What is DISC profiling?

DISC profiling is a behavioural assessment tool that helps leaders understand communication and working styles within their teams. Jo Richings uses DISC as a foundation for all team coaching and leadership development programmes.

Who does Jo Richings work with?

Jo works with NGOs, green finance organisations, SMEs and corporate leaders worldwide, specialising in executive coaching, leadership development and DISC-based team training.

Does Jo Richings work with neurodiverse leaders?

Yes — Jo Richings and the JR Training team specialise in coaching and training for neurodiverse leaders, including those with ADHD, and adapt all programmes accordingly.

Blog Archives

Tip 121) Stop with the "I'll be Happy When..."

21/1/2019

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Have you noticed that the western world seems to have adopted a mass "I'll be happy when… " mindset?

I’ll be happy when… I have lost weight, got a new job, a new partner, a new car, a new business, a new house. I'll be happy when… I get that promotion, I've paid off my debts, I have more money, I'm married, divorced or had a baby.

I thought like this for most of my adult life. I truly believed that I would be happier when I lost weight. That life would be absolutely perfect. That I would suddenly look in the mirror and be wonderfully happy with who I saw looking back at me. But after losing six and a half stones, that didn't happen. I still felt the same way about myself.

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Tip 120) The SW RUle

20/1/2019

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The SW Rule: Some will, some won't, so what? NEXT!

Some people will buy from you; some won't.
Some people will like you; some won't.
Some clients will stay with you; some won't.

That's just the way it is. Some will, some won't. Getting upset about the ones that won't, or don't, is a complete waste of time and energy.

If you learn any lessons, you need to learn that when you get a no, or lose a client, and change your processes where you can to stop it happening again – it's time to say NEXT! No pity parties allowed.

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Tip 119) Beware of thought traps

19/1/2019

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HOW MANY OF THESE THOUGHT TRAPS ARE YOU FALLING INTO EVERY DAY?

ANTs & Thought Traps
When we are feeling low or anxious, it's common to have Automatic Negative Thoughts (ANTs). These unhelpful thoughts are subtle, sneaky and can pop into our minds without any effort. As our thoughts, feelings and actions are all interconnected, when we start thinking negatively we start to feel bad – which then impacts our behaviour. Or we think negatively, which impacts how we feel – which then impacts our actions.

On the flip side, improving one of these thought traps will impact the others in a positive way.

For example:

Gaining control of your thinking and recognising your thought traps will make you feel better and more motivated to take action.
Taking positive action when you don't really feel like it will make you feel more positive, which leads to more positive self-talk.
Watching funny films or videos or listening to upbeat music can change your mood, leading to more positive thoughts and feelings.

Have a look at the following list of thought traps to see if you can recognise any of your thinking patterns.

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Tip 118) Polish your closing skills

18/1/2019

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Closing is often classed as a dirty word in small businesses with clients often saying things along the lines of...

But I don't want to be pushy
They'll buy it if they want to buy
I feel really awkward asking for their business

I've watched many sales trainees over the years build a brilliant rapport, do a great presentation, and then walk away from a deal or new client simply because they are too scared to ask for the sale – see Tip 86 on sales beliefs.

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Tip 117) If you really want to do something, you'll find a way. If you don't, you'll find an excuse.

17/1/2019

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Tip 116) When to temperature check your prospects

16/1/2019

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Temperature checking questions are simply mini trial closes. Little questions that check how hot your prospect is to buy from you. By asking these questions throughout the sales process, you'll know whether you are on the right track or whether you need to adjust your approach.

Examples of temperature checking questions are:

So how does that feel?
How does that fit with what you have in mind?
Are we are on the right lines?
What do you think about the solution I've shared with you?
On a scale of 1–10 (with 10 being let's get started), where would you put yourself right now?
Based on what we've covered so far, what are your questions?
What do you think about the payment terms?

Happy temperature checking!
Jo x

P.S. Get ridiculously cheap business support for small & micro businesses!
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Tip 115) DON’T SELL YOUR PRODUCTS OR SERVICES... SELL WHAT YOUR PRODUCTS AND SERVICES CAN DO

15/1/2019

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Tip 114) The One Skill That Beats Talent Every Time

14/1/2019

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Tip 113) TODAY IS ALWAYS THE MOST PRODUCTIVE DAY OF YOUR WEEK

13/1/2019

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Tip 112) Why a Skills gap analysis is crucial to your business success...

12/1/2019

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If you want to own a successful, prosperous business that you love, it's essential that you get honest with yourself about your skills gaps.

So how do you do a skills gap analysis?

First, write a list of the skills and characteristics that are needed to run your business successfully.
Next, score yourself on a scale of 1–5 (5 being high, I can do this one!) for each.
Then identify the ones that will make the most difference to your business right now. Pop a * by your 'low hanging fruit'.

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Welcome to our Blog!

Tip 121) Stop with the "I'll be Happy When..."

Tip 120) The SW RUle

Tip 119) Beware of thought traps

Tip 118) Polish your closing skills

Tip 117) If you really want to do something, you'll find a way. If you don't, you'll find an excuse.

Tip 116) When to temperature check your prospects

Tip 115) DON’T SELL YOUR PRODUCTS OR SERVICES... SELL WHAT YOUR PRODUCTS AND SERVICES CAN DO

Tip 114) The One Skill That Beats Talent Every Time

Tip 113) TODAY IS ALWAYS THE MOST PRODUCTIVE DAY OF YOUR WEEK

Tip 112) Why a Skills gap analysis is crucial to your business success...

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