The Evolutionary Language of Business Coaching
The Evolutionary Language of Business Coaching
At the end of my second year of training, I realized I had learned a whole new way to communicate and relate with other people.
This communication style gets to the truth faster and cleaner, is more provocative than we are used to, and can, in fact, come directly from your best place….from your heart!
I learned that when you communicate in this way, you move forward faster and clearer than ever before!
And I knew that most forward-thinking companies would be ready to look at this model, because it has a direct effect on the bottom line.
Using this form of communication, employees become more team-oriented and more community-oriented, because they’re now listening very deeply, speaking with intention, and using language to solve problems together rather than using language to create problems for one another.
The success stories are limitless.
Effective Communication: The #1 Skill for Business
Here’s what I know for sure: Every success of my life, bar none, was a direct result of the words that I’ve said and the manner in which I’ve said them.
And conversely, every loss of my life or challenge of my life was a direct result of the words that I’ve said and the manner in which I’ve said them.
Communication is big stuff!
Paul Danos of the Tuck School of Business said this:
“Nothing is as powerful as the well-communicated idea. It’s a tool that allows us to inform new directions and inspire new energy.”
I love this quote because it speaks to innovation…and innovative communication is what coaching is all about.
So let me tell you more!
Let’s use a conversation with a franchise prospect as an example.
In my franchise sales days with Sylvan Learning Systems, Inc, I had a phrase that I consistently used as an opener on my initial inquiry call with a franchise prospect.
I would begin our conversation by asking, “How familiar are you with Sylvan Learning Centers?”
And then, whatever their answer, whether they said “very or not at all”, I would basically move into my animated dialogue about the wonders of Sylvan.
Now this worked really well for me and I’m not complaining….but I often think now how different the conversation might have gone if I started off something like this:
So tell me, Ms. Franchise prospect, what is it that you really want in a business?
And then I’d listen really, really carefully. I might say a word or two to express that I was hearing them, but basically I’d just let them talk.
And then, when they were totally through, I might say some words of affirmation, like “That’s great! Or “You’ve obviously given that some good thought”
And then I might ask, “Why do you want this business? And again I would listen and listen…and respond from my best place with understanding and agreement
And then I might ask, “How will your life be different when you get this business?”
And now I’ll listen to the dreams of this prospect. I’ll totally understand what she’s looking for and where she’s coming from and what she’s hoping for…before I ever give my animated speech about my business.
Imagine how that prospect is feeling. She’s feeling heard and honored and clear about her own intentions for her business.
Later, I might ask: What are the resources that you’ll need to get there?
And here I’m ferreting out any objections that might be standing in their way
So that finally I can ask: How can I help you to get there?
So let me repeat just the questions:
What is it you really want in your business?
Why do you want this business?
Once you get your business, how will your life change?
What resources do you need to get your business off the ground?
And…How can I help you to get there?
It gets right to the heart of the prospect…right away.
It creates an intimacy right away.
It is based on listening more than talking.
And it opens up objections right away.
This is powerful stuff!
The form of communication used in the coaching model is more provocative than we’re used to. It’s clean and clear and to the point.
It is based on these 5 empowering principles for conversation:
1.Listen more than you speak.
2.Listen really carefully and ask questions to understand what the other person is saying.
3.And then, rather than offering unsolicited advice, ask permission to share a new view…a new perspective…and remind the person that they are free to accept what works for them and throw away the rest.
4.Then, before sharing that view… check into your head for intellectual guidance…check into your heart to be sure your words will be accepted in the way that you mean them.
5.And then speak from your very best place!
That’s the communication of coaching.
It’s powerful, it’s intimate, it’s engaging, it’s honest, and it absolutely produces forward movement quicker than any form of communication I’ve ever used!
So please join me on this journey to get better and better at the primary skills of communication and life and business each and every day.
Because to understand and to be understood is an essential ingredient of success…and when the effort to understand and be understood comes from your heart, it comes from your very best place.
©2008, Franchise Coaching Systems
The Evolutionary Language of Business Coaching - To learn more about this author, visit Flo Schell's Website.
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Following 16 successful years as a sales executive in Corporate America, I transitioned into a new role as a Life and Business Coach.
At the end of my second year of training, I realized I had learned a whole new way to communicate and relate with other people.
This communication style gets to the truth faster and cleaner, is more provocative than we are used to, and can, in fact, come directly from your best place….from your heart!
I learned that when you communicate in this way, you move forward faster and clearer than ever before!
And I knew that most forward-thinking companies would be ready to look at this model, because it has a direct effect on the bottom line.
Using this form of communication, employees become more team-oriented and more community-oriented, because they’re now listening very deeply, speaking with intention, and using language to solve problems together rather than using language to create problems for one another.
The success stories are limitless.
Effective Communication: The #1 Skill for Business
Here’s what I know for sure: Every success of my life, bar none, was a direct result of the words that I’ve said and the manner in which I’ve said them.
And conversely, every loss of my life or challenge of my life was a direct result of the words that I’ve said and the manner in which I’ve said them.
Communication is big stuff!
Paul Danos of the Tuck School of Business said this:
“Nothing is as powerful as the well-communicated idea. It’s a tool that allows us to inform new directions and inspire new energy.”
I love this quote because it speaks to innovation…and innovative communication is what coaching is all about.
So let me tell you more!
Let’s use a conversation with a franchise prospect as an example.
In my franchise sales days with Sylvan Learning Systems, Inc, I had a phrase that I consistently used as an opener on my initial inquiry call with a franchise prospect.
I would begin our conversation by asking, “How familiar are you with Sylvan Learning Centers?”
And then, whatever their answer, whether they said “very or not at all”, I would basically move into my animated dialogue about the wonders of Sylvan.
Now this worked really well for me and I’m not complaining….but I often think now how different the conversation might have gone if I started off something like this:
So tell me, Ms. Franchise prospect, what is it that you really want in a business?
And then I’d listen really, really carefully. I might say a word or two to express that I was hearing them, but basically I’d just let them talk.
And then, when they were totally through, I might say some words of affirmation, like “That’s great! Or “You’ve obviously given that some good thought”
And then I might ask, “Why do you want this business? And again I would listen and listen…and respond from my best place with understanding and agreement
And then I might ask, “How will your life be different when you get this business?”
And now I’ll listen to the dreams of this prospect. I’ll totally understand what she’s looking for and where she’s coming from and what she’s hoping for…before I ever give my animated speech about my business.
Imagine how that prospect is feeling. She’s feeling heard and honored and clear about her own intentions for her business.
Later, I might ask: What are the resources that you’ll need to get there?
And here I’m ferreting out any objections that might be standing in their way
So that finally I can ask: How can I help you to get there?
So let me repeat just the questions:
What is it you really want in your business?
Why do you want this business?
Once you get your business, how will your life change?
What resources do you need to get your business off the ground?
And…How can I help you to get there?
It gets right to the heart of the prospect…right away.
It creates an intimacy right away.
It is based on listening more than talking.
And it opens up objections right away.
This is powerful stuff!
The form of communication used in the coaching model is more provocative than we’re used to. It’s clean and clear and to the point.
It is based on these 5 empowering principles for conversation:
1.Listen more than you speak.
2.Listen really carefully and ask questions to understand what the other person is saying.
3.And then, rather than offering unsolicited advice, ask permission to share a new view…a new perspective…and remind the person that they are free to accept what works for them and throw away the rest.
4.Then, before sharing that view… check into your head for intellectual guidance…check into your heart to be sure your words will be accepted in the way that you mean them.
5.And then speak from your very best place!
That’s the communication of coaching.
It’s powerful, it’s intimate, it’s engaging, it’s honest, and it absolutely produces forward movement quicker than any form of communication I’ve ever used!
So please join me on this journey to get better and better at the primary skills of communication and life and business each and every day.
Because to understand and to be understood is an essential ingredient of success…and when the effort to understand and be understood comes from your heart, it comes from your very best place.
©2008, Franchise Coaching Systems
The Evolutionary Language of Business Coaching - To learn more about this author, visit Flo Schell's Website.
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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