Consultants Access
LOGIN

Talent Dynamics RSS Feed Blog

Roger Hamilton Blog: Using Talent Dynamics to Increase Sales

Different Talent Dynamics profiles buy in different ways. Being able to assess what profile a client is allows us to tune in to their frequency and connect with them at their level. Roger James Hamilton explains the principle in talent dynamics terms “When the value exceeds the cost (including the cost of money, time and effort), we buy. The four sides of the Talent Dynamics square makes this assessment differently, so knowing which ‘language’ to use when communicating cost and benefit saves an enormous amount of time.”

Traditional sales training focuses at ‘overcoming objections’. In Talent Dynamics, an objection is like a rock in the river. Not something to overcome, but something to flow around – a clue that you are already connecting in the wrong language.

  • Dynamo frequency profiles are more visual, and want the big picture.
  • Blaze frequency profiles are more auditory, and want to hear the stories.
  • Tempo frequency profiles are more kinesthetic, and want to experience the product and see evidence of success.
  • Steel frequency profiles are more analytical and will only be satisfied after looking at the detail.

“Great communication is not about more communication, but meaningful communication. The more you focus on what is meaningful – and delete everything meaningless – the more your client will appreciate you for understanding them and not wasting their time” – Roger James Hamilton

Roger Hamilton believes that with practice, an individuals’ profile can be assessed within minutes. This is through a combination of words, focus, body language and empathy. Understanding the different modalities, how they communicate, assess costs, benefits – and risks – doesn’t just help in building your sales, but in better service, leading teams and recruiting the right team to begin with.

One Response to Roger Hamilton Blog: Using Talent Dynamics to Increase Sales

  1. Mike Clark says:

    Well put Roger. I was just talking to Michelle about ‘Sales Dynamics’… Looking forward to getting involved.

Leave a Reply

Your email address will not be published. Required fields are marked *

© 2000-2016 Talent Dynamics. All Rights Reserved  |  Sitemap  |  Privacy Policy  |  Terms and Conditions  |  Web Design
Talent Dynamics Pathway Limited is a company registered in England and Wales whose registered address is 34 Watling Street Road, Fulwood, Preston with company number 7366851.
The Company is VAT registered under number 100 420 985