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PEOPLE
- How you interact and attempt to influence during the sales
process
PROCEDURE - How you respond to the rules set by others
PROBLEMS - How you approach objections and challenges
PACE - How you respond to change and activities
______________________________
NEEDS
ASSESSMENT TO DETERMINE HOW TO CUSTOMIZE PROGRAM
Workshops
Retreats Seminars Conferences
Conventions
N
o B u l l. N o H y p
e.
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One of the main
objectives of this program is to help each participant
identify the arenas he or she has responsibility
for or control over in the entrepreneurial process.
We spend 75% of
the time understanding each individual internal world,
getting a better understanding of strengths and vulnerabilities. 25% of the time is
then spent looking outward, understanding the way each participant
interacts with the people around them.
F O C U S
The first half of this seminar program is on the
"people side" of the entrepreneurial pursuit, while the
other half of the program is on the "technical side" --
marketing, branding, reinvention, etc...
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© Copyright, 2007 The
Freeman Institute. All rights reserved. Nothing on
this page may be used without explicit written permission.
Note: Reproduction of any kind, including cutting and pasting,
is strictly prohibited.
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P
R O G R A M O V E R V I E W |
Generic full day version
with appropriate breaks
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Participants share the best part(s) and most challenging
aspect(s) of their jobs (if smaller group). |
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Presenter introduces himself and the purpose of the program. |
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Humorous concepts illustrating the reality that people are
different; predictably different. |
*
Explore the five contributing factors to personal
entrepreneurial
styles:
i. Heredity
ii. Childhood role models
iii. Birth order
iv. Physical characteristics
v. Experiences |
*
How each personality approaches the entrepreneurial process:
i.
Dream
(wonderful excitement, skyrockets at night…)
ii.
Discover
overall purpose of vision (big picture thinking, finding a
mentor...)
iii. Death to a vision (disillusionment...more
questions than answers...)
iv.
Develop
strategic aspects of vision (business plan, financing,
equipment, technology, connecting
with people who can
help…)
v.
Delegate
(systems, protocol, insurance, retirement plans, employees…)
vi.
Disappear
(backing off, letting others fail and/or succeed on their own,
succession…) |
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The differences between power and influence in the
entrepreneurial
process. |
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Emotional pain -- the great modifier of human behavior.
* Johari Window -- How trust and mutual respect are
built up or broken down in an organization. |
*
How personal Blind Spots and Mask effect leadership/
followership styles and teamwork.
* Who's covering your Blind Spot?
* Designing your future
* Branding yourself
* Marketing yourself
* Enhancing your reputation
* Working hard, working smart
* Reinventing yourself |
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Peeling the layers of the onion skin to get to the core
issues:
i. Gender issues
ii. Cultural diversity
iii. Generational influences
iv. Professional status
v. Personality style |
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Administer entrepreneurial style profile material |
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Overview of the universe of the four dominant personality
styles and how each style:
i. Responds to or reacts to
emotional pain
ii. Seeks to control his or her environment
iii. Leads and follows
iv. Makes decisions
v. Communicates
vi. Deals with change
vii. Processes information
vii. Markets and follows up |
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Three main areas where conflict in the entrepreneurial process generally
erupts, combined with
concepts for preventive maintenance -- plus skills for
managing oppositional behavior from client after
it has escalated.
* Inner-Coach vs. Inner-Critic -- Self-coaching techniques |
*
In-depth study of each entrepreneurial personality
i. Major fears
ii. Natural and adaptive styles when confronted
by stress or change
iii. Dynamic drives
iv. Needs-motivated behavior and communication
language
v. Tools for working effectively
with each style
vi. How personal dominant and sub-dominant styles
can compliment vs. cause internal stress
vii. Drawing the best out of others at
work and at home -- lifestyle
change |
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Learning to "read" one's graph. |
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Now what do we do with the information? |
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Time for feedback, personal responses to the accuracy of the
information, and specific questions. |
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Help to develop action and accountability plans. |
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Allowance for one-on-one time with instructor. |
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 100%
Satisfaction Guaranteed. Period.
View
Streaming Video Clip of Dr. Freeman
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