How to increase sales by knowing yourself and your customer

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6a00e54ee3905b8833017d3ceda9fd970cRecently I wrote two blogs about selling using personality type theory – Selling using MBTI Personality Type Theory – Can This Really Work? and What is your Buyer’s Personality Type? This blog will explore selling something to a valuable client in a way that plays to their personality.

I want to stress the importance of having a sales process, and that the intention of combining personality type theory with selling is to reinforce your existing sales process in a way that works best for you rather than to replace it.

To reinforce your sales process by accommodating the customer’s preference you must Continue reading

You can’t hit a target you can’t see and neither can your project manager

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dartboardWorking on large projects as a high performance coach is challenging. I see myself as working with a puzzle where all the pieces need to be put together. Some of the pieces include:

 

  • project governance
  • key results
  • leadership team
  • team health
  • different teams
  • stakeholders
  • programme
  • budget
  • risk and opportunity management
  • quality, systems and processes
  • vision, goals, stretch targets and strategies
  • plant and equipment utilisation
  • sub-contractor management

These are just a few of the key initiatives and inputs that need to be brought together to work together as one.   Total alignment, synergy and all outcome driven to what we are looking to deliver on the path to high performance.

One of the most critical roles in delivering this outcome of total alignment on projects is Continue reading

What is your buyer’s MBTI personality type?

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How-Much-Money-You-Make-Based-on-Your-Personality-ftrRecently I wrote a blog about selling using personality type theory. To further explore selling something to a valuable client in a way that plays to their personality here is a brief overview/refresher of the MBTI.

The MBTI sorts people into 4 areas of preference:

  1. Where they get their energy from and what they focus on – Extraversion (E) or Introversion (I)
  2. How they take in information – Sensing (S) or Intuition (N)
  3. How they make decisions – Thinking (T) or Feeling (F)
  4. How they deal with the world – Judging (J) or Perceiving (P)

An Extravert gains energy from plenty of interaction and thinking aloud as opposed to introverts who could lose energy from the interaction.

“Tell me more about this” vs. Continue reading

Be proud of who you are becoming rather than who you currently are

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effective-project-teamsOne of the most enjoyable aspects of my role is working one on one with clients to develop them as leaders, people and role models.   A lot of the work I do in this space is through the use of the Human Synergistic tools including the Leadership Impact (LI) and the Life Styles Inventory (LSI).

I recently came back from overseas from doing a week of one on one coaching with a leadership team.  I was very excited about going to do these sessions as we had eighteen months ago taken them through their LSI results at the start of the project. Each person went through the process of receiving feedback on how they think and how others see them. This was undertaken one on one in a trusting environment focussed on growth through the provision of appropriate care and candour.

The entire goal of the coaching was to Continue reading

Selling using MBTI personality type theory – can this really work?

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how-to-negotiate-on-a-used-car-salesmanBefore answering this question let’s start by defining selling.

Some say it is an art, others say it’s a process or it’s a way you help people make the decisions to buy something. Others believe it’s the fastest way to get promoted into management due to the highly transferable nature of the skills required to sell effectively.

One of the best salespeople I ever met used to love antagonising other business functions by announcing often “nothing happens in business until somebody makes a sale”…. Continue reading

Are you playing to your strengths? If not, you should be!

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strengths-imageDo you remember the last time you played to your strengths? Do you remember how it made you feel? I do! Whenever I played to my strengths I felt more: empowered, engaged, productive, valued, solution focussed and, importantly, had more positive, creative and innovative moments. Our modern, volatile, highly competitive, and increasingly global fiscal environment is placing enormous pressure on all of us. We are all expected, more than ever, to do more with less, in less time and to an equal or, in most cases, a higher standard. So, it has never been more important than now to play to our strengths, feel those positive feelings, and reap the rewards of the increased innovation and creativity each and every day. Luckily, thanks to the Gallup StrengthsFinder tool, this has never been easier to achieve!

I first experienced Continue reading

Making better hiring decisions: the value of personality testing

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4-Personality-Types-and-How-to-Win-Them-Over-300x300Most businesses have learnt the hard way the full cost of getting hiring decisions wrong. Not only is there the time and expense in finding a replacement for the person who didn’t work out, but the opportunity cost of what the right person could have achieved in the role in the meantime. Add the impact a ‘bad egg’ can have on the morale of the broader team and the full gravity of selection decisions becomes apparent!

The obvious question: how can we get these decisions right? Continue reading

Thinking globally but acting locally

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new zealandI am on a plane coming back from New Zealand.  New Zealand is not a country that has the natural advantages that Australia has.  There are not rich mineral deposits, it is a relatively small population of a little over 4 million people and they have had some real challenges in recent years such as the tragic Christchurch earthquakes that have impacted significantly.  Despite this, they have a thriving economy driven by what appears to be a very competent government, strong private sector investment and confidence in the economy which is palatable.

In terms of BRS, we have been working with our New Zealand clients for more than three years.  I am continually Continue reading

Improving for yourself or others?

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blind%20spotUndertaking any kind of 360° feedback can be scary.  Who wants to look at not only how they rate themselves but what other people really think of them?  That niggling voice in the back of your head might ask “What if everyone hates me?”

Well, chances are they don’t – but you may be surprised with the results. Continue reading

The 18/40/60 phases of approval driven thinking

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john maxwellI read a brilliant insight around approval driven thinking and it’s stages as it relates to your age from John Maxwell in his excellent book called the Five Levels of Leadership.  He discussed in depth how approval driving thinking i.e. the need to please takes you away from being your best you.  He equated the approval stages you go through to certain ages which I have interpreted with my own perspective in the following way: Continue reading