Where to use it?
You can use
coaching everywhere, both in life and business. It will help
you sell anything you wish: product, idea, experience... It will
influence people and inspire decisions.
Selling by Coaching: Five Steps To Creating the Need and
Listen to words,
body language and
emotions to understand the player's both conscious and
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," advised H. M.
Tomlinson. So, don't tell your prospect the value of your
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.
Clarify: Jointly list
the obstacles that lie between the current situation and the
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.
benefits, create an emotional picture of what success would
Ask effective coaching questions, encourage the player
to ask "What If?" questions, jointly find ways around the
Example: Synergize values. "Add your value to
"Once your prospect has told you the value they will receive
from solving their problem, they will be receptive 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."