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Talent Dynamics RSS Feed Blog Archive: June 2014

What’s new?

Well the big news for us this month has been the official announcement that Sir Bob Geldof is to be the keynote speaker for the September 11th Trust Conference.  I’m sat on the train back from London, writing this, after meeting with Sir Bob to film a video about the importance of trust, in the run up to the conference! Can’t wait to share that with you in the next few weeks!

A tireless campaigner for human rights and charities around the world, Sir Bob, along with our other expert key speakers this year, are set to share, powerful, practical strategies that each of us can implement both in our work and in our lives. Showing us tried and tested ways to create a more trusted work place, community and world, not just for us here and now but for our children and future generations to live, work and connect in.

Wether you are running a multi million dollar business or you are in start up phase, The Trust Conference is the place to be, to learn how you can propel your business to outperform your competitors by as much as 10 times by growing Trust.

(Oh and if you live too far away to get to London on the day, this year we are also live streaming the event and providing participants with downloadable recordings to watch later)

Click here to book an early bird priced ticket

I interviewed Hollie Delaney last night. Hollie is the Head of People Experiences at Zappos.com. A billion dollar company that Hollie highly attributes to a high culture of Trust, Connection and Happiness. Hollies sharing was generous and insightful about how to create an awesome culture, wether that is from a start up get go situation or an entire corporate cultural shift. Click here to access the recording

With less than 3 months to go now to the 2nd Trust Conference, we already have over 350 business leaders booked to attend. Gold VIP tickets are sold out so please don’t delay if you are planning to attend…

Have a flow filled month ahead!

Michelle

PS. On July 16th at 1730 UK time, I am interviewing my good friend Roger James Hamilton, who is also one of our Trust Conference speakers this year… Roger is a renowned futurist and entrepreneur. His insights into building Trusted organisations and teams are not to be missed, so please diarise the date and look out for the details!


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What question would you ask a billion dollar business director?

Today I’m super excited to announce that I will be hosting a live online call on Monday 23rd June at 6:00pm (BST) where I’ll be interviewing the incredible Hollie Delaney.

Hollie is the Director of People Experiences at the billion dollar online shoe retailer Zappos.com – a company which has taken the business rule book and ripped it to shreds.

Now I don’t know about you, but it’s not often I get to pick the brains of a billion dollar business owner and get to quiz them on all their top secrets!

And if you had the opportunity to ask her one question, what would it be?

And that’s why I really don’t want you to miss this conversation…

Not only is Hollie an engaging, warm and beautiful individual, she’s going to share some of her top performing strategies on how you too can you achieve phenomenal results.

And by the way, whether you are a business owner, a team leader or you run your own organization, there will be something valuable in this call for you.

During the live call you will discover:

  • The 3 key values that enabled Zappos to become such a global giant in the market-place
  • Why they are the first major organization to implement a Holacracy (the opposite of a hierarchy) and what you can learn from this
  • What key element is central to their business mindset & why this, more than anything else, delivers them world class results
  • How making Trust as a foundation for your workplace can deliver you exceptional revenue and profits for your business

Sound good to you?

Hollie is right at the heart of creating and nurturing this wonderful new way of working and doing business and quite honestly, she’s one of the most enlightening women I’ve ever had the pleasure to meet.

So if you want to learn even a fraction of what she can teach you, then I’m sure you’ll agree this is a live event you will definitely not want to miss!

The call will be on Monday 23rd June at 6.00pm (BST) so make sure you register your place right now.

Look forward to seeing you there!

Michelle

PS. When you do register today you’ll be given the opportunity to ask any question you want about Trust – and you never know, this could be the one we answer live on the call!


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DT’s Tower: Who You Gonna Call?

Unfortunately the answer isn’t always “Ghostbusters” which turned 30 this month.

Shameless use of popular culture segue over, the point of this blog is to pick up where I left off last time with my Delegation Game.  I thought it might be useful to show how I am attempting to solve a problem that would take me out of flow very quickly if I’m not careful.

I might have mentioned 🙂 but I’m a Lord.  As a raging introvert (extroverts can be raging, why not intorverts?) the ‘people’ side of the Talent Dynamics square is not my strong point.

In fact according to my profile report I have 0% in Blaze energy.  I’m reposting the square as proof.

Impressive I know.  This really makes it hard for me to delegate but even more so… it makes it hard for me to know who to call.  My first instinct is to do the task myself.  My second response is to think about training or learning how to do it if I can’t do it at the moment.  My third inclination is to park it until I have time to think about it…

… which never happens.

My Solution

Despite being introverted I am known to speak.  Sometimes at length.  Building on the flowchart that I shared last time I am identifying all the things that need to be done which I can’t do or don’t have time to do.

I’m using a spreadsheet so I’m definitely in my flow here.  I’m then matching people who I can talk to who are either already part of my team, have some expertise in the area or show no signs of struggling with this particular item.  Then I work down the list (making it a task which comes easily for me) and:

  1. See if someone in the team is interested in helping
  2. Investigating solutions with those with expertise
  3. Asking how others who don’t seem to struggle solved the problem

Now there are still gaps.  But whereas before it was a mountain of ‘stuff’ now I have specific things I need help with.  During networking or casual business conversations I can talk about these issues and in all likelihood I will either get suggestions OR (best scenario) I will happen across someone who can solve it.

The point of all this is that I now ‘know’ who to call AND have a process to follow to stop delegation tripping me up in future (in theory).

HAPPY BIRTHDAY GHOSTBUSTERS!


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Keynote Speaker of Trust Conference 2014:Sir Bob Geldof!!!

We are thrilled to announce that the our Keynote Speaker for The 2014 Trust Conference is Sir Bob Geldof!

I’m sure you’ll agree that Sir Bob Geldof has a lot to share about trust and the global business environment…

As a tireless campaigner for numerous good causes and charities throughout the world, Sir Bob Geldof is able to use his high profile to great effect. From African famines and aid organisations to business, global politics and communications, Sir Bob has raised awareness of a wide range of causes.

Rising to fame thanks to his music career, which began with The Boomtown Rats in 1975, Sir Bob is known for the hit albums and singles he has recorded – both as part of a band and as a solo artist, and he continues to be a prolific recording artist. During the 1984 famine in Ethiopia, he turned his attention to charity work, organising Band Aid and the fundraising event Live Aid. In light of his charity work, he received a knighthood in 1986.

Through his co-ownership of Planet 24, a television production company that launched The Big Breakfast in 1992, Sir Bob became firmly established as an astute businessman. He also founded Deckchair.com, and online travel agent, in the late 90s, and sold it in June 2003. Following the sale of Planet 24, in 1999 Sir Bob and Alex Connock went on to found Ten Alps Communications. This company produced documentaries for Channel 4, Sky and the BBC, among others.

Sir Bob continues his charity work today, having recently completed a series for the BBC entitled Geldof in Africa, during which he travelled through West, Central and East Africa. He has also written a number of articles for publications including Time magazine.

The Live 8 concerts, undertaken in 2005 and performed in the same spirit as Live Aid 20 years previously, were a huge global fundraising event, and cemented Geldof’s place as a tireless campaigner for global charities. As such, he has received a number of awards, including the Nobel Man of Peace Award, several Honorary Doctorates, and a number of Nobel Peace Prize nominations.
As part of his plans to support Africa and assist in its development, in order to bring it in line with China and India, Sir Bob set up a private equity fund in 2010, called The 8 Mile Fund.

You can book your tickets for the 2014 Trust Conference here


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

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

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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