Can You Hear Me Now? Great Executive Coaches Are Not Just Great Talkers They're Great Listeners
Can You Hear Me Now? Great Executive Coaches Are Not Just Great Talkers They're Great Listeners
There may be some executives who do better with someone who yells and screams at them. If so, we'd suggest that executive has other needs that executive coaching will not resolve for them.
Most executives have many people talking at them and telling them what they think should be done. What most executives and sales professionals do not have is someone who will listen to them. Any by "listen" - we don't mean sitting half awake nodding yes as the executive speaks. Chances are - they already have some of those "yes nodders" around them. Listening in the sense we recommend is an engaged commitment to truly hear what the executive wants to share. Listening is an active process that includes clarification and responses that tell the executive that we truly are hearing them.
Active listening is a skill and an art. As strange as it may sound - there are listening skills. We learn to listen as part of our formal education. That's one of the reasons why most top coaching organizations requires its coaches to have a university level education or beyond from a challenging institution. To get through that experience successfully - the coach must have learned how to listen to know how to learn. There are some natural elements to listening too - the great executive coach wants to hear what the executive is saying.
The act of sharing is important for the executive. It allows them the time and opportunity to put into words what is happening with them and to them. There is value in the process of talking about what your thinking, what you are feeling and what you are wondering. But this kind of sharing requires the person on the other end of the conversation to be an active listener. Otherwise, the executive might just as well be talking to themselves.
Active listening does require a process of synchronization between the executive and the executive coach. You have to be able to tune in to the executive so that you clearly understand what they are saying. Only by doing the feedback questions and listening checks that active listening uses will you be sure that you really are in synch.
Expect an active listener in your executive coach. We do!
Can You Hear Me Now Great Executive Coaches Are Not Just Great Talkers Theyre Great Listeners - To learn more about this author, visit Grant Fairley's Website.
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So many images of executive coaching come from our coaching icons in major league sports. Often, these stereotypes include the coach shouting from the sidelines trying to intimidate the players, the other team and even the referee.
There may be some executives who do better with someone who yells and screams at them. If so, we'd suggest that executive has other needs that executive coaching will not resolve for them.
Most executives have many people talking at them and telling them what they think should be done. What most executives and sales professionals do not have is someone who will listen to them. Any by "listen" - we don't mean sitting half awake nodding yes as the executive speaks. Chances are - they already have some of those "yes nodders" around them. Listening in the sense we recommend is an engaged commitment to truly hear what the executive wants to share. Listening is an active process that includes clarification and responses that tell the executive that we truly are hearing them.
Active listening is a skill and an art. As strange as it may sound - there are listening skills. We learn to listen as part of our formal education. That's one of the reasons why most top coaching organizations requires its coaches to have a university level education or beyond from a challenging institution. To get through that experience successfully - the coach must have learned how to listen to know how to learn. There are some natural elements to listening too - the great executive coach wants to hear what the executive is saying.
The act of sharing is important for the executive. It allows them the time and opportunity to put into words what is happening with them and to them. There is value in the process of talking about what your thinking, what you are feeling and what you are wondering. But this kind of sharing requires the person on the other end of the conversation to be an active listener. Otherwise, the executive might just as well be talking to themselves.
Active listening does require a process of synchronization between the executive and the executive coach. You have to be able to tune in to the executive so that you clearly understand what they are saying. Only by doing the feedback questions and listening checks that active listening uses will you be sure that you really are in synch.
Expect an active listener in your executive coach. We do!
Can You Hear Me Now Great Executive Coaches Are Not Just Great Talkers Theyre Great Listeners - To learn more about this author, visit Grant Fairley's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan'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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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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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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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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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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