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Exceptional Recruiting:
A winning methodology for managing a
complex and comprehensive bi‐directional
recruiting process
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Servant Leader 2.0:
Steve Price: Sr VP Global HR DELL
Exceptional Selling
Jeff Th ll
J ff Thull
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Servant Leader 2.0 Steve Price
Why do we do what we do?
y
Impression
Or
Impact
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Servant Leader 2.0 Steve Price
Impression vs. Impact is the difference between:
Management
g
And
Leadership
L d hi
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Servant Leader 2.0 Steve Price
We manage things, we lead people
g g , p p
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Servant Leader 2.0 Steve Price
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 created th
The t d through th
h the
influence of one person on another
p
person or group of people.
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 H
nce
ompeten
Co
L Passion H
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Servant Leader 2.0 Steve Price
POWER
of
INFLUENCE
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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
p
personal level of trust and
engagement with them.
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Servant Leader 2.0 Steve Price
EXERCISE:
CS
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?
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Servant Leader 2.0 Steve Price
TOP ANSWERS:
Honest, trustworthy
Good role model
Caring
Committed to my success
Good listener
Held people accountable
Treated people with respect
Gave people encouragement
Positive attitude
Removed 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 H
st
Trus
L Engagement H
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Exceptional Selling Jeff Thull
Discover – The Engagement Conversation
“Successful professionals achieve credibility by guiding their
customers through value‐driven b i
t th h l di business d i i
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 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
• Attention
• Facts vs. Emotion
• Push for the ‘Know’

Exceptional Recruiting
Leadership 2.0:
Steve Price: Sr VP Global HR DELL
Exceptional Selling
Jeff Thull
www.hankstringer.com

Exceptional Recruiting
Impact through Leadership
Influence through Competence and Passion
Discover
Diagnose
g
Design
Deliver
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