Webinar: The Ultimate Coaching and Change Management Tool
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Are you a coach or consultant who would love to have a tool
to:
- Let you know precisely what your prospect's biggest problems
are, BEFORE you even speak to them
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Immediately identify areas of untapped potential and unrealized
profits in your clients business, and
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Know exactly how to help your client create the changes they need to
make to get to the next level?
Join us for a Free Webinar that
will introduce you to the ultimate coaching and change management tool: The
ChangeGrid .
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Tuesday, December 2nd, 2008
1:00 PM Eastern / 10:00 AM Pacific
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I
There is no admission fee for this
webinar, but spots are limited, so get your seat now.
Come and see what the ChangeGrid is all about. I've found it to be one of the best tools I've ever used for prospecting, as well as for providing superior coaching and consulting services.
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"The ChangeGrid is a profoundly simple assessment
tool - which provides a powerful perspective on the nature of change, and in
identifying practical pathways for making meaningful, sustainable change a
reality. The ChangeGrid complements every other tool in my coaching toolbox,
providing a clear map and relevant language that falls seamlessly in line with
my own approach to coaching and consulting. As a former psychotherapist, I see
this as a powerful tool for practicing psychotherapists, especially within the
context of managed care. It is simple, direct, empowers the client, and readily
documents progress made towards targeted goals. Loaded with face-validity, one
only needs to use it for themselves in order to appreciate its significance. The
ChangeGrid works - in any context and circumstance, where change is
desired."
-Bob DeMers, President, Coaching Works, Charlotte,
N.C.
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Why You're Not Selling More
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Are you (or
your sales reps) selling as much as you'd like?
In these tough economic times, most of us would say "NO". But even in good economic times, most
entrepreneurs, consultants and sales professionals who are successful are never
satisfied and want to sell more!
The fact is
if your sales reps (if you personally do all the selling, substitute yourself
where I mention "sales reps") aren't meeting the numbers you need them to meet,
then one or a combination of the following five
scenarios is the cause:
1) There's something wrong with your
product or service
If there's
something wrong with your product or service, you obviously need to figure out
what it is and fix it. Unfortunately,
between now and the time things are repaired, there will be great deal of
unproductive tension for both your clients and your sales reps. It is of paramount importance that while this
is going on, your sales reps diligently monitor and manage the level of
productive tension experienced by everyone impacted by the problem. Add to this the extreme challenge of managing
their own levels of productive tension and you have a recipe for disaster. If your customers, prospects, sales reps and
internal staff are ALL too stressed out to function productively, your sales
results WILL come to a screeching halt.
2) There's something wrong with your
marketplace.
Regardless
of whether the challenge is increased competition, a depressed economy,
seasonal slumps, a community crisis or any one of countless factors impacting
your marketplace, there is STILL abundant opportunity for businesses to thrive
IF the sales reps understand that this is an issue of tension management. In these
situations, the productive tension your prospects and customers had previously
experienced is subordinated by the unproductive tension they're experiencing
about the current state of the marketplace.
If your sales reps don't know how to reduce that unproductive tension
and increase productive tension regarding your products and services, no one
will be buying or selling anything.
3) There's something wrong with your
industry.
As was the
case with the marketplace, problems with your entire industry present a similar
challenge and require the same approach in remedying the situation. Technology?
Legislation? Scandal? War? These
situations are just a fraction of the things that can and will happen - and all
of them have a detrimental impact on everyone's level of productive
tension. To combat the chaos and stop
your business of becoming part of the collateral damage, your sales reps must
master the art of tension management.
4) There's something wrong with your
sales reps.
If there's
something wrong with your sales reps, then one or both of two things is
true: they CAN'T SELL and/or they WON'T
sell.
If the
problem is one of ABILITY, you need to take a serious look at four things:
knowledge, skills, professional experience and support resources. Do they need to understand more about your
products and services and the needs within the marketplace? Are the sales skills they've been taught
truly effective or have they been abandoned the training they received? Do they
lack experience in dealing with the client situations they encounter? Do they have access to the support they need
to do what they're expected to do?
If the
problem is one of WILLINGNESS, you need to identify the source of their
resistance. Is the problem a lack of
desire? Are emotions of anger and fear
stopping them? Is there an effective accountability system in place?
5) There's something wrong with your
sales managers.
As is the
case with your sales reps, if there's something wrong with your sales managers,
then one or both of two things is true: they CAN'T manage and/or they WON'T
manage.
More often
than not, the problem here is one of ability.
The vast majority of sales managers have never received any formal
training, so they lack skills. That in
turn makes the sales reps question the value of their manager, so respect is
compromised.
The worst
of all scenarios though is the sales manager who WON'T do what they were hired
to do - and while the prognosis is poor, you must still identify the source of
their resistance in order to prevent the same scenario from happening
again. Is it a matter of burnout? Unrealistic expectations? A lack of support? Or have they lost faith in their upper
management team?
What's the remedy?
Once you've
identified why your sales reps aren't selling more, the answer will be a
combination of sales and leadership training.
No matter what challenges a company faces, sales training is the
cornerstone of the solution. The only
thing that will fix a bad economy is SALES and the only thing that will prevent
another bad economy is LEADERSHIP.
To find out more about how we train
how to apply tension management to sales and leadership, contact our offices at
215-968-2483.
In the next issue, you'll discover more about what tension management is and we'll cover what
it means to "Pay Attention to Tension."
Adapted from an article by T. Falcon Napier (T. Falcon Napier & Associates).
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Want A More Profitable Business? Take This Profile!
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No matter what level your business or practice is, we all want to take things to the next level (unless, of course, you're ready to retire)! This could mean more clients, more leverage, more balance...the list goes on.
Sometimes it's unclear to know exactly what to do. But more often we know what to do, but aren't following through - AND WE DON'T KNOW WHY!
We may spend money on taking assessments, going to seminars and hiring coaches to help us solve our problems. Still the problems continue.
The missing piece in being more successful can be referred to as "tension management".
That's why I'm saying to you:
Let me explain what this profile is NOT:
- it's not a psychometric tool,
- it's nota personaility profile,
- it's not a measure of aptitudes or attitudes
This profile is called "ChangeWorks" and the resulting report is called a ChangeGrid.
Here's what the ChangeGrid will reveal:
- how ready you are to actually perform the mission-critical activities that will grow your business,
- what are the opportunities for significant growth in your business, and
- which areas of your business represent untapped potential and unrealized profits!
The ChangeGrid measures the productive tension you associate with a certain activity. The Grid can then be used to help you manage your tension for success.
Taking the profile is simple and will only take 10 minutes:
1) Click on the link below
2) Fill out your contact information (your privacy is protected)
3) Follow the instructions to complete your profile
4) We will contact you to set up a free phone consultation to debrief your ChangeGrid.
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