Building Powerful PeopleLook

FeelSo

und

Powerful People• Purpose• Energy• Structure• Change Orientation• Individual Presence• Enablement• Consideration• Warmth

The Mindset of The Powerful Auditor

Are Powerful Are Powerful People Born or People Born or are they Made?are they Made?

The Mindset of the Powerful Auditor

The Mindset of the Powerful Auditor

• Legitimate

• Coercive

• Reward

• Goodwill

• Expert

• Information

• Connection

Positional Power Personal Power

Your Personal Power Living Brand The Bridge 3 of 3

•Create 3 Brand Words

• Outline 3 actions to bring these words ALIVE

Meeting Masters

Becoming a Tri-Communicator

•Visual •Auditory•Kinaesthetic

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?

Types of Personality

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.

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

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

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.

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.’

INVESTOR’S INVESTOR’S CLUBCLUB

THTHEE

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?

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?

WHAT DO YOU WHAT DO YOU SAY NEXT ! ! ! !SAY NEXT ! ! ! !

Past ReactiveProblem

Future Proactive Solution

Meeting Masters

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

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?

‘The Conversation Cycle’

Closed Question

The Audit Trail Effective Questions

Open Question

TED

Hypothetical / ReflectiveQuestion

Closed Question

Open Question

TED

Hypothetical / ReflectiveQuestion

Effective Questioning

Dealing With Different Behaviours - Role Plays

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?

Think Win-WinThe 6 paradigms to human interaction

The Wheel of Misfortune in Meetings

The time has come - Closing Tips

Closing Meeting

Assumptive

Small Point

Direct Alternative

Action Plan