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

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?

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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Join the Talent Dynamics Linked in Group today

Linked in Talent Dynamics Group – Join now 

Are you already using Linked in?

More than 200 million professionals worldwide already are….

We have just set up an open group on linked in where we would love to network with you. You can share with us what profile you are and what experiences you have had since taking the test/completing a programme. You can post your questions there and also your answers to other peoples questions!

Look forward to connecting up with you there!

Michelle

Linked in Talent Dynamics Group – Join now 


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Win a Profile test and personal 121 Debrief session worth £197

Kick start your new year with a 121 session with a Talent Dynamics Master Trainer. Find out which of the 8 profiles you are and learn what it takes for you specifically to get into and stay in Flow in 2013 and beyond…

We have set up a Facebook competition which we will draw next week! All you have to do is like and share it and your name will be automatically entered into the draw!

Click here to like and share the post 

The draw will take place on Wednesday 16th January and the winner will be notified via Facebook.

Good luck!

Michelle


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New Year – New Profile Test Price!

NEW PRICE!New Year – New Profile Purchase Price!

I wanted to let you know that we have some very good news to kick start 2013 with.

We have decided to make the profile test even more accessible and have set a new price point, which is not for a promotional period but is the new price point at just £50!

Yes, thats right, we have halved the price permanently!

Contact your TD Consultant to find out more about how you and your teams can get into and stay in Flow in 2013 using the Talent Dynamics Profile Test!


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TD 2.0 launching at Fast Forward Your Business event in the UK next week!

Congratulations to the newest group of accredited TDPC’s from the UK! Here they are pictured with Master Trainer Jan and myself in Oxford.

By the way, we are super excited here at TDHQ! We thought we should let you know why!

We’ve been busy these past few months working closely with Roger James Hamilton, Creator of Wealth Dynamics and Talent Dynamics on the new and improved TD reports and TD book. The reports have doubled in content and value with information on leadership styles, environments, communication styles and much much more! Click here for more information about how you will be able to get your free upgraded report, if you have already taken a TD profile test with us in the past.

TD 2.0 will be ‘going live’ on the 6th September at the Fast Forward Your Business Events in London and Manchester, with Roger, along with his new book about Talent Dynamics!

I’m delighted to be going to both events with Roger, along with a group of our TD Consultants and we would love to see you there too! If you are in business and want to know how to build business exponentially whilst ‘future proofing’ it against the major waves of change coming our way, then come and join us for an amazing value packed day. There are still a few tickets available for both cities! Click here for more information and to access tickets for either  city

Here’s to a fabulously filled Flow month ahead!

Michelle


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Jans Corner: Bringing Ideas to Life

Good business ideas are always welcome. And sometimes there is even an abundance of them. But even the most revolutionary idea is of little use and benefit if not implemented. This is a well known fact and not rocket science, of course. Still what is common knowledge is not common practice. Why?

Implementation – a word often used in meetings and presentations – become something like a broken record. Partly due to overuse many seem to become immune to it, others are resisting it as, let’s be honest, implementation can mean a lot of work. And for what? It is easier to talk about it then to go and uhm, implement it?

When you look at the origins of implement as verb, you will find that it comes from a Latin word implementum which means to fill up, to fulfill. Implementing an idea is to fulfil on its promise and potential.

Not every idea may inspire us to fulfil on its promise and potential but there are at least a few that certainly do.

Did you know that inspire comes from Latin inspirare, which means “to breathe life into?”

When you are inspired to implement an idea, you bring it to life. This is not a mechanical intervention, but more of a natural next step in an organic process.

Bringing something to life successfully in enterprises and bold endeavours is not designed as a solo ride. For instance, you might have noticed that the best ideators (who originate the ideas) are not necessarily the best animators (to continue our linguistic adventure here, the word animateur comes from the French animer and means someone “who brings to life something”) and vice versa.

The Animateurs are those who bring to life new ways of thinking, seeing or interacting and create enthusiasm, energy and focus around them within teams and organisations. They express the essence of leadership – and embody both inspiration and trust needed to breath life into great ideas.

In Talent Dynamics we say that the best leaders are the Supporter profiles. Don’t get deceived by the name. Being an Animateur lies at heart of all Supporters. Fire-like energy, enthusiasm and drive to make things happen with others just wait to be awakened by a worthwhile idea, product or project. Along with empathy (being able to step into the shoes of other people and seeing their perspective and motives) they will take the lead and bring these to life in a way that engages others, builds trust and makes sure that the promise and potential is fulfilled…and you have fun along the way.

For your best ideas, projects and businesses, who are the best Animateurs in your team or organisation who could bring them to life? If you can find them and excite them you’ll see what happens when inspiration is ignited into bonfire.


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Talent Dynamics for Selling – January Sale!

Opportunity January Sale!

Are you in Sales? Do you have accountability for the Sales team?

Are you looking for ways to dramatically improve your teams Sales?

I know its taken longer than a ‘while’ to make this available but here it is, finally! Its also launched alongside an unbeatable ‘January Sale’ opportunity but for a very limited period only!

The all new Talent Dynamics for Selling E Guide.

If you are familiar with Wealth Or Talent Dynamics you will already know about the incredible way you can powerfully create Flow with teams, using it. Teams collaborate with ease, productivity speeds up, financial results improve dramatically and people have more fun!

Click here to view the first 4 pages of the brand new E Guide!

What’s in it?

In this 20 page E guide, you will discover that with all of the technology and information so easily accessible to customers these days, the old way of selling is becoming less and less relevant.

Discover in this E Guide:

  • 5 key Steps to Selling in this new age
  • How to change your focus from closing windows to opening doors
  • The 3 roles of a Sales Conductor during the sales process
  • Managing yourself
  • Understanding the 4 primary frequencies
  • How to identify your potential clients TD frequency
  • The buying habits of each of the Frequencies
  • The essential do’s and dont’s when selling to each of them

How to get your copy

In the month of January a select group of our Consultants are offering a never to be repeated opportunity!

Click here to find out which Consultants can supply you with this incredible deal!

This offer is open until the 31st January or until all the packages have been sold out, whichever happens first! There are only 50 packages available worldwide, so if you want to be one of the lucky ones, click here to see which Consultant near you has a promotion running.

Purchase 5 Talent Dynamics profiles for your team and each team member, as well as finding out about their Talent Dynamics Profile, will also receive a full 20 page version of the brand new Selling E guide.

Normally this package would cost £645 to purchase but for the next few weeks or until all the opportunities have been taken up, you can purchase a package for just £325!

Special Opportunity

Thats a saving of well over £300!

5 x profiles  x £99 = £495

5 x E guides x £29.99 = £149.95

Total Value = £644.95

One off investment during this promotion only = £325.00

This incredible E Guide wont even be available to purchase from our online shop until 1st February, so if you want to get your hands on some copies right now for your sales team, then this is how to get them!

To access one of these packages, click on the consultant in your location using their contact details or contact us on info@talent-dynamics.com telling us where you are based and we will find a consultant to help you.


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Performance Consultants from 4 Countries accredited during June!

Gold Coast, Australia programme

Meet the newest members of our Flow and Performance Consultant Community!

Our Accredited Flow and Performance Consultants have led business teams, worked in a variety of business functions, for some, including large multinationals and have had extensive training, coaching and business development experience: they have walked the talk as well as talked it!

They have undergone a thorough 5 day Accreditation training with our Master Trainers and have reached the standard required to deliver Talent Dynamics Step One of the Talent Dynamics Pathway with their clients and teams.

This means that they are qualified to administer our one and two day programmes, designed to Introduce Talent Dynamics to your business. They are extremely well versed in our unique principles, including Value and Leverage and can assist you to gain significant growth in your business/team.

Preston, UK workshop

To find out more about the benefits of becoming an accredited Flow or Performance Consultant, message the TD team today for a free one to one consultation info@talent-dynamics.com

You can also click here to meet some of the new Consultants on our You Tube Channel.


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Today! It launches today! With an amazing Opportunity for the first 50 to take action…

We are delighted to finally bring you our lovely new shiny affiliate/reseller site. Today is launch day!! 

Oh and there is a special opportunity for the first 50 to land here and take action…. (But be quick, we already sent this offer out yesterday to a large group of people who pre-registered for the information, many of whom have already taken action and our Sister company Wealth Dynamics is mailing out to over 120,000 on their list as well today!)

This new site is where you can go to buy Talent Dynamics Profiles in Bulk at a generously discounted rate, to resell to your clients. You can also register yourself as an affiliate and receive a thank you commission from us, every time you promote and sell a profile via your link!

Special Launch Opportunity!

For the first 50 quick off the mark companies – or just up until 30th June, whichever comes first, you can access this amazing opportunity!!

For Just £499 / AUS$749

  • 10 profile tokens for immediate use with your team (value £1,000/$1,500)
  • A full set of all 8 Talent Dynamics Profile Reports in detail (value £299/$499)
  • An Audio from one of the UK’s leading HR Directors on how to build effective teams using Talent Dynamics
  • The full Talent Dynamics E Guide

Each of your team upon taking the test, will receive back a full 10 page report detailing their strengths and challenges in your team and highlighting the best roles for them to increase trust and flow and the roles to avoid as they can destroy trust and flow!

All this for only £499!

Click here now to go straight to the offer page!


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