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Articles tagged with: coaching

Coaching does not have to be like sales
Thursday, 10 Dec, 2009
Coaching does not have to be like sales

In my opinion the field of coaching behaves similarly to the field of sales: gather data about a problem, ask responsible, caring questions, and then provide a solution. Similar to sales, coaches like to say that they really do care, that they don’t give answers, that they only provide data on relevant solutions. And yet, […]

A ‘Need’ Doesn’t Mean A Buying Decision
Monday, 15 Jun, 2009
A ‘Need’ Doesn’t Mean A Buying Decision

A prospect of one of my coaching clients – the sales manager of a small manufacturing company – joined our coaching call at the request of my client Joe. Joe wanted me to use my Buying Facilitation method on the manager to find out why he hadn’t purchased a sales training program after 6 months of conversation, given he had an ‘obvious […]

Sales Coaching: Choosing the right coach. Targeting the right outcome.
Wednesday, 18 Jul, 2007
Sales Coaching: Choosing the right coach. Targeting the right outcome.

I recently got a call from a young man whose boss suggested he find a sales coach, adding that he’d have to pay for it himself so that it would have value for him.
I have a few thoughts here:

Why is the manager delegating his/her responsibility for employee/salesperson success to an outsider who s/he doesn’t know […]