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 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 Attitude
Treat your prospective customer as
a player who wants to achieve extraordinary results. You are to
help the player win.
Your
Three General Competences
1.
Effective Listening
2.
Asking Effective Questions
3.
Emotional Intelligence
Your Three 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
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Invite: Ask the player
to describe the current problem, to provide specific
examples, and to describe the desired outcome
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Understand:
Listen to words,
body language and
emotions to understand the player's both conscious and
unconscious needs
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Clarify: Jointly list
the obstacles that lie between the current situation and the
desired outcome
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Inspire: Emphasize
benefits, create an emotional picture of what success would
look like
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Catalyze:
Ask effective coaching questions, encourage the player
to ask "What If?" questions, jointly find ways around the
obstacles revealed
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