Through the use of coaching skills and techniques I have seen, all different kinds of people with all different levels of get results with the people in their organizations. Incorporate these important coaching skills and what your downline grow, your sales stars turn into leaders and your professional relationships become stronger.
• CREATING ACCOUNTABILITY In your professional interactions make sure decisions and actions are not only talked about, always get a clear, definite agreement. Always have both parties write down any agreements. Each agreement must be specific and measurable and accompanied by a timeline for completion. For example If someone says to you " I will see if I can get to it this week". Create accountability with them by asking. "Are you agreeing to have that done by Friday?"
•POWER LISTENING In business you want to show your interest and enthusiasm through both your verbal and nonverbal communication. You will learn a lot more from listening. To be a Power listener put your full attention on being fully present with the other person. This includes maintaining open body language, do not cross your arms or legs. Remember to have a relaxed face, sometimes people are concentrating so hard they look like they are frowning, this intimidates the speaker. Always maintain constant eye contact when listening. Allow no interruptions, do not answer the phone do not begin to talk with anyone else, give the speaker your full attention. Use “ I am listening” words and phrases i.e.. "aha," "yes," "I see," "really," "interesting," "I hear you."
•MAKING POWERFUL REQUESTS Sometimes we think we have made a request when really we have only had a discussion. A request looks like: “Will you do that before our next appointment?” or “Will you fax me that info. by tomorrow.” Not a request: “If you get a chance send me your updated information.” or “Let me know when you can help me with this client.” When you make a request there are one of three responses. Accept the request with a "yes" response. Decline the request with a “no” response or negotiate the request by making a counteroffer. USE POSITIVE LANGUAGE Eliminate judgment from your communication, take out the word should from your vocabulary. Replacement words and phrases might be - would, could, have you considered, it would serve you. When conversing with someone, never start a sentence with "But", this word invalidates whatever can before it. Instead of "but" use the word "and.”
• BRAINSTORMING When you do not have the answer to a challenge at hand, generate ideas to create a possible solution through brainstorming. When doing this with yourself or with someone else remember to not comment, evaluate, judge or edit any thoughts or suggestions. Continue to write them all down until there are no more. Then begin a dialogue using the ones that seem the most appealing. Eventually you may have a solution. • ACKNOWLEDGING Talk about the good things you are hearing, make sure the people you interact with know that you are aware of their, risks, wins, expertise, etc. Acknowledging someone is very different than complimenting them. An acknowledgment Refers to WHO the person is being. An example would be, " I appreciate you taking the time to meet with me, it shows me that my project is important to you." "I want you to know that in working with you, it is clear to me that you know your industry and you really care about your clients." A compliment refers to something the person did or is wearing. " That was a delicious batch of cookies you made." "I really like your lapel pin."
•SHARE YOUR WINS, ASK OTHERS TO SHARE THEIRS When something goes great let other people know. Tell them when you solve a big problem, when you land an exciting new client, when you meet a crucial goal. On the flip side ask other people to share their wins with you. Ask them for some wins, give them an opportunity to share with you what is exciting in their business.
• USE YOUR INTUITION Sometimes you might have a thought or an idea that you can not intellectually or practically justify. If you want to share it, share it. You can start by saying I have an unrelated thought I would like to bounce off you." "I am having the sense that…" Trust your intuition and use your intuition. No matter what is the size of your team, it is in your best interest to consider yourself a coach to every one in your organization as well as your customers. Utilize these coaching skills and watch how your goals come to fruition with ease. Also your new skills will enhance all your professional interactions. What could be smarter?
Caterina Rando |
