Exceptional Recruiting: A Winning Methodology

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Exceptional Recruiting: Exceptional Recruiting: A winning methodology for managing a complex and comprehensive bi‐directional recruiting processrecruiting process


Servant Leader 2.0: Steve Price: Sr VP Global HR DELLSteve Price: Sr VP Global HR DELL

Exceptional SellingJ ff Th llJeff Thull


Servant Leader 2.0 Steve Price

Why do we do what we do?y

ImpressionImpressionOr

Impact



Impression vs. Impact is the difference between:

ManagementgAnd

L d hiLeadership



We manage things, we lead peopleg g , p p



Management is not something you do to Management is not something you do to other people. You manage your inventory, your checkbook, your resources. You can even manage yourself. But you do not manage other human beings.



LEADERSHIP LEADERSHIP:

Th impact t d th h th The impact created through the influence of one person on another

person or group of people.p g p p p



Are you positioned to have impact?



H Hnce

ompeten

Co

L HPassion



POWERPOWERof

INFLUENCEINFLUENCE



INFLUENCE INFLUENCE:

The ability of getting people to willingly do your will or follow your direction based on your

personal level of trust and pengagement with them.



C SEXERCISE:

Think of the leader who has had the most impact in your life as a result of their personal influence on you…what attributes describe them?them?



TOP ANSWERS:

Honest, trustworthyGood role modelCaringCommitted to my successGood listenerHeld people accountableTreated people with respectGave people encouragementPositive attitudeRemoved barriers/involved



OBSERVATION:

All of these traits are behaviors and behavior is a choice



H Hst

Trus

L HEngagement


Exceptional Selling Jeff Thull

Discover – The Engagement Conversation

“Successful professionals achieve credibility by guiding their t th h l d i b i d i icustomers through value‐driven business decisions.

• Conversational• No Emotional Involvement• One Foot Out the Door



Diagnose – Finding the Absence of Value

“Client loyalty and trust is won through respectful, honest, and diagnostic‐based communication”.

•Questions of Subsequent Content – Know the Model / Industry / Players•Test Early and OftenTest Early and Often•The Client’s Crisis Point Decision


Design – Guiding Customers on a Journey into the Positive Future

“Provide the client the confidence to invest in you be designing the project”.Clarify expected outcomes

•Choose optimal solution alternatives• Establish time frame outcomes will be achieved• Finalize decision criteria


Deliver ‐ Closing the Deal for ALL

•AttentionAttention• Facts vs. Emotion• Push for the ‘Know’

Exceptional Recruiting

Leadership 2.0: Steve Price: Sr VP Global HR DELL

Exceptional SellingJeff ThullJeff Thull


Impact through Leadership

Exceptional Recruiting

Impact through Leadership

Influence through Competence and Passion

Discover

Diagnoseg

Design

Deliver


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Exceptional Recruiting: A Winning Methodology

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