Events for 10/4 thru 10/8/2010

Hi, Everyone!

Here’s the latest events update for ChangeWorks and MasterStream:

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Next Week’s Events —

“ChangeWorks Forum” —

Monday, October 4th from 3PM to 4PM EST. During this call, we have a very interesting group profile to review. This program is open to all current students and graduates of the ChangeWorks program. To register, follow this link:

https://www2.gotomeeting.com/register/754824587

“ChangeWorks Practitioner Webinar Series” —

Wednesday, October 6th from 11AM to 1PM EST, we will continue our 6-week ChangeWorks Practitioner webinar series. The program is open to newly-enrolled candidates as well as all graduates of the ChangeWorks program. If you are a new student and would like to enroll in the program, it’s not too late to get started. Please contact Linda at 704-987-6500. If you have already graduated and would like to repeat the program, register at this link:

https://www2.gotomeeting.com/register/150637362

“Gold Team Teleconference” —

Thursday, October 7th from 11AM to 12PM EST. During this call, I will present the Oracle of the Self. This program is open exclusively to members of the Gold Team. To register, follow this link:

https://www2.gotomeeting.com/register/534038706

“MasterStream:Essentials Webinar Series” —

Thursday, October 7th from 3PM to 5PM EST, we will complete our 2-week MasterStream sales training program for all human development professionals. The next offering of the program will be held  beginning October 19th. To learn more or register for the program, please follow this link:

MasterStream:Essentials Webinar Series

As always, our webinars are recorded for those of you who are unable to attend the live call. If you would like to receive a link to the recording for any call you cannot make, BE SURE TO REGISTER FOR THE CALL and the system will automatically notify you by email when the recording is ready.

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— Upcoming ChangeWorks & MasterStream Training Events —

“ChangeWorks Practitioner Webinar Series” —

Wednesday, November 10th from 11AM to 1PM EST, we will begin our next 6-week ChangeWorks Practitioner webinar series. The program is open to newly-enrolled candidates as well as all graduates of the ChangeWorks program. If you are a new student and would like to enroll in the program, please contact Linda at 704-987-6500. If you have already graduated and would like to repeat the program, register at this link:

https://www2.gotomeeting.com/register/124023602

“MasterStream:Essentials Webinar Series” —

Tuesday, October 19th from 3PM to 5PM EST, we will begin our next 2-week MasterStream sales training program for all human development professionals. This program is available to all members of the professional community for a fee of $69. (The program is a FREE benefit for all members of the Silver & Gold Teams — please call or email Misty for the GoToWebinar link.). To register, please follow this link:

MasterStream:Essentials Webinar Series

“ChangeWorks Practitioner Weekend Retreat” —

Thursday, December 2nd thru Saturday, December 4th from 9AM to 5PM EST each day, we will conduct a 3-day ChangeWorks Practitioner weekend retreat. For more information, please contact Linda Napier at 704-987-6500.

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— Upcoming Special Events —

“ASTD Charlotte” —

Wednesday, December 1st, I will present “ChangeWorks for Human Development Professionals” at the 2010 Day of Learning in Charlotte, NC. For more information, visit the Charlotte ASTD website:

http://www.astdcharlotte.org/article.html?aid=242

If you know of an event that would be a good opportunity for me to introduce ChangeWorks and MasterStream to the professional community, please give Linda a call at 704-987-6500.

-T-

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Using the Right Skill Set

Hi, Everyone!

Here’s another article I recently wrote as part of our MasterStream:Essentials outreach program:

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Mission-Critical Issue #3

Using the Right Skill Set for the Job at Hand
The major reason why you’re not getting the clients you want.

Human development professionals are a wonderful group of people, dedicated to helping others achieve the outcomes they want most.

To prepare themselves for the work they do, they’ve devoted tremendous amounts of their time and money to completing their education and developing their skills, routinely investing hundreds of hours and tens of thousands of dollars.

While those skills make them excellent providers of their services, they do NOT generally help them get the clients they need. In fact, many of the skills vital to the work of coaches and consultants actually undermine their success when it comes to the sales process.

Using coaching and consulting skills as substitutes for sales skills is as illogical
as using sales skills as substitutes for coaching and consulting skills.

Different roles require different skill sets — and human development professionals serve at least two roles — as a provider of services to the client and as a sales professional working on their own behalf.

Let’s take a closer look at each of the five “Phases of the Change Process” from the perspective of both you as a provider of services and a sales professional. While the phases may be the same, what you say and how you say it are very different indeed!

Phase 1: Connecting

In your role as a service provider, you begin as you naturally are — as a warm, approachable and friendly person, casual yet professional. Putting your client at ease and creating a safe and comfortable space for them is your focus.

In your role as a sales professional, the conversation begins with a bit more professional detachment. What you say must be more tightly controlled, focused on proving that you understand your prospect’s situation and that you’re capable of helping them.

Phase 2: Analyzing

As a service provider, you ask your clients a variety of question to describe their situations, provoke their thinking, express themselves, and explore options.

As a sales professional, you are on a very deliberate quest to determine whether or not your prospect has a genuine need and the wherewithal to make a decision.

Phase 3: Solving

As a service provider, you facilitate discussions leading to the development of the actual solution to their situation.

As a sales representative, you position yourself as the ideal professional for the prospect to hire, focusing on the solid reasons why your background, approach and personality are the exact match for what they are trying to accomplish. Resisting all temptation to give away what you are hoping to sell — to serve as an unpaid coach or consultant — is of paramount importance.

Phase 4: Committing

As a service provider, you seek a “Commitment in Principle” — an agreement to follow through on the recommendations and action plans developed during the Solving Phase.

As a sales professional, you seek a “Commitment in Fact” — a definitive action of engaging your services.

Phase 5: Relieving

As a service provider, you leave your client with a pleasant and soothing sense of accomplishment.

As a sales professional, you leave your client with an excited, enthusiastic and an eager anticipation of their first session.

Now, go back through the phases and read just the paragraphs describing the service provider. Is it any wonder that behaving as a service provider when selling your services is less likely to result in a new client?

On the other hand, read just the paragraphs for the sales professional and see why it’s a much more effective approach.

So, are YOU relying more on your coaching and consulting skills or your sales skills when converting inquiries into clients?

-T-

Dispelling the Marketing Myth

Hi, Everyone!

Here’s an article I recently wrote for our MasterStream:Essentials outreach program —

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Mission-Critical Issue #2

Dispelling the Marketing Myth
Understanding the difference between marketing and sales.

There seems to be some confusion …

A great many human development professionals believe their marketing efforts will bring them clients.

They are mistaken.

The purpose of marketing is to generate inquiries about your services.

Marketing includes an enormously wide range of possible approaches and a huge set of tools and techniques:

• Internet marketing, social media, search engine optimization, viral marketing, video and audio marketing, email blasts and batteries …

• Strategic business alliances, elevator pitches, physical networking, sponsorships, trade shows, advertising specialties …

• Branding, image management, public relations, media relations, expert positioning, association affiliations …

• Designing a website, publishing articles and white papers, maintaining a blog, conducting podcasts, and developing advertising campaigns …

SO many ways to market yourself … and those were just the tip of the iceberg!

Regardless of the approaches you’re using, your marketing can only be deemed effective if it generates qualified leads in excess of your capacity to handle the work.

Read that again.

Your marketing results should keep you in the position to pick and choose those opportunities you genuinely want to pursue — and those you will politely set aside. If your marketing isn’t creating a excess of inquiries, you may be forced to try and convert the inquiries you do receive into clients — and that can be a VERY difficult thing indeed.

Bottom line — all marketing approaches can result in inquiries about your products or services — but getting an inquiry and getting a deal are dramatically different things.

The purpose of sales is to convert inquiries into clients.

While low cost, relatively simple products can sometimes be sold as a direct result of a well-crafted brochure or webpage, the majority of human development professionals offer a much more robust menu of programs, products and services. Things like books and low-cost seminars can easily be purchased without the assistance of a professional, but the REAL things you want to sell will almost always require you to have a conversation with your prospect.

Once you find yourself in a conversation with a prospect, your marketing has done its job and it time for SALES to become your primary focus. Sadly, very few human development professionals are naturally gifted with an ability to sell — and the majority have little or no sales experience and virtually no true sales training.

Sales conversations can be divided into a number of phases, each with its own set of objectives. Some of the phases may resonate well with your personality and business philosophy while others may feel alien, unnatural and downright scary!

So the mere thought of selling can be terrifically unpleasant.

Mind you, sales doesn’t HAVE to be that way — but traditional sales approaches, filled with exploratory probes, trial closes, and objection handlers can feel manipulative and incongruent with what you’re all about. It’s no wonder human development professionals struggle in their role as their own salesperson.

Yes, in order to be successful you must market yourself — and even if your marketing efforts are working well, there’s no guarantee that you’ll end up with a client. Sooner or later, far more often than not, a sales conversation must occur — and you must find a way to become comfortable with that fact, develop the skills you need and apply them effectively. If you lack sales skills and proficiency in using them, even an ideal situation can be destroyed.

So, do you have a marketing problem, sales problem or both?

-T-

Events for 9/27 thru 10/1/2010

Hi, Everyone!

Here’s the latest events update for ChangeWorks and MasterStream:

___________________________________

Next Week’s Events —

“ChangeWorks Forum” —

Monday, September 27th from 3PM to 4PM EST. During this call, we have an updated Comprehensive Adjective Map to share with all of you. This program is open to all current students and graduates of the ChangeWorks program. To register, follow this link:

https://www2.gotomeeting.com/register/437509210

“ChangeWorks Practitioner Webinar Series” —

Wednesday, September 29th from 11AM to 1PM EST, we will begin a 6-week ChangeWorks Practitioner webinar series. The program is open to newly-enrolled candidates as well as all graduates of the ChangeWorks program. If you are a new student and would like to enroll in the program, please contact Linda at 704-987-6500. If you have already graduated and would like to repeat the program, register at this link:

https://www2.gotomeeting.com/register/370220842

“Gold Team Teleconference” —

Thursday, September 30th from 11AM to 12PM EST. During this call, I will present the 2007 Basic Business Viability Assessment 4-page report. This is an advanced application we are considering adding to the ChangeWorks System. This program is open to all members of the Gold Team. To register, follow this link:

https://www2.gotomeeting.com/register/686157995

“MasterStream:Essentials Webinar Series” —

Thursday, September 30th from 3PM to 5PM EST, we will begin a 2-week MasterStream sales training program for all human development professionals. This program is available to all members of the professional community for a fee of $59. (The program is FREE for all members of the Silver & Gold Teams — call us directly at 704-987-6500). To register, please follow this link:

MasterStream:Essentials Webinar Series

As always, our webinars are recorded for those of you who are unable to attend the live call. If you would like to receive a link to the recording for any call you cannot make, BE SURE TO REGISTER FOR THE CALL and the system will automatically notify you by email when the recording is ready.

___________________________________

— Upcoming ChangeWorks & MasterStream Training Events —

“ChangeWorks Practitioner Webinar Series” —

Wednesday, November 10th from 11AM to 1PM EST, we will begin our next 6-week ChangeWorks Practitioner webinar series. The program is open to newly-enrolled candidates as well as all graduates of the ChangeWorks program. If you are a new student and would like to enroll in the program, please contact Linda at 704-987-6500. If you have already graduated and would like to repeat the program, register at this link:

https://www2.gotomeeting.com/register/124023602

“MasterStream:Essentials Webinar Series” —

Tuesday, October 19th from 3PM to 5PM EST, we will begin our next 2-week MasterStream sales training program for all human development professionals. This program is available to all members of the professional community for a fee of $69. (The program is FREE for all members of the Silver & Gold Teams — you will receive a 100% OFF coupon from Linda soon). To register, please follow this link:

MasterStream:Essentials Webinar Series

“ChangeWorks Practitioner Weekend Retreat” —

Thursday, October 21st thru Saturday, October 23rd from 9AM to 5PM EST each day, we will conduct a 3-day ChangeWorks Practitioner weekend retreat. For more information, please contact Linda Napier at 704-987-6500.

___________________________________

— Upcoming Special Events —

“ASTD Charlotte” —

Wednesday, December 1st, I will present “ChangeWorks for Human Development Professionals” at the 2010 Day of Learning in Charlotte, NC. For more information, visit the Charlotte ASTD website:

http://www.astdcharlotte.org/article.html?aid=242

If you know of an event that would be a good opportunity for me to introduce ChangeWorks and MasterStream to the professional community, please give Linda a call at 704-987-6500.

-T-

Events for 9/20 thru 9/24/2010

Hi, Everyone!

Here’s the latest events update for ChangeWorks and MasterStream:

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Next Week’s Events —

“Building a Career that Matters” Webinar Series —

This series is on hiatus until September 27th. We’ll send out a special announcement when the program continues.

“ChangeWorks Forum” —

Monday, September 20th from 3PM to 4PM EST. During this call, we have a VERY interesting ChangeWorks Group Profile to review. This program is open to all current students and graduates of the ChangeWorks program. To register, follow this link:

https://www2.gotomeeting.com/register/639795187

“ChangeWorks Analyst Development Project” —

This series is on hiatus until September 28th. We’ll send out a special announcement when the program continues.

“Gold Team Teleconference” —

Thursday, September 23rd from 11AM to 12PM EST. During this call, I will present the updated versions of the Quick Reference Guides we spoke about on our last call as well as the core copy for the Oracle of the Self. This program is open to all members of the Gold Team. To register, follow this link:

https://www2.gotomeeting.com/register/509188075

As always, our webinars are recorded for those of you who are unable to attend the live call. If you would like to receive a link to the recording for any call you cannot make, BE SURE TO REGISTER FOR THE CALL and the system will automatically notify you by email when the recording is ready.

___________________________________

— Upcoming ChangeWorks & MasterStream Training Events —

“ChangeWorks Practitioner Webinar Series” —

Wednesday, September 29th from 11AM to 1PM EST, we will begin a 6-week ChangeWorks Practitioner webinar series. The program is open to newly-enrolled candidates as well as all graduates of the ChangeWorks program. If you are a new student and would like to enroll in the program, please contact Linda at 704-987-6500. If you have already graduated and would like to repeat the program, register at this link:

https://www2.gotomeeting.com/register/370220842

“MasterStream:Essentials Webinar Series” —

Thursday, September 30th from 3PM to 5PM EST, we will begin a 2-week MasterStream sales training program for all human development professionals. This program is available to all members of the professional community for a fee of $59. (The program is FREE for all members of the Silver & Gold Teams — you will receive a 100% OFF coupon from Linda soon). To register, please follow this link:

MasterStream:Essentials Webinar Series

“ChangeWorks Practitioner Weekend Retreat” —

Thursday, October 21st thru Saturday, October 23rd from 9AM to 5PM EST each day, we will conduct a 3-day ChangeWorks Practitioner weekend retreat. For more information, please contact Linda Napier at 704-987-6500.

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— Upcoming Special Events —

“Silk Road Institute” —

Thursday, September 16th from 7:30AM to 11:30AM, I will present “MasterStream Precision Sales Techniques” in Charlotte, NC. For more information, visit the SRI website:

http://sri091610.eventbrite.com/?ref=ebtn

“ASTD Charlotte” —

Wednesday, December 1st, I will present “ChangeWorks for Human Development Professionals” at the 2010 Day of Learning in Charlotte, NC. For more information, visit the Charlotte ASTD website:

http://www.astdcharlotte.org/article.html?aid=242

If you know of an event that would be a good opportunity for me to introduce ChangeWorks and MasterStream to the professional community, please give Linda a call at 704-987-6500.

-T-

Lessons from a Car Accident

Hi, Everyone!

I received Dave Miller’s newsletter today, and his lead article really caught my eye! The fact that he has found a message of value for business professionals from a near-catastrophe is truly a testament to his personal tension management skills!

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Lessons from a Car Accident by Dave Miller

The Accident

It was after 10 pm on a Saturday night and my wife, Joanne, was driving my daughter, Lindsey and two friends to a friend’s house for a sleepover.  They were cruising at 40 mph down a back road, one that has very little traffic.

Fear gripped Joanne as another car was suddenly crossing this road in front of her.  Having absolutely no time to react, she screamed, heard the sound of bending metal and shattering glass, and ended up off the road.

Bottom line: both cars were totaled, all air bags were deployed, nobody was hurt (thank God!).   The car Joanne hit was driven by a sixteen year-old boy, Eric, who had his license for only two days.  He had thought the road was clear before he proceeded to cross the intersection (there was a bit of a blind spot, that made the intersection more challenging for an inexperienced driver).  Again, I am grateful that everyone was unhurt.

It’s A Small World

Why am I telling you this story? It’s what happened over the next few days that got me thinking of the power of relationships and connections.  First, we did not know this boy, Eric, who lives in a town about 10 miles away from where the accident occurred.  But a strange set of connections were revealed.  Now stay with me as I walk you through the details.

1) Four days later, Joanne’s boss, Susan, emailed her and asked Joanne about the accident.  The weird thing was that Joanne had not told Susan about the accident because Susan was away on a business trip.  She never had an opportunity.

How did Susan know?  Bear with me, I’ll try to keep this simple.

2) Three days after the accident, we took our son and five of his friends to play paintball for his birthday.  Now keep in mind that this paintball facility was about 15 miles from where the accident occurred. Brian, a teenager, was their guide and referee.

During one of the breaks between rounds, as the kids were reloading, Joanne mentioned to Brian that it had been a tough week because she was in an accident with a sixteen year old driver.  Brian asked, “Was it a blue (he named the make of the car)?”  Joanne said, “Yes, how did you know?”  It turns out that Brian dated Eric’s older sister!

Small world, isn’t it?  But I still haven’t explained how Susan (Joanne’s boss) knew about the accident.

3) Here it is: Brian texted Eric saying, “I’m with Joanne Miller, the woman you hit three days ago.”  Eric received the message on his phone while he was with his friend, Morgan.  Who is Morgan?  Morgan is Susan’s teenage daughter! And even though Eric and Morgan don’t live in the same town or attend the same school, they grew up together and remained friends.

Accidental Networking

Networking is all about making connections.  This was accidental networking.  It can become a spider-web of relationships, but let’s summarize just the path that connect Joanne and Susan around the accident:

Brian – is Joanne’s son’s paintball guide and referee.  He is also Eric’s sister’s ex-boyfriend.

Eric – was in Joanne’s life because his car collided with hers.  He is also Morgan’s good friend.

Morgan – happened to see the text from Brian arrive.  She is also the daughter of  Susan, Joanne’s boss.

Susan – heard about the accident from Morgan and reached out to Joanne.

Now if these kind of connections can be established by accident, what would happen if you became intentional with your networking and sought out to harness the power of the “six degrees of separation.”

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To subscribe to Dave’s newsletter, visit his website:

Business Growth Now

If you’ve enjoyed Dave’s article, please send him an email, or leave a comment here on the blog.

We’re certainly glad that everyone is well, Dave!

-T-

Georgia Coach Association

Hi, Everyone!

This past Saturday, Linda and I were thrilled to present a ChangeWorks Explorientation for members of the Georgia Coach Association in Atlanta. It was wonderful to reconnect with many of our existing ChangeWorks professionals, including: Augusta Nash, Betsy Pickren, Kimberly Jackson, Peggy Titus-Hall, Mark Meredith, Gene Gallivan —  as well as Susan Brown, VP of Programming for GCA and Jodie Charlop, who gave me the singularly most amazing and touching introduction of my career!

With nearly 60 coaches in attendance, we also had a remarkable opportunity to meet dozens of new coaches and introduce them to the principles of tension management and show them how it impacts the work they do with their clients as well as their success at attracting more clients to their practices. Several of them have enrolled in the upcoming ChangeWorks Practitioner training programs and we look forward to welcoming them to our community.

THANK YOU to the GCA for inviting us to share our work with their members!

-T-