Paul C Burr

Quick Guide VI - How to Sell Coaching (Quick Guides to Business, #6) (eBook, ePUB)

• Format: ePub

Produktbeschreibung

First and foremost, selling or coaching is about you being the real you, the authentic you, the congruent you in a personal space that the client is willing to share with you. They share that space because they trust your integrity. They allow you to lead them beyond the boundaries of that space because they trust your capability to lead them into another space that is unknown - unknown to them and unknown to you. And they trust your capability to help them deal with their unknown. The most important thing you bring to a meeting is your intention and your integrity. These two facets alone will bring you the success that's right for you.

I've coached hundreds of people in large and small organisations around the world. I enjoy a higher-than-95% conversion ratio from prospecting to sales with the people who are seeking to be coached personally.
The prime aim of this book is to share with you the what-and-how of...
1. A 'sales' process that can give you a greater than 95% success rate when selling to potential coaching clients.
And answer the question...
2. How is it successful?

I've met many coaches and consultants who don't like, or feel very competent at, selling. Some of these people held very high offices in large corporations. About 'selling'... "It's not something I would do to a dog." Quote from a Partner in a top-10, world famous, consulting firm.

By a twist of fate, I went from corporate selling into coaching. I started my 'corporate career' in IBM. There I spent sixteen years in sales: starting in sales support, then sales, then sales management, and then developing new career paths to sell consulting services, as opposed to hardware. I now have over thirty years of corporate selling experience. I still consider myself a student in the noble art of 'selling with integrity'.

I call it an 'art' because selling, for me, is two parts emotional to one part intellectual. There may be sound business reasons for a customer to buy from you, yet ultimately they buy from you because what you offer looks right, sounds right and feels right in their mind. Moreover, the customer puts trust in your integrity and capability to deliver what you promise better than anyone else.

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Produktdetails

• Verlag: Paul C Burr
• Erscheinungstermin: 5. Oktober 2014
• Englisch
• ISBN-13: 9781311687524
• Artikelnr.: 48310320

Autorenporträt

I'm in the business of equipping people to improve their effectiveness by 30%+ in a matter of weeks, sometimes days.

Business Client: "I have worked with Paul periodically over the past 8 years to gain solutions to a number of people issues / opportunities. If you are looking for a Personal Coach to make a High Performer / High performing Team even better (particularly a senior player) I would not hesitate to recommend him".
Sandra Ventre, Management Development Director, Reckitt Benckiser (now with Qantas)

Private Client: "You have been so instrumental in the positive changes in my life, I set quite a few goals, and one by one my goals are being achieved, thanks to you, showing me how".
Debbie (via Skype) Cape Town, South Africa.

The Skills and Passions in Me

Life doesn't get better by chance; it gets better by change. And change is a journey that's two parts, emotional, to one part, intellectual.

Most of us don't achieve what we set out to achieve at the first attempt. If the outcomes you sought were down to a purely intellectual exercise then you would have achieved them already - would you not? Whether you're a top or moderate performer (or underperforming right now) - every change you make in life is a journey, two parts emotional to one part intellectual. We are twice as likely to hold ourselves back because of self-imposed emotional blocks as opposed to intellectual problems. Put simply, I equip people to tackle challenging emotional journeys.
Corporate clients use me as a 'business coach', personal clients probably see me as more of an 'energy healer'. In both cases I help clients to release the emotional blocks so that they cultivate and apply their innate willpower, imagination, courage and creativity to achieve the business and personal outcomes they seek.
I've over thirty five years of 'b2b' corporate sales and management experience, fifteen years of which overlap with my business and personal coaching work. I've a PhD in Statistics and a First Class Honours Degree in Mathematics. I'm qualified as a Master Practitioner in: NLP, this/past life regression and hypnotherapy.
I write books, blogs and have just started a series of business articles based upon my own original research, experience and observations in corporate and SME business.
I study and practice ancient wisdom, astrology, casting runes, dowsing, the I Ching and the Tarot.
I love listening to music ...