Chain of Learning: Leadership Strategies for Transforming Culture, Developing People, and Getting Results

Do you ever feel stuck as a leader? It may seem like no matter how many problems you solve or tools you implement, you're still not seeing progress toward a sustainable organizational culture of continuous improvement and operational excellence.

Maybe you have been leading change the wrong way.

In this episode, Cindy Hinds shares what she’s learned from 25 years of experience about how to lead organizational change the right way. She highlights what she has learned from her journey from being a technical expert to becoming a transformational change leader within a global organization who is equipping leaders at all levels to solve problems and innovating to drive business performance.

Transformational leadership isn’t about knowing all the answers. Connect with your purpose, step away from being the "doer," and empower others so that you – and they – can see better results.

YOU’LL LEARN:

• How to implement transformational leadership practices that create lasting organizational change, not just short-term results
• The importance of using simple terms instead of technical jargon to help get buy-in and help others understand the problems they need to solve
• Strategies to manage burnout by surrounding yourself with a supportive community and focusing on what truly matters
• How to bring your whole self to the workplace to fulfill your complete purpose and build trust within the organization
• The benefits of the maturity model to help leaders close the gap between their current condition and the results they want to achieve

ABOUT MY GUEST:

Cindy Hinds is the Global Director of Enterprise Excellence at A.O. Smith, manufacturing company with sites based across North America, Asia and Europe, where she is responsible for architecting A.O. Smith’s journey to create a culture of highly engaged people who are aligned in solving problems and innovating to continuously improve.

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/28
• Connect with Cindy Hinds: www.linkedin.com/in/cindyhinds
• My website: KBJAnderson.com/
• Download the Change KATALYST™  Self–Assessment to discover the 8 competencies you must master to become a transformational change leader: KBJAnderson.com/KATALYST
• Follow me on LinkedIn: linkedin.com/in/kbjanderson

TIMESTAMPS FOR THIS EPISODE: 

[5:13] Leading the right way and asking questions for a continuous improvement culture

[8:12] Finding gaps through Gemba to transform your approach as a leader

[11:18] Franklin Covey’s Speed of Trust Curriculum to connect behaviors to business outcomes
[15:06] Using “Nemawashi” to prepare for future actions or business decisions

[18:30] Focusing on a people-centric culture to avoid conflicting values

[21:16] Real-life examples of implementing sustainable practices for continuous improvement

[24:31] The maturity model to understand your current condition and ideal state

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Ever felt like your meetings or workshops aren’t moving the needle? How would you like to facilitate your next work session with confidence and ensure that your leaders are leaving motivated, aligned, and action-oriented?

Whether you're a continuous improvement practitioner, consultant, manager, or executive—facilitation is a crucial skill to master to become a transformational change leader. It’s the key to how you influence teams to shift behaviors, make impactful decisions, and drive meaningful results for the organization. 

But great facilitation doesn’t happen by accident.

In this episode, we dive in behind the scenes to uncover the three key facilitation practices you must master to become a skillful facilitator, and some mistakes that you can avoid, so that you can ensure greater impact and make it easy for the team to get the results they need.

Whether you're working with senior leaders or your own teams, becoming a skillful facilitator is key to becoming the go-to person for driving success. It’s not just a valuable skill—it’s the foundation for establishing your credibility and ensuring that your team is engaged, aligned, and empowered to make informed decisions that move the organization forward.

YOU’LL LEARN:

• Your role as a facilitator to create the process your group needs to meet the end goal
• How to work with your stakeholders to define the goal of the session so that you can design an agenda to get to the right outcomes 
• The importance of creating a structured plan while maintaining flexibility to respond to what the group needs in the moment
• How to to leverage reflection for yourself and the group before, during and after the session to create a bigger impact
• Mistakes to avoid to become a master facilitator

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/27 
• Work with me: KBJAnderson.com 
• Change KATALYST™  Self–Assessment: KBJAnderson.com/KATALYST
• Follow me on LinkedIn: linkedin.com/in/kbjanderson 

RELATED PODCAST EPISODES:

• Episode 9: The 8 Essential Skills to Become a Transformational Change Katalyst™

TIMESTAMPS FOR THIS EPISODE: 

[3:40] Understand your role as a facilitator  
[6:23] The importance of knowing the goal of the session before starting, whether it’s a workshop, leadership retreat, or a team meeting

[13:06] Learn how to create structure with flexibility by making real-time decisions to adjust based on the group’s needs

[18:01] Three ways to build reflection before, during, and after each session to ensure the impact of your session

[22:09] How to reflect with key stakeholders and yourself to grow your skills as a facilitator

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Want to inspire action in your presentations and transform your message from boring to unforgettable?

The secret: it’s not data and facts that create impact — it's your stories.

As humans, we’re wired to remember and respond to stories because they connect with our emotions and drive our decisions.

Storytelling is more than just a trending term; it’s the fundamental way to connect with your audience on a deeper level and how you actually ignite change.

In this episode, Carol Cox and I explore how to harness storytelling to not just share information, but to truly resonate. Regardless if you’re a keynote speaker presenting to a large audience or a leader speaking to your team, discover frameworks and insights on how you can turn simple anecdotes into powerful narratives that captivate, motivate, and inspire.

YOU’LL LEARN:

• Why our brains are more tuned to stories than facts
• The difference between just sharing information and truly motivating action
• How to avoid the “expert trap” and connect on a human level
• Two practical frameworks to craft compelling stories
• Real–life examples of powerful storytelling in action

If you are a change leader looking to do more than just share information and genuinely drive action, you won’t want to miss this episode.

ABOUT MY GUEST:

Carol Cox is the founder and CEO of Speaking Your Brand®, a coaching and training company that works with purpose–driven professionals to enhance their thought leadership so they can tell the stories that need to be told and activate ideas for change.

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/26
• Connect with Carol Cox: www.linkedin.com/in/carolcox 
• Carol Cox’s Website: www.speakingyourbrand.com/academy/ 
• Work with me: KBJAnderson.com 
• Change KATALYST™  Self–Assessment: KBJAnderson.com/KATALYST
• Follow me on LinkedIn: linkedin.com/in/kbjanderson 

TIMESTAMPS: 

00:44 The importance of storytelling in making a lasting impact for both business and individual leaders
04:48 How to avoid "expert trap" where leaders rely too heavily on data and information

10:55 The difference between sharing an anecdote and creating an emotionally compelling story
12:30 How the  “Challenge, Choice, Outcome” framework can help you identify and shape your experiences into stories

12:38 IDEAL framework to enhance your storytelling and applying it effectively in various settings
30:12 Categories that can help you identify impactful stories to create your story bank

35:58 Practical tips to make your presentations more engaging and memorable

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Do you and your leadership team feel burdened by solving all the problems that get in the way of achieving the results your organization needs?

You’re not alone. 

This is the crux of the leadership challenge: transitioning from being the primary problem-solver to a transformational leader who creates the conditions for their people to achieve results. 

This requires a shift in mindset and a shift in behavior, and leaders must be serious about both.

So, what does it take—especially as a senior leader—to truly create a culture of continuous improvement?

To explore the journey to becoming a more serious leader, one striving to create a high performing organization in today's complex work environments, I invited two senior healthcare executives to the podcast. 

Drs. Kecia Kelly, SVP & Chief Nursing Officer, and Amy Chaumeton, Associate Chief Medical Officer at Legacy Health share the changes they’re making in their leadership approach, including how they're creating alignment around mission and purpose, nurturing their teams’ problem-solving capabilities, and fostering joy and human connection in the workplace. 

(Plus, you’ll hear how my Japan Study Trip leadership program has accelerated their leadership growth through a shared learning experience and purposeful reflection, and the positive effects these shifts are having on their teams and organizational outcomes.)

Whether you're an executive, operational leader, or coach guiding leaders to success, you won’t want to miss this episode. Tune in to discover how to transform your leadership and empower your teams to create a culture of excellence.

YOU'LL LEARN:

• What it means to be a “serious” leader
• Why developing yourself goes beyond education and certifications to putting into practice the actions to understand and support the work of your team
• How to overcome burnout in the workplace by creating a more joyful people-centered work environment
• The leadership impact of unburdening yourself from solving all your organizations’ problems by developing your teams’ capabilities for getting results and sustainable improvements.
• The value of collective reflection among senior leaders to achieve alignment and clarity in organizational goals

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/25
• My book “Learning to Lead, Leading to Learn” - LearningToLeadLeadingToLearn.com
• Work with me: KBJAnderson.com
• Connect with Amy Chaumeton: linkedin.com/in/amy-chaumeton
• Connect with Kecia Kelly: linkedin.com/in/kecia-kelly-fache
• Follow me on LinkedIn: linkedin.com/in/kbjanderson
• Learn more about my Japan Study Trip leadership program: KBJAnderson.com/JapanTrip

TIMESTAMPS:

05:01 Challenges Amy & Kecia’s faced at Legacy Health and healthcare

08:51 Kecia & Amy’s approach to leading differently at Legacy Health 

12:54 Amy’s “aha” moment on the Japan study trip and how it’s impacted her leadership

16:04 How Kecia now supports problem-solving within her team

16:40 How to create sustained improvement

22:49 How to be a “serious leader”

26:09 The significance of alignment and having a clear mission across the organization

28:14 The importance of leading with intention and respect for people

35:09 Behavior shifts in becoming a serious leader

44:58 The value of going on the Japan Study Trip as an executive leadership cohort

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If you're passionate about continuous improvement, quality, or operational excellence, chances are Dr. W. Edwards Deming has shaped your journey—even if you haven't realized it yet.

But do you know how this influence came about and the profound impact Deming’s management theories have had on shaping quality and improvement approaches such as Lean, Agile, and DevOps?

I've invited John Willis, author of "Deming's Journey to Profound Knowledge," to today’s episode to explore Deming’s learning journey to become the father of the quality movement and how he influenced the development of the Toyota Production System and Japan’s rebirth following World War II.

We discuss Deming's pioneering management teachings and how you can apply his System of Profound Knowledge to solve problems in today's complex work environments.

We also explore the four lenses of the System of Profound Knowledge—appreciation for a system, understanding variation, theory of knowledge, and psychology—and how integrating these concepts can elevate your approach to leadership and improvement.

Tune in to discover how you can apply these management theories to solve the complex problems within your organization today.

YOU’LL LEARN: 

• The fundamental essence of leadership and how connecting people with purpose can drive organizational success.
• The significance of Deming's System of Profound Knowledge and the integration of its four components.
• How experiencing lean principles in action differs from theoretical knowledge and why it's critical for effective change leadership.
• The role of psychological safety in fostering an environment where everyone's input is valued.
• Insights on how Deming’s principles apply to contemporary challenges, such as generative AI, emphasizing the importance of operational definitions and probability in managing complex systems.

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/24
• John’s book “Deming’s Journey to Profound Knowledge” - here
• Get the book “Learning to Lead, Leading to Learn:”  LearningToLeadLeadingToLearn.com
• Work with me: KBJAnderson.com
• Connect with John Willis: linkedin.com/in/johnwillisatlanta
• Follow me on LinkedIn: linkedin.com/in/kbjanderson
• Learn more about the Japan Study Trip leadership program: KBJAnderson.com/JapanTrip

TIMESTAMPS:

• [00:00] An introduction to today’s guest and author of "Deming's Journey to Profound Knowledge," John Willis
• [05:04] Dr. Deming’s concept of profound knowledge
• [05:43] The four elements to understand complexity 
• [12:23] How the Toyota Way pillar of Continuous Improvement = Wisdom and Kaizen 
• [20:13] The impact of a collaborative culture 
• [24:03] Deming’s people-centered leadership approach 
• [28:56] John’s key takeaways a year after joining my executive Japan Study Trip leadership program
• [41:39] John’s advice on applying Deming’s principles today and the development of GenAI

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What does “winning” mean to you as a leader? And what is your leadership role  in creating a winning strategy and organizational culture?

According to Billy Ray Taylor, CEO and President at LinkedXL and former Goodyear Tire executive, winning is not only about setting a clear strategy and aligning on the goals and metrics, but engaging your team members and defining the actions to get there.  

Billy and I recorded this episode back in 2022, just as his book “The Winning Link: A Proven Process to Define, Align, and Execute Strategy at Every Level” was about to be released – and I wanted to bring the conversation here for you to learn from Billy’s wisdom and insights about the humanity of leadership and how to win.  

In this conversation you’ll hear stories from Billy’s leadership at Goodyear, highlights from his book, the importance of DEI in building a winning culture, and Billy’s greatest challenge – and greatest learning – as a leader.

Remember, the winning link in your organization is your people, and it’s the connection of links of people together that creates and grows our Chain of Learning.

YOU’LL LEARN: 

• How to define and align your strategy and goals to ensure organizational success by focusing on clear standards and processes.
• The importance of not just making metrics visible – but “making people visible” –  by acknowledging their contributions is crucial for fostering a culture of psychological safety and engagement.
• The significance of servant leadership in valuing individuals' thoughts and experiences, regardless of their position within the organization.
• The difference between key performance actions (KPAs) and key performance indicators (KPIs) and how to leverage them to achieve significant performance improvements.
• Actionable advice on creating common meaning through language and connecting with your team, based on real-life examples and practices.

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/23
• Get Billy’s book “The Winning Link” - here
• Get the book “Learning to Lead, Leading to Learn” – available in paperback, hardbound, audiobook, and ebook - LearningToLeadLeadingToLearn.com
• Work with me: KBJAnderson.com
• Follow me on LinkedIn: linkedin.com/in/kbjanderson
• Follow Billy on LinkedIn: linkedin.com/in/billyrtaylor
• Download the KATALYST Self-Assessment: KBJAnderson.com/katalyst

TIMESTAMPS:

• [00:00] The importance of value and respect in leadership 
• [03:07] Helpful practices that have shaped Billy’s leadership approach 
• [06:59] The power of embracing who you are as a leader
• [09:38] How to connect an entire organization (“LinkedXL”)
• [11:25] What “winning” really means according to Billy
• [13:54] The link between KPAs and KPIs
• [18:02] The importance of DEI and inclusion
• [23:45] The power of trust within large organizations 
• [26:44] Billy’s learnings from his book
• [31:22] Billy’s greatest challenge as a leader

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Have you ever paused to reflect on the critical moments of your life and realized their impact on your own trajectory and others' lives?

In this special episode of Chain of Learning, I welcome back Isao Yoshino as we celebrate our decade-long partnership and the anniversary of our book "Learning to Lead, Leading to Learn." Together, we discuss the power of hansei—reflection—as the cornerstone of learning and wisdom.

We reflect on the journey of writing the book, the strength of our partnership, and the importance of asking the right questions. Mr. Yoshino shares how he continues to learn and grow from the book's lessons while uncovering the profound impact of reflection on his personal and professional development.

Join us as we explore practical ways to develop the habit of reflection, empowering you to gain new perspectives and insights.

Because remember, reflection is the crucial link in your chain of learning, guiding you toward continuous improvement and deeper wisdom.

YOU’LL LEARN: 

• How reflection - hansei in Japanese - is crucial for effective leadership and continuous improvement. 
• How failures can serve as powerful learning opportunities, and the significance of fostering a culture that embraces mistakes for deeper understanding and innovation.
• True learning happens through continuous reflection on both good and bad experiences, which leads to new insights and better decision-making.
• How "Learning to Lead, Leading to Learn" is not meant to be read just once; it is a resource for ongoing reflection and deep learning.
• The importance of a personal reflection process and how it can significantly contribute to one's leadership and personal growth journey.

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/22
• Get the book “Learning to Lead, Leading to Learn” – available in paperback, hardbound, audiobook, and ebook - LearningToLeadLeadingToLearn.com
• Work with me: KBJAnderson.com
• Follow me on LinkedIn: linkedin.com/in/kbjanderson
• Learn more about my Japan Study Trip / Japan Leadership Experience program: KBJAnderson.com/JapanTrip

TIMESTAMPS:

• [00:00] Introduction to the power of reflection, or hansei, with guest Isao Yoshino
• [03:12] Overview of the concept of hansei – reflection – why it’s important and how it influenced the writing of Learning to Lead, Leading to Learn
• [09:24] The importance of having an attitude toward learning 
• [14:06] Mr. Yoshino’s definition of powerful and hat makes Learning to Lead Leading to Learn powerful 
• [23:46] Mr. Yoshino’s learnings based on his new perspective 
• [28:59] The importance of asking open questions and hearing other people’s challenges and struggles 
• [30:00] A framework to help you practice reflection
• [34:51] How one plus one equals more than two

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Today's guest, Isao Yoshino, a 40-year Toyota leader, has influenced thousands of leaders worldwide and inspired my book, "Learning to Lead, Leading to Learn."

Join us as we celebrate two anniversaries: our first meeting in July 2014 and the four-year anniversary of our book. In Part 1 of our conversation, Mr. Yoshino shares his insights on leadership, learning, and the Chain of Learning® concept.

We'll discuss lessons from successes and failures, the strength of connections, and people-oriented leadership. Whether you're looking to implement these practices with your team or find inspiration for your leadership journey, this episode is full of actionable insights from one of the wisest and most caring leaders I know.

YOU’LL LEARN: 

• The importance of seriousness in demonstrating your commitment to your people, developing a strong organizational culture, and modeling the way.
• How establishing patience as a foundational attitude is essential to your leadership effectiveness and organizational success.
• Strategies for fostering personal and professional growth by learning from both successes and failures.
• Practical advice on translating Toyota’s practices into your leadership approach, emphasizing commitment, patience, and continuous learning.
• Insights into Toyota's people-centered learning culture and how you can foster this culture in your organization.

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/21
• Get the book “Learning to Lead, Leading to Learn” – available in paperback, hardbound, audiobook, and ebook - LearningToLeadLeadingToLearn.com
• Work with me: KBJAnderson.com
• Follow me on LinkedIn: linkedin.com/in/kbjanderson
• Learn more about my Japan Study Trip leadership development program: KBJAnderson.com/JapanTrip

TIMESTAMPS:

• [00:00] Introduction to Chain of Learning with guest Isao Yoshino
• [05:17] What ‘Chain of Learning’ means to Mr. Yoshino 
• [11:25] The importance of leaders asking questions 
• [15:37] What Mr. Yoshino has learned about leadership
• [17:51] Why ‘seriousness’ is so vital 
• [21:46] Combining seriousness with patience 
• [27:24] The power of working at Toyota 
• [33:25] Mr. Yoshino’s advice to himself and you
• [35:45] Katie’s key takeaways from the conversation

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Have you ever received blank stares from leaders when you’ve advocated that they adopt an improvement method or tool you know will help them? 

Perhaps the problem is not your idea but rather that you aren’t communicating in a way that connects these concepts with the business outcomes they need or in language that they understand.

One hurdle that can hinder your effectiveness in influencing executives is the very thing that makes you valuable in your position and as a passionate continuous improvement leader  –  your technical expertise and problem-solving ability.

That’s why, in this episode, Brad Toussaint and I explore the importance of communicating in ways that resonate with senior leaders about the outcomes and business results they need. We then discussed how to coach leaders to develop the behaviors, practices, and systems that will lead to those results.   

We also discuss the critical shift you need to make from being the doer of improvements to becoming a coach to executives to enable them to be serious about what it takes to lead change and their essential role in setting direction and creating the conditions for people to be successful.   

Being an effective change leader and coach isn’t just about having technical know-how—it’s about explaining all the methods, tools, and behaviors in a way that business leaders and executives can understand and then apply.

YOU’LL LEARN: 

• How transitioning from a 'doer' of improvements to a coach and enabler of managers and executives can drive sustainable change
• Different strategies for simplifying complex principles, making them accessible and actionable for leaders
• Three important things to include when communicating to leaders: the reason for change, expected results, and methods 
• The importance of observation and reflection in driving learning forward and the challenge of integrating them into practice
• How to help leaders demonstrate they are serious about leading change 

Tune in now to learn more about leadership, change management, and the importance of speaking in a language that resonates to align, influence, and coach leaders – so that you can propel sustainable change and get needed results. 

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/20
• Connect with Brad Toussaint on LinkedIn: www.linkedin.com/in/brad-toussaint
• Work with me: KBJAnderson.com
• Change KATALYST™  Self-Assessment: KBJAnderson.com/KATALYST
• Follow me on LinkedIn: linkedin.com/in/kbjanderson
• Learn more about my Japan Study Trip leadership development program: KBJAnderson.com/JapanTrip

TIMESTAMPS:

• [00:00] How to improve as a change leader
• [03:38] How Brad coaches executives and leads change 
• [09:42] How to speak in a way that connects you to your leaders
• [10:34] Using language as a force for leadership
• [13:52] Simplifying terms and topics 
• [23:27] Management should focus on process and people
• [28:20] Reflection time is valuable for busy leaders
• [33:35] Why leaders should deeply understand their role and their people
• [39:00] Why leaders must pull, not just push change
• [40:35] Three important characteristics you need to lead change

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Do you e𝘃𝗲𝗿 𝘄𝗼𝗻𝗱𝗲𝗿 𝘄𝗵𝘆 𝘆𝗼𝘂𝗿 𝗶𝗱𝗲𝗮𝘀 𝗱𝗼𝗻’𝘁 𝗴𝗲𝘁 𝘁𝗵𝗲 𝗯𝘂𝘆-𝗶𝗻 𝘁𝗵𝗲𝘆 𝗱𝗲𝘀𝗲𝗿𝘃𝗲 — 𝗲𝘀𝗽𝗲𝗰𝗶𝗮𝗹𝗹𝘆 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂 𝗸𝗻𝗼𝘄 𝘁𝗵𝗲𝘆 𝗵𝗮𝘃𝗲 𝗯𝗲𝗻𝗲𝗳𝗶𝘁? Or have you ever struggled with getting your senior team on board with your vision for change, getting support for a new initiative, or getting leaders to sign on to your services as a coach or consultant?

Good news — mastering the skills of persuasion and influence by leading with curiosity and human connection is the way to get to "yes".

Whether it is a #lean or #agile transformation, #continuousimprovement project, #operationalexcellence program, or selling a product or service, your success hinges on your ability to connect with people and understand how to bring them along with you.

𝙏𝙝𝙚 𝙧𝙚𝙖𝙡𝙞𝙩𝙮 𝙞𝙨: 𝙣𝙤 𝙢𝙖𝙩𝙩𝙚𝙧 𝙮𝙤𝙪𝙧 𝙧𝙤𝙡𝙚, 𝙮𝙤𝙪 𝙖𝙧𝙚 𝙞𝙣 “𝙨𝙖𝙡𝙚𝙨” 𝙞𝙛 𝙮𝙤𝙪 𝙖𝙧𝙚 𝙬𝙤𝙧𝙠𝙞𝙣𝙜 𝙬𝙞𝙩𝙝 𝙤𝙩𝙝𝙚𝙧 𝙝𝙪𝙢𝙖𝙣𝙨 𝙖𝙣𝙙 𝙡𝙚𝙖𝙙𝙞𝙣𝙜 𝙘𝙝𝙖𝙣𝙜𝙚!

In this episode, Derek Roberts and I explore the art and science of persuasion of how to get to "yes" and authentic buy-in in the context of leadership. 

Mastering the power of persuasion — of selling people on your idea, the change initiative you are leading, or your services —  to help others adopt new ways of thinking and working is essential to your success, career growth, and impact.

Derek's expertise highlights how to navigate these interactions effectively, ensuring you're heard, understood, and able to inspire action.

We discuss concepts in his new book, “Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance,” and the essential skills of selling ideas and gaining buy-in, which are crucial for any executive or continuous improvement leader.

If you want to become a more influential change leader who identifies and bridges gaps through strategic communication, this episode is for you.

YOU’LL LEARN: 

• How asking compelling questions and listening helps you influence decisions and lead change effectively
• Strategies for coaching executives to engage actively in change initiatives, highlighting the difference between persuasion and manipulation
• The importance of preparation in getting buy-in includes understanding your audience, conducting thorough research, and developing situational awareness 
• Techniques to adapt your communication style to match different behavioral types — talkers, controllers, doers, and supporters — to enhance your effectiveness in selling ideas and facilitating organizational change
• A framework that will help you ensure personal and professional alignment with your purpose, abilities, values, commitments, and beliefs 

Tune in now to enhance your leadership and get buy-in by mastering the power of persuasion through listening.

IMPORTANT LINKS:

• Full episode show notes: ChainOfLearning.com/19
• Connect with Derek on LinkedIn: linkedin.com/in/derekroberts1/
• Book: “Listen to Sell”:amazon.com/Listen-Sell-Skillset-Connections-Performance/dp/1774583763
• Work with me: KBJAnderson.com
• Change KATALYST™  Self-Assessment: KBJAnderson.com/KATALYST
• Follow me on LinkedIn: linkedin.com/in/kbjanderson

TIMESTAMPS:

• [00:00] An introduction to Derek Roberts 
• [04:09] Sharing a vision and getting buy-in
• [08:40]Discussion about Derek's book and the training programs he offers through Integrity Solutions
• [11:18] The distinction between asking logical vs. emotional questions
• [17:19] The tension between being persuasive and avoiding manipulation
• [20:12] The power of truly listening
• [23:01] Different behavioral styles and their influence on the buying experience
• [32:15] The five areas of the congruence model relevant to sales and leadership roles
• [37:50] Derek’s journey in being more engaged and curious 
• [42:41] The impact of concentrating your energy on preparation 

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