Results | Sharon Drew Morgen

Posts Tagged ‘results’

Coaching does not have to be like sales

Dec 10, 2009 Sales Related

Success coaching 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, to me the models are quite similar, if not identical.

Coaches lose at least 50% of their clients after the first round of coaching. Just like sellers, coaches blame the clients.Where do the clients go? They weren’t ready to change/buy; they maintained their status quo; they used a competitor.

But that’s not the problem. The problem is that the coaching model (and here I’m going to buck the conventional wisdom) merely works within the bias of both coach and client, in the same way that placing a solution and asking information-gathering questions works within the bias of the seller’s bias and ability to fix a problem with their solution.

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Tags: clients, coaching, results, sales, success

Sales 2.0: 5 Things You Shouldn’t Expect

Jul 6, 2009 Decisioning & Change Management, Top Posts

sales2 Sales 2.0 is the New New Thing.

I hate to be a contrarian (Oh. Ok. I love it. Why change the habits of a lifetime?) but… it’s not the end-all and be-all that it’s being touted as.

Here’s the good news: Sales 2.0 is good for driving people to you. By simply offering a webinar, a free e-book, a White Paper, or some incentive, you can get folks to your site. If your material is good enough, they will Twitter about you, put a TinyUrl about you, link to your site, write you up on their blog. You can gather their data, have some sort of passive or active follow up, use the names on an opt-in list, and get hundreds or thousands of new names on your database.

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