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

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

Exceptional SellingJ ff Th llJeff Thull

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Servant Leader 2.0 Steve Price

Why do we do what we do?y

ImpressionImpressionOr

Impact

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Servant Leader 2.0 Steve Price

Impression vs. Impact is the difference between:

ManagementgAnd

L d hiLeadership

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Servant Leader 2.0 Steve Price

We manage things, we lead peopleg g , p p

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Servant Leader 2.0 Steve Price

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.

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Servant Leader 2.0 Steve Price

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

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Servant Leader 2.0 Steve Price

Are you positioned to have impact?

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Servant Leader 2.0 Steve Price

H Hnce

ompeten

Co

L HPassion

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Servant Leader 2.0 Steve Price

POWERPOWERof

INFLUENCEINFLUENCE

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Servant Leader 2.0 Steve Price

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.

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Servant Leader 2.0 Steve Price

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?

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Servant Leader 2.0 Steve Price

TOP ANSWERS:

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

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Servant Leader 2.0 Steve Price

OBSERVATION:

All of these traits are behaviors and behavior is a choice

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Servant Leader 2.0 Steve Price

H Hst

Trus

L HEngagement

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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

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Exceptional Selling Jeff Thull

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

Exceptional Selling Jeff Thull

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

Exceptional Selling Jeff Thull

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

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Impact through Leadership

Exceptional Recruiting

Impact through Leadership

Influence through Competence and Passion

Discover

Diagnoseg

Design

Deliver

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