Where to use it?

You can use selling by coaching everywhere, both in life and business. It will help you sell anything you wish: product, idea, experience... It will help you influence people and inspire decisions.

Your 3 Coaching Competences

1. Revealing Problems and Obstacles

2. Coaching by Questions

3. Blitz Coaching

Selling by Coaching: Five Steps To Creating the Need and Removing Obstacles

1. Invite: Ask the right questions so you can understand their problem and determine if and how you can help them. Ask your prospect to describe the current problem, to provide specific examples, and to describe the desired outcome.

   Example: Defining the value you offer. "We see the things not as they are, but as we are," said H. M. Tomlinson. So, don't tell your prospect the value of your offer, ask the right questions to have your prospect tell you the value instead. "If you tell your prospect about the value you offer, they may or may not see this as relevant, of interest or of value. However if you ask the right questions so your prospect tells you the value of solving their problem, they will then see this value as relevant, of interest and of value. The big difference is that they have told you (and themselves) the value as opposed to you telling them," says Tessa Stowe.

2. Understand: Listen to words, body language and emotions to understand the player's both conscious and unconscious needs.

3. Clarify: Jointly list the obstacles that lie between the current situation and the desired outcome.

   Example: Get clarity around your prospect's problem. Ask your prospect powerful questions which help them get clarity around their problem or identify hidden problems. Help your prospect to estimate what the problem is costing them. Then, suggest your solution.

4. Inspire: Emphasize benefits, create an emotional picture of what success would look like.

5. Catalyze: Ask effective coaching questions, encourage the player to ask "What If?" questions, jointly find ways around the obstacles revealed.

   Example: Synergize values. "Add your value to their value," says Tessa Stowe. "Once your prospect has told you the value they will receive from solving their problem, they will be receptive to listening to how you can add even more value. Not only will they be receptive to listening to how you can add more value but they will also be appreciative of the additional value you can add. This is because, at this stage, they will have effectively sold themselves on taking action to solve the problem and the more value they can see that they will receive; the easier it is for them to justify buying your products and services."