Building powerful people
-
Upload
bridge-training-and-events -
Category
Business
-
view
257 -
download
0
Transcript of Building powerful people
![Page 1: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/1.jpg)
![Page 2: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/2.jpg)
Building Powerful PeopleLook
FeelSo
und
![Page 3: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/3.jpg)
Powerful People• Purpose• Energy• Structure• Change Orientation• Individual Presence• Enablement• Consideration• Warmth
![Page 4: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/4.jpg)
The Mindset of The Powerful Auditor
Are Powerful Are Powerful People Born or People Born or are they Made?are they Made?
![Page 5: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/5.jpg)
The Mindset of the Powerful Auditor
![Page 6: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/6.jpg)
The Mindset of the Powerful Auditor
• Legitimate
• Coercive
• Reward
• Goodwill
• Expert
• Information
• Connection
Positional Power Personal Power
![Page 7: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/7.jpg)
Your Personal Power Living Brand The Bridge 3 of 3
•Create 3 Brand Words
• Outline 3 actions to bring these words ALIVE
![Page 8: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/8.jpg)
Meeting Masters
Becoming a Tri-Communicator
•Visual •Auditory•Kinaesthetic
![Page 9: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/9.jpg)
Exercise In pairs:• Each person is to come up with the last three major
purchases they have made. If possible make one of these a service.
• Looking at the VKA (Visual, Auditory, Kinaesthetic) – what attracted you to the product.
• Now take a few of your recent clients and the interaction you had with them. Knowing them the way you do now – what is the best approach to ensure that they respond? What was it about them that helped draw you to this conclusion?
![Page 10: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/10.jpg)
![Page 11: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/11.jpg)
Types of Personality
![Page 12: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/12.jpg)
![Page 13: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/13.jpg)
PerformerPerformer, Connector, Thinker
• Strengths/Attributes – Energetic, friendly, outgoing, entertaining, fun, charismatic, etc
• Weaknesses: - Poor listeners, impatient, low attention span,
• The Customer Experience: - Fun, gets to know them, good rapport, gets entertained, ‘talking to a mate’ etc.
![Page 14: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/14.jpg)
Performer, ConnectorConnector, Thinker
• Strengths/Attributes – Rapport building, listening skills, getting quickly to the heart of a business, empathy and genuine interest
• Weaknesses: meeting can overrun lack of structure and may get a little too personal
• The Customer Experience: - Great rapport, feels valued, understood and cared about
![Page 15: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/15.jpg)
Performer, Connector, ThinkerThinker• Strengths/Attributes – Problem-solver,
methodical, systematic, great at solving the issue right first time etc
• Weaknesses: Voice can sound flat/monotone, dry, lack of rapport and genuine interest in the customer etc.
• The Customer Experience: I don’t feel like a person – more like an object or number! I feel disengaged due to lack of empathy and support
![Page 16: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/16.jpg)
Exercise FiveIn groups of three or four – it is your chance to become one of the three. First in your group your task will be to set out your case why you specific type is the best communication style.
Following this and in a clockwise motion each group is to visit the other teams and critique why that communication style would not work for them.
![Page 17: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/17.jpg)
Research into what makes a great experience in a meeting – top three answers.•‘The person was relaxed, fun and was a real person.’•‘The person made me feel valued and honestly cared about my situation.’ •‘The person was fast, efficient and got straight to the point.’
![Page 18: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/18.jpg)
INVESTOR’S INVESTOR’S CLUBCLUB
THTHEE
![Page 19: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/19.jpg)
What are your clients saying....
1. You are increasing your pricing, so why do we have to pay for your mistakes?
2. We are paying for all your elaborate entertainment, sponsorship and bad lending - this is not right so what are you going to do about it?
3. We had to bail you out...so where is the support for the SME market?
4. How can you justify the fee rising to X?5. RBS is in a mess - why should I be banking with you?
![Page 20: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/20.jpg)
Exercise TwoIn pairs discuss:
• What have your clients been saying in the current climate? Positive and Negative
• Come up with a list of three or four negative comments you have received towards you or the audit function?
![Page 21: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/21.jpg)
WHAT DO YOU WHAT DO YOU SAY NEXT ! ! ! !SAY NEXT ! ! ! !
![Page 22: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/22.jpg)
Past ReactiveProblem
Future Proactive Solution
Meeting Masters
![Page 23: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/23.jpg)
The consultant auditor = Wants x Needs x Support
The 80 / 20 Rule
The Consultant Auditor
What do others want?
What do others need?
How can I
support them?
The Consultant
Auditor
![Page 24: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/24.jpg)
Rules of Engagement
The Consultative Audit • What does the person you are meeting want to get
out of the audit?• Understanding the role of expectations lines• What will they need to do in order to achieve that?• How can you support them on that journey?
![Page 25: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/25.jpg)
‘The Conversation Cycle’
![Page 26: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/26.jpg)
![Page 27: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/27.jpg)
Closed Question
The Audit Trail Effective Questions
Open Question
TED
Hypothetical / ReflectiveQuestion
Closed Question
Open Question
TED
Hypothetical / ReflectiveQuestion
![Page 28: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/28.jpg)
Effective Questioning
![Page 29: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/29.jpg)
Dealing With Different Behaviours - Role Plays
![Page 30: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/30.jpg)
Think Win-WinCo
nsid
erat
ion
Courage
Win-WinLose-Win
Lose-Lose Win-LoseI get my way,
you don’t get yours
Go ahead, have it your way
If you talk to me likethat, I won’t
help you!
What will work for both of us?
![Page 31: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/31.jpg)
Think Win-WinThe 6 paradigms to human interaction
![Page 32: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/32.jpg)
The Wheel of Misfortune in Meetings
![Page 33: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/33.jpg)
The time has come - Closing Tips
Closing Meeting
Assumptive
Small Point
Direct Alternative
![Page 34: Building powerful people](https://reader036.fdocuments.in/reader036/viewer/2022062522/5881edae1a28ab36088b7731/html5/thumbnails/34.jpg)
Action Plan