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.

Category: Communication Tools

Tip 146) Learn how to set your own goals with the GROW model

15/2/2019

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GROW is a great tool for setting your own goals or using with your team.

G - Goal. Where do you want to be? What do you specifically want to achieve by when?
R - Reality. What is your current reality? Where are you now?
O - Options. What are your options? What could you do? Brainstorm as many ideas as you can. Remember, this is not about what you ARE going to do, just what you COULD do.
W - Will. Now you focus on what you WILL do. What will you do and when will you do it?

Keeping you on target ... :-)

Jo x

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Tip 140) Check your writing online with Grammarly

9/2/2019

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This free plugin can help you check your grammar, spelling, style and tone, both online and in your emails. Grammarly enables you to eliminate errors and find the perfect words to express yourself. Your messages, documents and social media posts will be clear, mistake-free and impactful.

To your success
Jo x

P.S. Get RIDICULOUSLY CHEAP business support for small & micro businesses!
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Tip 136) Polish your Negotiating skills

5/2/2019

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For those of you in businesses that require negotiation, here are seven tips to improve your negotiating skills:

1. Negotiate when the sale is conditionally agreed and no sooner. Buyers tend to try to negotiate before giving you any commitment – don't let them!
2. Get the other persons full 'shopping list' before you start to negotiate. Buyers usually do the opposite – they like to pick concessions up one by one, indefinitely!
3. Let the customer put the first offer on the table.
4. Never give away anything without getting something in return (speed of sale, etc.).

5. Summarise and confirm understanding continually.
6. Aim high, but aim for win-win or your buyer may feel like they've been 'had'.
7. Recognise that people often ask for more than they expect to get.

To more successful negotiating!
Jo x

P.S. Join one of our MONTHLY MASTERMIND GROUPS for just £20 and help improve children's mental health at the same time.
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Tip 134) Learn how to spot the buying signals

3/2/2019

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To be successful in business, it makes sense to learn how to spot buying signals. Here are eight clues that your prospect may be ready to buy:

Relaxing, increasing eye contact, leaning forward, nodding, agreeing.
Change of pace. Repeating a question that has already been answered in full or asking the same question twice in rapid succession.
Asking 'chicken' questions like 'What happens if...?'
Questions about price, payment schedule, sales process, timing.
Asking about specific colours, products, etc.
Asking for your professional guidance or opinion.
Asking for references, warranties, etc.
Using possessive language such as 'When we move in...'

Increasing your conversions...
Jo :-)

P.S. Join one of our MONTHLY MASTERMIND GROUPS for just £20 and help improve children's mental health at the same time.
RIDICULOUSLY CHEAP business support for small and micro businesses!

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Tip 132) Every small business needs a personal SLA (Even sole traders)

1/2/2019

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In case you are wondering what SLA stands for, it means 'Service Level Agreement'. In other words, the level of service that you will commit to when dealing with your clients or customers. It doesn't need to be a long document, and you don't even need to send it to your clients.

It's your promise of service.

Your personal SLA could contain things like:

Response times. For example, I will always respond to a query within 24 hours, even if it is just a holding email to say 'I'm on it'. Nine times out of ten, I'll get back to them on the same day. Same with phone calls. I always strive to overdeliver.

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Tip 130) Be like a Duck!

30/1/2019

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So, what does she mean by that? I hear you ask. Has she finally lost the plot? Well, the answer to the last question may be debatable, but here's what I mean...

When the shit has hit the fan, the sky has actually fallen down, and the worst that can happen has happened – I want you to act like a duck! While under the surface you may be frantically paddling away, all that your team, clients or customers will see is a serene, calm duck gliding across the surface of the water!

They don't need to see your meltdown or breakdown. They don't need to hear or see how stressed you are. Be a duck. (Or a swan if you want to be more elegant!)

Keeping your emotions under control is one of the signs of a true leader.

Keeping you amused!
Jo x

P.S. Join one of our MONTHLY MASTERMIND GROUPS FOR JUST £20 and help improve children's mental health at the same time.
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Tip 128) 13 tips for having difficult conversations

28/1/2019

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Let's face it - none of us really enjoy having difficult conversations. They can be unpleasant and uncomfortable, which is why we often put them off until they cause an even bigger problem.

But remember Tip 74 - you deserve what you tolerate! As much as you may not want to have the 'difficult' conversation - it just has to be done.

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Tip 126) Use the 'Feel, Felt, Found' technique

26/1/2019

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The 'Feel, Felt, Found' technique has multiple uses, from handling a sales objection to coaching a team member, calming a disgruntled customer or trying to win over your spouse or kids!

Step 1: FEEL
"I know how you feel" – show them that you understand. Show genuine empathy.

Step 2: FELT
Tell them about another person who initially felt the same way. "I had another customer who felt the same way", or "I felt the same way myself at first".

Step 3: FOUND
"But what we/I/they found was..."
Tell them how you or another client found that their concerns were unfounded. Everything worked out well; the produce was perfect; the disaster didn't happen.

Try it – you'll be amazed how easy it is to bring others around to your way of thinking!

To your success
Jo x

Ridiculously cheap business support for small and micro businesses!
JOIN ONE OF OUR MONTHLY MASTERMIND GROUPS FOR JUST £20 AND SUPPORT CHILDREN'S MENTAL HEALTH AT THE SAME TIME!

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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 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!
JOIN ONE OF OUR MONTHLY MASTERMIND GROUPS FOR JUST £20 AND SUPPORT CHILDREN'S MENTAL HEALTH AT THE SAME TIME!

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Welcome to our Blog!

Tip 146) Learn how to set your own goals with the GROW model

Tip 140) Check your writing online with Grammarly

Tip 136) Polish your Negotiating skills

Tip 134) Learn how to spot the buying signals

Tip 132) Every small business needs a personal SLA (Even sole traders)

Tip 130) Be like a Duck!

Tip 128) 13 tips for having difficult conversations

Tip 126) Use the 'Feel, Felt, Found' technique

Tip 118) Polish your closing skills

Tip 116) When to temperature check your prospects

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