Crest Dynamics Newsletter May 2021

Crest Dynamics Management Consultancy PLT

A HRDF Registered Training Provider LLP0003452LGN

Official Newsletter of Crest DynamicsMid-May 2015 May 2021

Leadership: Leader vs. Manager Part 8 of 8

Sales: Using Power Questions & Statements When Prospecting

If you are tasked with prospecting (either virtually THEY ARE NOT:
or face-to-face), chances are you have had many
rebuffs and snubs from companies and buyers • About you
who simply don’t know how great you are and how • About your product or service
beneficial to them you would be. Well, it’s their
loss. The buyer is not interested. They are only
interested in their business and improving it in
But how can you increase your chances of cutting some way (saving money, increasing productivity
through the noise and getting to the heart of the or efficiency, reducing costs, making profit, etc,
buyer and their decision-making process? etc)

Here are some tips: Secondly, think of POWER questions that you
can use. These are questions that…
Firstly, think of POWER statements you can
make. These are statements that… • Make the buyer stop and think for a moment
or two before answering
• Build your immediate credibility with the
person • Show them you have done your research on
them
• Make the buyer stop and think for a moment
• Highlight results you’ve obtained with other • Differentiate you from your competitors
• Create a sense of curiosity in where the
clients
• Pinpoints the specific challenges the buyer conversation is going
• Are client and buyer-centered, not about you
and their company are facing
• Are memorable and easy to apply to their or your products

business Prepare these statements and questions before
you even consider picking up the phone or making
Statements like these need to be personalised to the visit. Without them, you risk sounding like
their business and create interest to take the every other salesperson and not standing out in
discussions further. any way.

© Sean McPheat

Selling Psychology: Connecting the Heart and Brain

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Human Resource: You Say You Care ……. But

Do you possess a high degree of empathy? To showcase your empathy, communicate your
Answer these three questions: willingness to heed others’ feelings. Respond by
saying, “That must really be tough for you” or “It
1. When a colleague opens up to you and shares a sounds like you’re under stress. Tell me more
painful experience, do you try to lighten the about it.”
moment?
Resist the urge to compare someone’s experience
2. When a colleague seems upset with you, do you to your own. People who reveal their emotional
defend yourself? state may not want to learn about your emotions;
instead, they may prefer to confide in a trustworthy
3. If someone shares an anecdote (about their sounding board—an attentive ally who listens
weekend, a speech they gave last week, etc.), do without judgment.
you respond by telling an anecdote as well?
Above all, do not attempt to minimize another
Any “yes” answers are a red flag, indicating a lack person’s travails. Replying, “That’s nothing
of empathy despite your best intentions. compared to what I went through…” will
undermine the relationship.
Truly empathetic listeners have a high tolerance
for absorbing others’ sadness and emotional Avoid responding with empathy-killing phrases
struggles. They don’t run from others’ expressions such as, “At least you…” or “It could be worse…”
of pain; instead, they focus on understanding how Tell yourself, “It’s not about me” so that you
others feel and what they are going through. remain attuned to the speaker’s feelings.

Lean Enterprise: Takt Time

The available production time divided by customer demand. For example, if a widget factory
operates 480 minutes per day and customers demand 240 widgets per day, takt time is two
minutes. Similarly, if customers want two new products per month, takt time is two weeks. The
purpose of takt time is to precisely match production with demand. It provides the heartbeat of a
lean production system.
Takt time first was used as a production management tool in the German aircraft industry in the
1930s. (Takt is German for a precise interval of time such as a musical meter.) It was the interval at
which aircraft were moved ahead to the next production station. The concept was widely utilized
within Toyota in the 1950s and was in widespread use throughout the Toyota supply base by the
late 1960s. Toyota typically reviews the takt time for a process every month, with a tweaking review
every 10 days.

Leadership Education And Development

With us, you can build your training from scratch because everything is
customizable: the agenda, delivery period, course type, training level
depending on participants’ experience, and platforms.
When you have the right custom training partner, you get more than
just a good training. Contact us for details.





Leadership: It’s More Than A Skill-set

More is written about and more time and money Mindset
are spent on leadership development and Mindset can be defined as: a habitual or
leadership effectiveness than ever. The reasons characteristic mental attitude that determines how
are many, and yet the results often fall far short of you will interpret and respond to situations. Our
the hopes and expectations of those involved. mindset — our attitude and how we interpret the
While leadership and leadership development are world — creates our thoughts, and those thoughts
complex, I believe there is a fundamental reason drive our actions. If we don’t align our mindset with
why there is so much frustration and a prevailing the skills we want to employ (or teach others),
sense of futility around building greater leadership there is virtually no chance of learning those skills.
effectiveness.
While there isn’t a specific set of “right” mindsets
Most all of what is written about leadership is for leadership effectiveness, there are certainly
focused on skills – and with good reason. There many that can positively impact how successful a
are skills that will encourage others to follow, leader will be – and how likely they will use the
allowing leaders to be more successful. skills that support greater success. If we leave out
mindset, you can see that skills won’t be enough.
Unfortunately, that is an oversimplification.
Skillset
And when you try to over simplify something I don’t mean to send a message that skills don’t
complex, things will be missing – and things won’t matter to achieve leadership effectiveness. Of
work. course skills matter – they just aren’t the entire
picture. As a leader, you must have a clear list of
One complicating fact is that while we often think the skills you need to build and develop to
we are teaching (or learning) skills, we are only succeed. There are many lists of leadership skills.
teaching (or gaining) knowledge. Skills only come The power isn’t in finding the perfect list, but rather
with practice and use. Skills can’t be developed in prioritizing the list for you as a leader. Each
solely from a classroom, a video, a book, or a blog leader must know what skills they want and need
post. to develop. Without this focus, and without
realizing that leadership requires our on-going skill
We aren’t just missing the mark in transferring development, we can’t succeed at a level
skills though. Because even if we get the skills anywhere close to our potential.
part right, more is missing. Specifically, what Habitset
comes before the skill and what it takes for the You do hundreds of things each day
skill to take hold. subconsciously – without thinking. And as leaders,
we all do the same thing all day long. We have
The Remarkable 3 habits for how we do many things, and they aren’t
If it takes more than skills, what else does it take? all likely serving us as well as they could. The
I call these three components The Remarkable 3 – simple fact is learning a new skill (or improving an
because when you have all three working existing one) requires a change of habit. In order
together, you have the best chance to become the to be a better leader, we must look at our habitset,
remarkable leader you were born to be. Let’s talk and learn how to alter it so we can get the better
about each one briefly. results we desire.

© Kevin Eikenberry

“My main job was developing talent. I was a gardener providing water
and other nourishment to our top 750 people. Of course, I had to pull

out some weeds, too.” — Jack Welch

Inspiring Story: Light-up The Faces of Others

Two boys walked down a road that led through a
field. The younger of the two noticed a man
working hard in the fields of his farm. His clothes
were all stacked neatly off to the side.

The boy looked at his older friend and said, “Let’s
hide his shoes so when he comes from the field,
he won’t be able to find them. Let’s enjoy his
expression!” The boy laughed.

The older of the two boys thought for a moment
and said, “The man looks poor. See his clothes?
Let’s do this instead: Let’s hide a silver dollar in
each shoe and then we’ll hide in these bushes and
see how he reacts to that, instead.”

The younger companion agreed to the plan and
they placed a silver dollar in each shoe and hid
behind the bushes. After some time, the farmer
came in from the field, tired and worn. He reached
down and pulled on a shoe, immediately feeling
the money under his foot.

With the coin now between his fingers, he looked around to see who could have put it in his shoe. But
no one was there. He held the dollar in his hand and stared at it in disbelief. Confused, he slid his other
foot into his other shoe and felt the second coin. This time, the man was overwhelmed when he
removed the second silver dollar from his shoe.

Thinking he was alone, he dropped to his knees and offered a verbal prayer that the boys could easily
hear from their hiding place. They heard the poor farmer cry tears of relief and gratitude. He spoke of
his sick wife and his boys in need of food. He expressed gratitude for this unexpected prize from
unknown hands.

After a time, the boys came out from their hiding place and slowly started their long walk home. They
felt good inside, a sense of satisfaction that their simple act could make a person extremely happy.

We all come across poor people like this farmer working hard along the roads of our lives. Their
challenges might not be known to us. But their faces often tell a story of pain. We have opportunities to
hide shoes or hide silver dollars to make a difference in their lives.

Training Programs HRDFSBL

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