea’ to the bank to get cashed, can you now?

Tempo Reality

So I love helping these talented individuals to take their ideas and do some real stuff with them, so they have a greater chance of happening.

“Yes sometimes it can feel less ‘fun’ for them when they’re having to focus upon the nitty-gritty planning and execution stages. The same can be said for me, when given a blank piece of paper and attempting to come up the next new or novel idea!”

However, when you remember that we don’t have to do it all ourselves and that we use each other’s talents, then things can really start flowing more easily.  And that’s where the real magic is, as when you help other people to get into flow – they help you get into flow too!

What else could you ask for?


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Nicci’s Call: Leveraging the Value of Your Sales Meetings

Conference room

By Nicola Bonfanti - Talent Dynamics for Sales

Lots of sales people make the mistake of talking too much in the first meeting with a new prospect, anxious to tell them everything about their company, products or services. The big opportunity of a first meeting is to discover the real scope of the prospect’s problems, by talking at them they will miss opportunities.

So use the first prospect meeting as a fact finding mission rather than a chance to roll out your usual presentation.

You are there to identify opportunities and find a mutual fit to see if and how you can actually help them. They should be doing most of the talking for 4 reasons

  1. So you can get a proper understanding of their issues so your proposal back to them can be tailored to those
  2. So you can lead and guide the meeting in the direction you want it to go
  3. So you don’t give away any of your expertise content now but just explain to them what they need to do, not how. That comes once you are working together
  4. If you don’t already know what their Talent Dynamics profile is, you will be able to get an idea from their conversation.

If you do know their Talent Dynamics profile, plan your questioning to accelerate the rapport building.

Dynamo Prospects

Start by focusing on them

  • Ask them to give you an overview of where the company is at and their role in it
  • Do they see big changes on the horizon?
  • What are the key issues that matter to them?

When talking about a product or service you have to help them,

  • Use a few key points to give an overview
  • Let them know the significance of the product or service to them personally as well as to the organisation
  • Point out new or innovative features and why that will benefit them
  • Speak in an animated manner and at a fairly rapid pace

At the end of the meeting ask them:

“How do you see us working together?”

Blaze Prospects

Start by focusing on them

  • Ask them to tell you how things are at the organisation, pick up on specific events or people you’ve heard about or that they’ve mentioned and ask about them
  • Ask them what they have heard about you and your organisation

When talking about a product or service you have to help them,

  • Give specific examples and case studies of other customers’ good experiences
  • Be personable and smile a lot as they will see that as a sign of acceptance
  • Speak in a casual, frank and friendly manner
  • Stay on task and don’t get too distracted by stories

At the end of the meeting ask them:

“Have you heard enough to make a decision about moving forward together?”

Tempo Prospects

Start by focusing on them

  • Ask them what they thought about the information you have sent them so far
  • Involve them in the process by asking what they thing about things in the organisation today
  • Ask them what would they change if they could

When talking about a product or service you have to help them,

  • Take time to go over a full list of advantages and benefits
  • Explain any side benefits or peripherals that are pertinent
  • Provide testimonials that highlight facts
  • Move at a steady, even pace

At the end of the meeting ask them:

“How would you like to take the next step forward?”

Steel Prospects

Start by focusing on them,

  • Ask them how business is doing
  • Ask them what improvements they are looking to make this year or this quarter
  • Ask them what they know about you so far

When talking about a product or service you have to help them,

  • Know your stuff, winging it will not cut it with them
  • Be able to show a bottom line on prices, features and benefits to them
  • Highlight any productivity benefits to them
  • Show them all the specifications
  • Take your time

At the end of the meeting ask them:

Do you need any further information to take a decision to move forward together?

Then make plans for the next meeting together.

Who will you try this approach with first?

More information about how you can leverage the value of your sales meetings at www.TrustedSalesDynamics.com

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


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Nicci’s Call: Are You Challenging Enough?

challenge

By Nicola Bonfanti - Talent Dynamics for Sales

Last week I attended the global online conference “The Sales Acceleration Summit”. The first  keynote speaker was Matt Dixon, co-author of “The Challenger Sale” and almost every talk I attended after that made reference to the most effective type of salesperson – the Challenger.

So what is the Challenger sales person, why is it important if you are involved in selling at all and how can knowing your Talent Dynamics profile help you become more challenging?

Why does it matter?

According to the CEB research*, and this is what has been sending shock waves through sales departments globally since its publication in 2012, the typical relationship builder salesperson, i.e. Making sure the customer is happy, being of service, keeping relations sweet, (what most of the sales training of the last 10-15 years has been based on) was the LEAST effective sales person type, particularly in an economic downturn, and not only with complex sales but in almost every sales situation.

Instead the MOST effective type of sales person in every situation proved to be the Challenger type who understood the customer’s business, pushes the customer to think outside the box, doesn’t ask them what keeps them up at night but teaches them what should be keeping them up at night and is not afraid to build constructive tension with the client, to make them think.

What is a Challenger sales person?

A Challenger salesperson excels and outperforms other sales types in 3 key areas:

  1. Teaches for differentiation – is an expert in their field and brings a new perspective to the client and educates them in other ways of doing business.
  2. Tailors for resonance – understands what drives value with different customers and adapts their message accordingly  (which your understanding of your client’s Talent Dynamics profiles will help you do).
  3. Takes control – not afraid to take control of the conversation or discuss pricing and cost concerns with the customers on their own terms.

How can you be more challenging?

Before you try and take on these 3 areas it’s important to remember what your strengths as a sales person already are and how you can build on that to become more challenging. Which is your strongest energy in your profile?

Dynamo profiles
(Creator, Mechanic, Star) – you will be naturally good at teaching for differentiation, will have great ideas for improvements and changes. Your challenge will be to listen more to the client and understand their specific values and to tailor your proposal to their needs rather than your ideas.

Utilising your knowledge of Talent Dynamics profiles and applying that to your clients will help with listening.

Blaze profiles
(Supporter, Star, Deal Maker) – you will naturally be good at tailoring for resonance, adapting your ideas to the client’s specific expectations.  You may be fearful of taking control of the conversation and discuss finances, not wanting to “spoil” the relationship.

Having courage to talk finances for the good of the client and your ongoing relationship will help you overcome this.

Tempo profiles
(Trader, Deal Maker, Accumulator) – you will naturally be inclined to make sure the customer is well served, is happy and there are no tensions there.

In order to win and keep the client you need to explore with them new ways that your products and services can resolve not only their current issues but issues in the future.

Steel profiles
(Lord, Accumulator, Mechanic) – you will be comfortable about taking control of the sales meeting but may not have enough knowledge or ask enough questions to tailor the proposal in an original and stimulating way.

Use the data and research you have to demonstrate to your client how they could be using your products and services in different ways.

More information about how you can become a more challenging salesperson at www.TrustedSalesDynamics.com

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

*CEB research in “The Challenger Sale “ (2012) by Matthew Dixon and Brent Adamson


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