Relationship managers journey part 2, cohort 3…

Spent the third day in Leeds with a group of relationship managers for a global banking group, looking at ways to deepen relationships based on a full understanding of customers needs, Both apprciated and unappreciated…

We started by looking at the process to ensure meetings followed a consistent pattern so that consistent results were achieved, before understanding how to flex so that every meeting is unique and focuses on the customers map of the world.

We moved on to look at powerful questioning techniques to get not just the customer’s map but the territory as well, before developing active listening skills to ensure no assumptions are made and nothing gets missed.

We moved on to look at ways to handle objections and achieve win-win situations and finally looked at the Insights discovery model and how it can help us adapt our approach to suit the customer…

Action plans were made throughout and will be added to an online system to monitor progress, I look forward to the final module which follows in 6 weeks time…

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Relationship managers journey part 2, cohort 2…

Spent the second day in Leeds with a group of relationship managers for a global banking group, looking at ways to deepen relationships based on a full understanding of customers needs, Both apprciated and unappreciated…

We started by looking at the process to ensure meetings followed a consistent pattern so that consistent results were achieved, before understanding how to flex so that every meeting is unique and focuses on the customers map of the world.

We moved on to look at powerful questioning techniques to get not just the customer’s map but the territory as well, before developing active listening skills to ensure no assumptions are made and nothing gets missed.

We moved on to look at ways to handle objections and achieve win-win situations and finally looked at the Insights discovery model and how it can help us adapt our approach to suit the customer…

Action plans were made throughout and will be added to an online system to monitor progress, I look forward to the final module which follows in 6 weeks time…

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Relationship managers journey part 2, cohort 1…

Spent the day in Leeds with a group of relationship managers for a global banking group, looking at ways to deepen relationships based on a full understanding of customers needs, Both apprciated and unappreciated…

We started by looking at the process to ensure meetings followed a consistent pattern so that consistent results were achieved, before understanding how to flex so that every meeting is unique and focuses on the customers map of the world.

We moved on to look at powerful questioning techniques to get not just the customer’s map but the territory as well, before developing active listening skills to ensure no assumptions are made and nothing gets missed.

We moved on to look at ways to handle objections and achieve win-win situations and finally looked at the Insights discovery model and how it can help us adapt our approach to suit the customer…

Action plans were made throughout and will be added to an online system to monitor progress, I look forward to the final module which follows in 6 weeks time…

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Insights afternoon…

I spent the afternoon working with two ladies who work for a global pharma company and a colleague looking at ways to use the Insights Discovery Personal Profile to improve communications, manage relationships, improve areas of weakness and manage career progression…

A very big ambition for an afternoon, however a challenge we were all up for. We began by digging into the model to understand how it was constructed, before looking at what this meant for each of us in terms of our approach to tasks and people. This proved very illuminating highlighting some of the reasons behind difficulties and challenges each of us faced.

We moved on to identify some key strengths and the impact they have on our success, we then moved on to look at weakness’s and developed strategies to minimise them.

Finally we began to look at how each of the different personality types interact and created quick ways to identify others styles quickly, before developing strategies to help us adapt our approach effectively.

The afternoon will be followed up by coaching sessions to dig even deeper into the profiles so that their full potential can be leveraged. This will enable some SMART choices to be made to manage relationships and career development.

I great afternoon…

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Insights in Vienna…

I spent the day working with a team of 26 people from a global pharma company, we were looking for ways to communicate even more effectively as a team….

I was assisted by Dee my newest team member who was able to see just how powerful the Insights Discovery Personal profile can be.

We started the day by understanding that everybody has their own unique view of the world, before identifying what exactly makes us all different.

Using the Insights Discovery Personal profile the whole team where able to understand the unique differences, what drives them and most importantly how to work with and play to their strengths instead of focussing on their weaknesses.

We ended by completing a series of team tasks to put our new found understanding into practice.

A very enjoyable and insightful ┬áday…

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