Posts Tagged ‘coaching’

Selling vs Helping: SPINning Your Way to Better Results

Monday, December 6th, 2010

You’ve got a business. You need to grow it. What should you do first? Meaning no disrespect to my colleagues who specialize in sales, let me suggest you don’t start selling. Until you have deep insight into what your prospective customers need and have used that insight to earn their trust, don’t even think of trying to sell – that is, if you think of selling as trying to close. The best salespeople know that closing is simply the last step of a complex process during which your main task is to seek insight – to ask questions, shut up, and listen. Read the rest of this entry »

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Why You DON’T Need a Business Coach

Monday, November 8th, 2010

Coaching was only recognized as a helping discipline in the ‘80s, but has already become a global phenomenon. Where once the noun coach had little relevance outside of sports, there are now life coaches, business coaches, executive coaches, career coaches, spirituality coaches, study coaches…professionals whose profession is helping others to excel.

I pursued training as a coach for entrepreneurs and executives primarily from a desire to become better at one of the core competencies of business leadership – nurturing subordinates’ potential. I had benefitted from some outstanding coaching during my career, but also encountered some awesomely incompetent coaches; I was determined to give better and more consistently than I had received.

To my surprise, my journey through the world of coaching has led me to conclude that coaching as taught by major schools such as CTI, Newfield, College for Executive Coaching, and others, is a flawed model. Read the rest of this entry »

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