Talk Value

About Talk Value

In Season 2, Hans Demeyer shares inspiration with Marsha and John. They deep dive into topics covering Value communication with customers and the concept of Value Selling, rapport and connecting with people Hans is an experienced Sales person, Entrepreneur, author,, Keynote speaker, Master NLP practitioner and multi-passionate, with international experience for companies including Microsoft Europe, Bechtle Europe, HP, KPN Nederland, Swiss Telecom, … Hans Demeyer deelt inspiratie en ervaring rond communicatie met klanten, team dynamics en het concept Value Selling. Hans is een ervaren sales, ondernemer, auteur, coach en NLP-trainer met internationale klanten en ervaring voor ondermeer Microsoft Europe, Bechtle Europe, HP, KPN Nederland, Swiss Telecom, … Wil je Hans boeken voor een inspirerende keynote of een training : www.hansdemeyer.be (http://www.hansdemeyer.be) You can get in touch with Hans or book a session with him via www.hansdemeyer.be (http://www.hansdemeyer.be)

Publisher

Hans Demeyer

Category

business · business

Language

nl

Explicit

No

First episode

17 Mar 2023

Latest episode

20 Nov 2024

Latest episodes

19 episodes in the feed.

1. 

   20 Nov 2024

   Microsoft The book of News 2024

   Microsoft experts share insights into 2024's key announcements, including Microsoft 365 Copilot, Azure AI Foundry, and Microsoft Fabric, revolutionizing productivity and AI capabilities.

2. 

   8 Nov 2024

   Brain Pirates for children - Hidden treasures

   Show Notes for Podcast Hook: Open with a relatable anecdote highlighting the challenges children face in understanding and managing their emotions. For example, share a story about a child struggling with anger or sadness, or a parent grappling with their child’s emotional outbursts. Introduce the Source: Briefly describe “Breinpiraten voor kinderen” (“Brain Pirates for Children”) and its unique approach to teaching children about their emotions using the metaphor of pirates on a ship. Key Question: Pose the central question you’ll be exploring: “How do children’s experiences and perspectives shape their understanding of emotions and their ability to manage them?” Main Points & Discussion Prompts Introducing Brain Pirates: Explain the concept of “brain pirates” as personified representations of various emotions. This approach makes abstract feelings more concrete and relatable for children. Discussion: How effective is this metaphor in helping children grasp complex emotional concepts? What other creative metaphors could be used? The Ship as a Metaphor for the Mind: Describe the ship as a symbol of the child’s mind, with the “captain” representing their thinking, and the pirates representing their emotions. Discussion: How does this metaphor help children understand the interplay between their thoughts and feelings? What are the limitations of this metaphor? Categorizing Emotions: Discuss the three categories of pirates (emotions): those the child likes, dislikes, and feels indifferent towards. Discussion: How does this categorization promote emotional self-awareness? How might children’s preferences for certain emotions influence their behavior? Individual Differences in Perception: Highlight the examples of Flore (visual), Tibe (auditory), and Arne (kinesthetic) as representations of different learning and processing styles. Discussion: How can parents and educators identify a child’s dominant perceptual style? How can this knowledge be used to tailor strategies for emotional understanding and regulation to each child’s needs? Empowering Choice: Emphasize the source’s message that children can actively choose which pirates (emotions) they want “on deck” by replacing unhelpful ones with more beneficial ones. Discussion: What practical techniques can children use to shift from undesirable to desirable emotional states? How can adults support children in developing these skills? Coping with Change and Sadness: Discuss the source’s strategies for dealing with difficult emotions, including the use of “anchors” (linking an action or thought to a positive feeling) and the “time wave” (visualizing a future where things are better). Discussion: How can these techniques be applied to real-life situations, such as dealing with loss, disappointment, or transitions? How can adults model healthy coping mechanisms for children? Navigating Criticism: Explain the source’s advice on handling criticism, emphasizing the importance of staying calm, being curious, and focusing on understanding the other person’s perspective. Discussion: How can children develop resilience in the face of criticism? What communication strategies can help them respond constructively to feedback? Additional Pirates: Introduce the concepts of “Reframing Pirate” (seeing situations from different angles), “Try Pirate” (replacing “try” with “do”), and “Not-Pirate” (focusing on what you want, not what you don’t want). Discussion: How can these concepts be integrated into everyday life to promote positive thinking and action? What are some potential pitfalls to avoid when using these strategies? Deep Dive Segment The Six Levels of Experience: Explore the source’s framework of the six levels of experience (environment, actions, resources/knowledge, beliefs/values, identity, purpose). Activity: Guide listeners through an exercise where they analyze a personal experience using these six levels. Discussion: How does understanding these levels deepen our awareness of ourselves and our interactions with the world? How can this framework be applied to enhance emotional intelligence and communication? visit www.thehouseofcoaching.com (http://www.thehouseofcoaching.com)

3. 

   7 Nov 2024

   About Marsha and John

   Our listeners sent a lot of questions about who Marsha and John are. So in this podcast, I invited them to tell the stories of their lives and what brought them to The house of Coaching. Enjoy their inspiring stories and visit www.thehouseofcoaching.com (http://www.thehouseofcoaching.com)

4. 

   5 Nov 2024

   The undisputable value of NLP

   This episode offers a deep dive into the world of Neuro-Linguistic Programming (NLP) based on insights from Richard Bandler, a co-creator of NLP. NLP is about understanding how the human brain learns and using that knowledge to teach people how to use their brains more effectively. Most people don’t actively and deliberately use their brains, leading to negative thoughts and experiences. NLP aims to help individuals “take the helm” of their minds. NLP emphasizes the subjective experience of learning and change. Instead of focusing on why a problem exists, NLP focuses on how successful individuals achieve desired outcomes. This involves “modeling” successful behaviors to understand the structure of their actions and replicate them. Submodalities, the subtle distinctions within our sensory experiences, play a crucial role in NLP. By changing submodalities like brightness, size, or distance of internal images, one can change their feelings and reactions to experiences. This concept is applied in techniques like the “swish pattern” to change unwanted behaviors. NLP techniques can be used to address various issues like phobias, limiting beliefs, and motivation problems. For example, phobias can be overcome by changing how the feared object is represented internally, using techniques like dissociation and submodality shifts. Learning and understanding are also impacted by submodalities. Confusion often arises from a disorganized or overwhelming internal representation of information. By changing the way information is represented, confusion can be transformed into understanding. NLP emphasizes the importance of constantly learning and challenging one’s understanding. Even when something is mastered, there are always new things to learn and new perspectives to explore. This involves questioning assumptions and being open to new possibilities. By exploring these core NLP concepts and techniques, listeners will gain valuable insights into how they can better understand and control their own minds. visit www.thehouseofcoaching.com (http://www.thehouseofcoaching.com) for more

5. 

   4 Nov 2024

   Inside the brains of Harris and Trump

   Shownotes Podcast Episode: Thinking Styles and Meta-Programs This episode is about thinking styles and meta-programs, and how these influence our behavior and reactions. We will discuss examples of how different thinking styles lead to different reactions in the same situation. Central themes: What are thinking styles and meta-programs? * Thinking styles and meta-programs are filters that determine how we perceive and react to the world around us. * They influence our communication, collaboration, decision-making and more. Examples of thinking styles and meta-programs:** * Reflective vs. Reactive: Reflective people take the time to think, while reactive people react immediately. * Solution-oriented vs. Problem-oriented: Solution-oriented people focus on solutions, while problem-oriented people focus on the problems themselves. * Global vs. Detail: Global thinkers see the big picture, detail-oriented people focus on the details. * Towards vs. Away From: “Towards” motivated people are driven by goals, “away from” motivated people by avoiding problems. * Internal vs. External frame of reference: People with an internal frame of reference rely on their own judgment, people with an external frame of reference seek confirmation from others. How different thinking styles lead to different reactions:** * Scenario: Partner complains about lack of help in the store. * Reflective, solution-oriented reaction: Listen, show empathy, discuss options. * Dominant, power-oriented reaction: Get angry, blame the store, threaten action. * Scenario: Partner finds compromising messages on phone. * Defensive, attacking reaction: Deny, shift blame, threaten. * (Possible alternative reaction, not in sources): Remain calm, communicate openly and honestly, take responsibility. Applications of knowledge about thinking styles: More effective communication. Better collaboration. Personal development. Coaching and guidance. Tips for using knowledge about thinking styles: Meta-programs are contextual. No one is 100% one type. Use them as a tool, not a label. Additional points to consider: How can we recognize our own thinking style? How can we adapt to the thinking styles of others? What are the benefits of understanding thinking styles? The sources do not offer specific information on how to recognize your own thinking style. There may be online tests or questionnaires available that can help with this. visit www.thehouseofcoaching.com (http://www.thehouseofcoaching.com) and learn all about skills to bring out the best in yourself and in other people

6. 

   2 Nov 2024

   Situational Mastery

   Show Notes for Deep Dive on Situational Mastery The sources provided discuss nine steps to achieving “Situational Mastery,” a concept described as the ability to access and leverage the most appropriate resources in any given situation to reach a goal, while respecting all elements of the ecosystem. The sources utilize a metaphor of oceans, ships, captains, and pirates to illustrate this concept: Oceans and islands represent situations, places, and environments. Ships represent individuals involved in a situation. Each ship has a captain, symbolizing the individual’s conscious awareness. Pirates represent the individual’s unconscious, responsible for automatic functions and driven by emotions and needs. Situational Mastery, therefore, is the ability to have the right “pirates” (unconscious resources) on deck to assist the “captain” (conscious awareness) in navigating the “ocean” (situation). This involves understanding: The type of ship you are sailing (self-awareness) The ocean you are on (situational awareness) The current and future weather (anticipating changes) The other ships in the vicinity (understanding others) Your destination (having a clear goal) The Nine Steps to Situational Mastery The sources outline a nine-step journey to achieving Situational Mastery, presented as a “Breinpiratenreis”: Experiencing the Oceans: This step focuses on self-awareness and understanding how you perceive the world through your senses. Knowing and Understanding Your Ship: This involves understanding your personality and how it influences your reactions. The sources suggest using insights from tools like Insights Discovery, Enneagram, and MBTI, but also caution against rigidly adhering to these profiles. Situational Personal Navigation: This step emphasizes “state management,” the ability to consciously choose the most appropriate emotional state for a given situation. Observing What Happens on the Ocean: This involves developing strong observation skills, including the ability to “meta-observe” (dissociate and observe objectively) and use all senses to gather information. Understanding the Dynamics of the Ocean: This requires going beyond observation to understand the underlying systems and models that drive the visible symptoms of a situation. The sources recommend exploring concepts like systems thinking and meta-programs. Situational Interaction: This focuses on effective communication, understanding that the meaning of communication lies in the feedback received, not the intention behind it. The Ships in Your Fleet and Beyond: This involves going beyond surface observations to understand the “captains” and “pirates” on other ships (understanding the motivations and behaviors of others). This requires skills in reading body language, calibrating to subtle cues, and understanding individual preferences. Understanding the Dynamics of the Fleet: This step applies Situational Mastery to leading groups, emphasizing the importance of a clear and shared destination, understanding individual motivations, and maintaining trust and open communication. The Destination - Situational Mastery: This final step encourages reflection on your progress and identifying areas for further development. The sources conclude by highlighting the author, Hans Demeyer, a “Situational Master Pirate,” and his company, Breinpiraten, which offers workshops, coaching, and training to help individuals and teams achieve Situational Mastery.

7. 

   25 Oct 2024

   Public speaking challenges and how to deal with them

   Podcast Notes: Tips for Natural Presentation While Maintaining Structure These notes contain tips for presenters who want to find a balance between natural flow and a clear structure. Two approaches are discussed: During the presentation: These tips will help you stay flexible during your presentation while keeping the main thread. Preparation: You use these methods in advance to create a solid framework, without falling into a rigid script. Tips during the presentation: Story Skeleton: Determine 3-4 main points that you definitely want to cover. This forms your minimal thread. Story Beacons: Use mental markers in your story, such as an anecdote, to indicate that you are moving on to the next point. Bridges: Think of natural transitions between your main points. 30-Second Check: Write down what the audience should remember in 30 seconds. This helps you focus on the core message. Sandwich Principle: Begin and end with your core message. In between, you can be freer with stories and examples. Anchor points: Connect parts of your story to physical locations on stage. This provides grip. 3-Second Silence: Insert short pauses to allow the audience to process and to reorient yourself. Return phrases: Use recognizable phrases to return to the main line if you stray. Emergency Kit: Keep strong anecdotes on hand to win back the audience. Audience Scan: Pay attention to the audience’s body language to see if they’re still engaged. Preparation methods: Hand Anchor: Wear a ring or watch and touch it to remind yourself of the structure. Pocket Card: Create a small card with a maximum of 5 symbols that represent the essence of your story. Visualization: Link parts of your story to fixed points in the presentation room. Move physically to follow your structure. 3-Breath Check: Ask yourself these questions with every breath: Where am I? Is the audience still with me? What is my next anchor point? Rhythm: Build in moments to drink water to organize your thoughts. The sources emphasize that these tips are tools, not rules. Adapt them to the situation and your own style.

8. 

   24 Oct 2024

   Cats and what we can learn from them

   A colony of 7 cats, with 6 sharing the same mother but different fathers, offers unique insights into cat social dynamics. What makes this case particularly interesting is the stark contrast between the extremely shy mother cat and her socialized offspring. The mother, a true ‘community cat’, demonstrated remarkable survival instincts - escaping from a vet clinic 2km away and finding her way back to the same property for a second litter. While she remained untouchable by humans, her kittens developed into well-adjusted house cats, highlighting the crucial importance of early socialization. This case exemplifies how cats can maintain complex social structures when resources are abundant, with clear hierarchies and ritualized behaviors managing group dynamics. The successful integration of an unrelated stray cat into this family group further demonstrates the adaptability of feline social structures under favorable conditions. The regular hunting of both small and large prey (including rats) by this cat colony showcases their vital role in rural pest management while maintaining their instinctive behaviors despite domestication.

9. 

   24 Oct 2024

   How to conduct constructive and inspiring meetings

   Episode Description: In this episode, we delve into effective strategies for conducting meetings with potential new customers. By establishing clear rules and expectations, actively listening, and engaging in collaborative dialogue, you can create a productive environment that fosters mutual understanding and sets the stage for successful outcomes. Key Takeaways: Set Rules and Expectations: Begin the meeting by outlining the rules and expectations. Invite the customer to share what would make the meeting a success for them. Present Your Wish List: After understanding the customer’s goals, share your own wish list. Align your priorities with the customer’s expectations. Exploratory Questions: Ask open-ended exploratory questions to delve deeper into the customer’s needs. Follow up with additional questions to demonstrate active listening and genuine interest. Information Gathering: Continue the cycle of questioning and listening until you have gathered sufficient information. Understand the customer’s perspective thoroughly. Present Your Content: Ensure that your message is relevant to the customer’s needs and aligns with the information you’ve gathered. Validating Questions: Ask validating questions to confirm that your message resonates with the customer. Ensure that your points are understood and appreciated. Cycle Repetition: Repeat the cycle of questioning, presenting, and validating until all relevant topics have been addressed. Affirmative Closing: Conclude the meeting by using affirmative language to outline the next steps and actions. Reinforce a positive tone and set clear expectations for follow-up. By following this structured approach, you can optimize your meetings with potential customers, ensuring that both parties leave with a clear understanding of each other’s needs, values, and the next steps to take. Tune in to learn more about how to make your meetings more effective and shorten decision cycles! Visit https://www.thehouseofcoaching.com (https://www.thehouseofcoaching.com)

10. 

    23 Oct 2024

    Who are you dealing with?

    In this episode, John and Marsha dive into the fascinating world of personality profiles and how they influence communication in sales. Whether you’re dealing with a decision-maker, a detail-oriented analyst, or an innovative visionary, knowing how different personalities react to conversations can make all the difference in building rapport and closing deals. We explore popular frameworks like DISC, MBTI, and the Enneagram, providing simple insights into how each profile approaches decision-making, communication, and relationship-building. You’ll learn practical tips on how to adapt your communication style to create deeper connections with your customers, allowing you to navigate conversations more effectively. Key Takeaways: What DISC, MBTI, and Enneagram profiles tell us about communication styles. How to identify key traits in your clients and adapt to them. Proven strategies to foster trust and engagement based on personality profiles. Simple techniques to personalize your sales approach for better results. Tune in to learn how to make your sales conversations more impactful by tailoring your approach to fit the unique personality of each customer.

11. 

    20 Oct 2024

    The art of asking questions

    This podcast dives into an overview of value selling techniques. Value selling is an approach that focuses on selling value rather than just products or services. The goal is to help customers see the value of solutions in relation to their specific needs and challenges. Some of the key techniques include: ● Open-ended questions: These questions encourage customers to provide detailed responses and share more context about their situation, challenges, and needs. Examples include: “What does your current process for [specific task] look like?” and “What are your biggest challenges right now in [specific situation]?”. ● Probing questions: Probing is essential to create depth and encourage the customer to elaborate on underlying problems, motivations, and impacts. Examples are: “Can you tell me a bit more about that?” and “What does that mean for your daily processes specifically?”. ● Barnum questions: These are general questions that almost always elicit a positive response. They help the customer feel understood and build rapport. Examples include: “You’ve probably noticed that these changes are becoming harder to manage, right?” and “It sounds like your team is facing an increasing workload, is that correct?”. ● Suggestive language patterns: These subtle verbal techniques guide the customer in a certain direction without making them feel pushed. Examples include: “You’ll notice that this solution perfectly aligns with your need for more flexibility.” and “It’s probably important for you to respond more quickly to changes in the market, isn’t it?”. ● Clarifying questions: These are used to confirm what the customer has said or to ensure clarity. Examples include: “So if I understand correctly, your priority is to increase operational efficiency, is that right?” and “Am I correct in understanding that your biggest challenge right now is integrating different IT systems?”. In addition to these questioning techniques, the document also outlines a few frameworks that can be used to create value and structure the conversation: ● P³RAC method: This framework helps the customer explore their challenges and how the proposed solution can address them. ● SCORE model: This model helps salespeople structure the conversation and ensure all important elements are discussed. The podcast emphasizes that value selling requires a proactive, listening, and strategic approach from the salesperson. By using the right questioning techniques and frameworks, sales professionals can have meaningful conversations that go beyond product features and truly address the customer’s needs. Check https://www.thehouseofcoaching.com (https://www.thehouseofcoaching.com) check https://www.hansdemeyer.be (https://www.hansdemeyer.be)

12. 

    18 Oct 2024

    Generative AI & Copilot

    An in-depth overview of generative AI, its applications, and the role of AI copilots in enhancing business operations. It also includes practical tips for using AI effectively and securely. About the Author: Hans Demeyer is an expert in AI, technology, and communication, with extensive experience in NLP and sales techniques. He focuses on integrating neuroscience and psychology into business processes. Generative AI Explained: Generative AI creates new content such as music, images, and text using advanced algorithms like neural networks and GANs. It is a subset of deep learning within the machine learning domain. Applications of Generative AI: Generative AI is used in various sectors including creative industries, healthcare, design, manufacturing, and marketing to automate processes and develop new products. Difference Between Generative AI and AGI: Generative AI performs specific tasks like generating text or images, while AGI refers to a hypothetical AI that matches or surpasses human intelligence across a wide range of tasks. Use Cases for AI Copilot in SMEs: AI Copilot can automate customer service, create marketing content, assist in financial reporting, support HR tasks, aid in product development, manage customer relationships, and analyze data for SMEs Future Scenarios for AI in SMEs: AI can enable proactive market forecasts, hyper-personalized customer experiences, automated innovation, predictive maintenance, and virtual advisory services, transforming SME operations. Maximizing Copilot Productivity: Copilot enhances productivity by automating tasks, improving decision-making, fostering creativity, facilitating collaboration, and providing personalized assistance. Creating Effective Prompts: Effective prompts should be clear, specific, provide context, ask open-ended questions, avoid jargon, and use examples to elicit valuable AI responses. Building a Dialogue with Copilot: To interact effectively with Copilot, define objectives, gather information, structure prompts clearly, use examples, and iteratively refine prompts based on feedback. Tailoring Copilot to Your Style: Copilot can be tailored to individual writing styles through examples, consistent feedback, specific prompts, and an iterative approach, despite lacking a memory feature.

13. 

    17 Apr 2023

    De muziek van een value conversation

    In aflevering 7 heb ik het over inhoud vs proces, emo vs ratio en aan het einde deel ik een zéér waardevolle tip die je ongetwijfeld vanaf nu altijd zal gebruiken. Enjoy

14. 

    1 Apr 2023

    In controle blijven

    Hoe blijf je in controle tijdens een conversatie of tijdens een verkoopsproces. In deze podcast deelt Hans tips en concrete handvaten om controle te houden en doeltreffend te communiceren. Geef zeker een like, deel en neem een abonnement op de podcast. Zo krijg je alle nieuwe episodes automatisch voorgeschoteld. Dank je

15. 

    19 Mar 2023

    Over Rapport en het Business Model Canvas

    In episode 5 gaat het over hoe je rapport bewust kan bouwen en inzetten in gesprekken die moeilijk lijken te verlopen. In deel 2 belichten we de eerste 2 van 5 stappen in value selling enstaan we stil bij het Business Model Canvas als nog een interessant frame om gesprekken met klanten te sturen in de gewenste richting

16. 

    17 Mar 2023

    Value Selling Vs Traditionele Verkoop

    Wat is nu precies het verschil tussen “Value selling” en traditionele verkoop? Waar kan een organisatie rekening mee houden wanneer ze hun sales teams richting Value selling willen laten evolueren? Hans deelt in deze podcast antwoorden en inspiratie rond de vragen hierboven. Heb jezelf een vraag, stuur ze me en ik neem ze graag mee in een volgende podcast Geniet, geeft een like en deel.

17. 

    17 Mar 2023

    Scoren met het SCORE model

    Over problemen en pijnpunten praten maakt niemand gelukkig. SCOREN met de SCORE methode, een framework waarmee je je klant optimaal kan begeleiden op weg naar de gewenste uitkomst. Hans Demeyer inspireert 21ste century sales professionals met verhalen en concrete handvaten die interacties met klanten en prospecten naar een volgende niveau tillen. Dank voor een like, een comment en een share :)

18. 

    17 Mar 2023

    Betere vragen stellen met het P3RAC model

    De realiteit van je klant goed begrijpen is noodzakelijk om value voor die klant te kunnen bieden. Het P3RAC model met zijn 6 niveaus is een schitterend handvat om gerichte vragen te stellen en waardevolle informatie te krijgen. Hans Demeyer inspireert 21ste century sales professionals met verhalen en concrete handvaten die interacties met klanten en prospecten naar een volgende niveau tillen. Dank voor een like, een comment en een share :) salesvalueconversatieswaarde Releasedatum: 7 maart 2023

19. 

    17 Mar 2023

    Verhalen over Value Selling & story telling

    Introductie en enkele verhalen rond Value seling vs traditionele verkoop. Hans Demeyer inspireert 21ste century sales professionals met verhalen en concrete handvaten die interacties met klanten en prospecten naar een volgende niveau tillen. Dank voor een like, een comment en een share :)

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