prefrr

Listen / Ignore For sales professionals and consultants

“Most people do not listen with the intent to understand; they listen with the intent to reply.” Stephen Covey wrote in The 7 Habits of Highly Effective People

How to listen better

Dedicated LISTEN self-assessment examining six key listening elements:

1) Learn;
2) Identify;
3) Self;
4) Time;
5) Encourage;
6) Next.

Includes tips for how to improve.

The impact of coginitive

Video-byte explaining cognitive bias with examples of common biases that impact listening.

Listen and question - you need to do both!

Micro-learning to improve questioning skills. Broaden your range of questions using SHAPE Questioning.

Ask more, listen more, learn more.

Video-bytes explaining SHAPE Questioning. SHAPE is a flexible questioning approach that drives engaging, two-way conversations.

Big Picture/ Detail For sales professionals and consultants

Step back and see opportunities Video-byte introducing Levels of Thinking; a useful framework to help you step-back from day-to-day tactics and consider the bigger picture.

Broaden your view Article (need to write it) introducing PEST analysis and micro-learning to confirm understanding. PEST is a well-known framework, under-utilised in business, that considers multiple macro-environmental factors to stimulate new thinking and new opportunities.

Be curious and ask better questions Micro-learning to improve questioning skills. Broaden your range of questions using SHAPE Questioning.

Video-bytes explaining SHAPE Questioning. SHAPE is a flexible questioning approach that includes two questions types: Adjust and Paint that drive consideration of the bigger picture.

Add some spice to your questions Article to introduce Spicy Questions and micro-learning to confirm understanding of the different question types. The seven types of Spicy Question can be very helpful in stimulating the different perspectives that often lead to new opportunities.

My best / Better than you For sales professionals and consultants

Beware strong technical relationships Micro-learning and assessment tool to assess and understand the implications of different relationship types. Where the technical relationship component is dominant, relationships can become competitive and sales are sub-optimal as a result.

Video-byte explaining the implications of technical relationships.

Focus on others Video-byte and micro-learning explaining Value Sheets. Value sheets are helpful in driving a focus on the needs and goals of others. A good tool for those who like to compete and those who may be self-absorbed.

It’s about the value Video-bytes and micro-learning to better position your ideas, products and services. High scorers beware, constantly saying that you're the best is not enough.

Learn to listen better Article and self-assessment (with tips for improvement) focused on the key skill of listening. High scorers can be impatient listeners.

Free flowing / Organized For sales professionals and consultants

Structured and flexible discussions Video-bytes and micro-learning introducing a 3-part structure for framing discussions or topics within a discussion. I We You provides a loose structure that helps free-flowing people be more organized and prevents organized people from being too rigid.

Structured and flexible questioning Micro-learning to improve questioning skills. SHAPE provides a framework for building a strong understanding of another person’s thinking. Focus-5 directs questions to five key business areas positioning the questioner as curious and commercial.

Video-bytes explaining SHAPE Questioning.

A structured and flexible discussion-flow template Video-byte and micro-learning explaining how Value Sheets guide Free-flowers towards value to the client and helping organized thinkers be more flexible.

Position ideas with impact Video-bytes and micro-learning introducing a simple structure to help you better position ideas, products and services.

Organized = Technical Micro-learning and assessment tool to assess and understand the implications of different relationship types. Low scorers tend to have technical relationships.

Video-byte explaining the implications of technical relationships.

Feelings/ Facts For sales professionals and consultants

Listen and signal empathy Cool, logical people who score low on Feelings / Facts are not always the best listeners. Self-assessment (with tips for improvement) focused on the key skill of listening.

A balanced approach to questioning

Micro-learning to improve questioning skills. SHAPE Questioning comprises five types of question.
This variety helps target facts and underlying feelings.

Video-bytes explaining SHAPE Questioning.

Balancing the fact and feeling parts of conversations Video-byte and micro-learning explaining how Value Sheets help to guide balanced conversations between today’s challenges (typically based on current facts) and future desired goals (which often contain a feeling component).

Your needs / My needs For sales professionals and consultants

First impressions Video-bytes and micro-learning exploring how to frame client/customer conversations and signal a focus on the other person’s agenda and interests, not our own.

Be curious Micro-learning to improve questioning skills. Demonstrates an interest in the other person and their needs. SHAPE is a flexible questioning approach that drives engaging, two-way conversations.

Video-bytes explaining SHAPE Questioning.

The power of good listening Article 'Are you really listening' and self-assessment (with tips for improvement) focused on the key skill of listening.

Focus on value Video-byte and micro-learning explaining how Value Sheets aid a focus on value – primarily to the other person.

Stand in the other person’s shoes Video-bytes and micro-learning to better position your ideas, products and services. N-F-B drives a strong focus on the other person’s needs and the benefit to them of any help you can provide.

Trust / Control For sales professionals and consultants

Trusted “Partner” Relationships Many professionals have relationships with a strong technical component. However, expertise does not equal trust. Micro-learning and assessment tool to assess and understand the implications of different relationship types.

Elements of Trustworthiness Infographic explaining the key elements of trustworthiness.

Tips for building trust Video-byte including practical tips for how to build trust.

The Trusted Advisor book Excellent book explaining how to become a trusted advisor. Especially useful for any kind of consultant.

Opportunity / Fear For sales professionals and consultants

Dr Neil Rackham, academic and leading author (SPIN Selling) on sales methodologies, commented as long ago as 2006 that:

“Today, the most dynamic growth opportunities come from divergent offerings. Salespeople following problem-based models often fail to uncover opportunities until very late in the call – if at all.
What is needed is an approach that encourages discussion of opportunities much earlier in the sales process.“

The power of good questioning Asking a range of questions using SHAPE builds a more complete picture of any situation. SHAPE helps more cautious people to see opportunities and more opportunistic people to see risks.

Video-bytes explaining SHAPE Questioning.

Opportunity and value focused conversations Video-byte and micro-learning introducing Value Sheets. Value Sheets drive a greater focus on uncovering future desired outcomes and the value that results (as opposed to focusing on fixing current problems).

Step back and see opportunities Video-byte introducing Levels of Thinking; a useful framework to help you step-back from day-to-day tactics and consider the bigger picture.

Broaden your view Article introducing PEST analysis and micro-learning to confirm understanding. PEST is a well-known framework, under-utilised in business, that considers multiple macro-environmental factors to stimulate new thinking and new opportunities.

Add some spice to your questions Article to introduce Spicy Questions highlighting the different question types. The seven types of Spicy Question can be very helpful in stimulating the different perspectives that often lead to new opportunities.

Tips on brainstorming Guidance on how to brainstorm effectively – it isn’t as easy as you might think and a poor brainstorming process leads to poor brainstorming.

A better brainstorming approach! Guidance on Idea-storming, a great approach for generating a large, diverse and inclusive range of views in a very short time.

Brainstorming For sales professionals and consultants

Brainstorming is not as easy as many people think. The next time you are asked to brainstorm, watch what happens. More often than not, one person puts out an idea, then the whole group discusses the idea, clarifying it and critiquing it. That is definitely not the way to brainstorm.

Below are some suggested basic rules for good brainstorming. Some are critical, some less so.

Critical for success:

No critique and very limited explanation. Analysis is death to brainstorming.
No idea is too crazy.
Aim for quantity of ideas. Quality comes later.
Welcome any and every contribution.
If you are writing on a flipchart, do not re-word ideas. Write it as it was said.

Helpful for success:

Try to involve everyone – see Idea-Storming.
Build on ideas to generate energy and excitement.
Don’t rush the process.
Adopt different perspectives.
Guard against cognitive bias.

Idea-Storming For sales professionals and consultants

Idea-Storming is a good way for groups to brainstorm and typically surfaces a large, diverse and inclusive range of views in a very short time.

Contrast Idea-Storming with the all too typical traditional discussion where one person (often the most senior) explains their thoughts.
Then the next person adds their thoughts.
Then the third person critiques and refines.
Then everyone else zones out….

And an hour later the discussion ends with just a few people having contributed (the ones who like their ideas to be heard) and no breakthrough.

It works like this:

Given a topic, each person is given 3 minutes to note down their thoughts on that topic.
They then share those views with one other person and combine their thoughts. Again 3 minutes max.
Optionally, these views are then discussed within a small group of 4-6 and a prioritised list of views is produced. 5 minutes allowed.
These views are shared with the whole, larger groups.

Thus, within 6-11 minutes a prioritized list of views is produced that includes the input of the whole group.

Idea-Storming relies on the numbers present in the whole-group to surface the broad-range of ideas that otherwise would take much longer to arrive at.

Idea-Storming also limits the potential for one or more individuals to dominate and for people to disengage.

prefrr

Listen / Ignore For sales professionals and consultants

“Most people do not listen with the intent to understand; they listen with the intent to reply.” Stephen Covey wrote in The 7 Habits of Highly Effective People

How to listen better

Dedicated LISTEN self-assessment examining six key listening elements: 1) Learn; 2) Identify; 3) Self;4) Time; 5) Encourage; 6) Next. Includes tips for how to improve.

The impact of coginitive

Video-byte explaining cognitive bias with examples of common biases that impact listening.

Listen and question - you need to do both!

Micro-learning to improve questioning skills. Broaden your range of questions using SHAPE Questioning. Ask more, listen more, learn more.

Video-bytes explaining SHAPE Questioning. SHAPE is a flexible questioning approach that drives engaging, two-way conversations.

Big Picture/ Detail For sales professionals and consultants

Step back and see opportunities Video-byte introducing Levels of Thinking; a useful framework to help you step-back from day-to-day tactics and consider the bigger picture.

Broaden your view Article (need to write it) introducing PEST analysis and micro-learning to confirm understanding. PEST is a well-known framework, under-utilised in business, that considers multiple macro-environmental factors to stimulate new thinking and new opportunities.

Be curious and ask better questions Micro-learning to improve questioning skills. Broaden your range of questions using SHAPE Questioning.

Video-bytes explaining SHAPE Questioning. SHAPE is a flexible questioning approach that includes two questions types: Adjust and Paint that drive consideration of the bigger picture.

Add some spice to your questions Article to introduce Spicy Questions and micro-learning to confirm understanding of the different question types. The seven types of Spicy Question can be very helpful in stimulating the different perspectives that often lead to new opportunities.

My best / Better than you For sales professionals and consultants

Beware strong technical relationships Micro-learning and assessment tool to assess and understand the implications of different relationship types. Where the technical relationship component is dominant, relationships can become competitive and sales are sub-optimal as a result.

Video-byte explaining the implications of technical relationships.

Focus on others Video-byte and micro-learning explaining Value Sheets. Value sheets are helpful in driving a focus on the needs and goals of others. A good tool for those who like to compete and those who may be self-absorbed.

It’s about the value Video-bytes and micro-learning to better position your ideas, products and services. High scorers beware, constantly saying that you're the best is not enough.

Learn to listen better Article and self-assessment (with tips for improvement) focused on the key skill of listening. High scorers can be impatient listeners.

Free flowing / Organized For sales professionals and consultants

Structured and flexible discussions Video-bytes and micro-learning introducing a 3-part structure for framing discussions or topics within a discussion. I We You provides a loose structure that helps free-flowing people be more organized and prevents organized people from being too rigid.

Structured and flexible questioning Micro-learning to improve questioning skills. SHAPE provides a framework for building a strong understanding of another person’s thinking. Focus-5 directs questions to five key business areas positioning the questioner as curious and commercial.

Video-bytes explaining SHAPE Questioning.

A structured and flexible discussion-flow template Video-byte and micro-learning explaining how Value Sheets guide Free-flowers towards value to the client and helping organized thinkers be more flexible.

Position ideas with impact Video-bytes and micro-learning introducing a simple structure to help you better position ideas, products and services.

Organized = Technical Micro-learning and assessment tool to assess and understand the implications of different relationship types. Low scorers tend to have technical relationships.

Video-byte explaining the implications of technical relationships.

Feelings/ Facts For sales professionals and consultants

Listen and signal empathy Cool, logical people who score low on Feelings / Facts are not always the best listeners. Self-assessment (with tips for improvement) focused on the key skill of listening.

A balanced approach to questioning

Micro-learning to improve questioning skills. SHAPE Questioning comprises five types of question.This variety helps target facts and underlying feelings.

Video-bytes explaining SHAPE Questioning.

Balancing the fact and feeling parts of conversations Video-byte and micro-learning explaining how Value Sheets help to guide balanced conversations between today’s challenges (typically based on current facts) and future desired goals (which often contain a feeling component).

Your needs / My needs For sales professionals and consultants

First impressions Video-bytes and micro-learning exploring how to frame client/customer conversations and signal a focus on the other person’s agenda and interests, not our own.

Be curious Micro-learning to improve questioning skills. Demonstrates an interest in the other person and their needs. SHAPE is a flexible questioning approach that drives engaging, two-way conversations.

Video-bytes explaining SHAPE Questioning.

The power of good listening Article 'Are you really listening' and self-assessment (with tips for improvement) focused on the key skill of listening.

Focus on value Video-byte and micro-learning explaining how Value Sheets aid a focus on value – primarily to the other person.

Stand in the other person’s shoes Video-bytes and micro-learning to better position your ideas, products and services. N-F-B drives a strong focus on the other person’s needs and the benefit to them of any help you can provide.

Trust / Control For sales professionals and consultants

Trusted “Partner” Relationships Many professionals have relationships with a strong technical component. However, expertise does not equal trust. Micro-learning and assessment tool to assess and understand the implications of different relationship types.

Elements of Trustworthiness Infographic explaining the key elements of trustworthiness.

Tips for building trust Video-byte including practical tips for how to build trust.

The Trusted Advisor book Excellent book explaining how to become a trusted advisor. Especially useful for any kind of consultant.

Opportunity / Fear For sales professionals and consultants

The power of good questioning Asking a range of questions using SHAPE builds a more complete picture of any situation. SHAPE helps more cautious people to see opportunities and more opportunistic people to see risks.

Video-bytes explaining SHAPE Questioning.

Opportunity and value focused conversations Video-byte and micro-learning introducing Value Sheets. Value Sheets drive a greater focus on uncovering future desired outcomes and the value that results (as opposed to focusing on fixing current problems).

Step back and see opportunities Video-byte introducing Levels of Thinking; a useful framework to help you step-back from day-to-day tactics and consider the bigger picture.

Broaden your view Article introducing PEST analysis and micro-learning to confirm understanding. PEST is a well-known framework, under-utilised in business, that considers multiple macro-environmental factors to stimulate new thinking and new opportunities.

Add some spice to your questions Article to introduce Spicy Questions highlighting the different question types. The seven types of Spicy Question can be very helpful in stimulating the different perspectives that often lead to new opportunities.

Tips on brainstorming Guidance on how to brainstorm effectively – it isn’t as easy as you might think and a poor brainstorming process leads to poor brainstorming.

A better brainstorming approach! Guidance on Idea-storming, a great approach for generating a large, diverse and inclusive range of views in a very short time.

Brainstorming For sales professionals and consultants

Idea-Storming For sales professionals and consultants

Dedicated LISTEN self-assessment examining six key listening elements:

1) Learn;
2) Identify;
3) Self;
4) Time;
5) Encourage;
6) Next.

Includes tips for how to improve.

Micro-learning to improve questioning skills. Broaden your range of questions using SHAPE Questioning.

Ask more, listen more, learn more.

Micro-learning to improve questioning skills. SHAPE Questioning comprises five types of question.
This variety helps target facts and underlying feelings.