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Posts Tagged ‘business’

Questions To Ask A Prospective Business Coach

Posted By Michael Roby | Wednesday, January 9th, 2013

Consulting and coaching makes sense for almost any business, but ONLY if they bring REAL value to the client in the way of tangible results. If you hire a business coach, make sure you select a person that fits your needs.

Ask the following questions of yourself:

  • Can this person help me? (Education, Training, Experience)
  • Does this person have the will to help me? (Values, Beliefs, Interest, Motivation, Passion)
  • Will we work well together? (Instincts, Drive, Modus Operandi.)

The following questions are designed for YOU to ask a prospective coach to help you decide if he/she is right for you.

  • Tell me about your education, training, experience, and your track record when coaching businesses like mine?
  • How can your business coaching services help MY business?
  • WHY do you coach? What is your PURPOSE in coaching?
  • What is your capacity for taking on new clients?
  • How long do clients stay with you?
  • What format do your services take (Coaching, Consulting, or both), and how do you deliver these services?
  • What is the cost and length of engagement?
  • Can you provide me with references from current and past clients?

In addition, be EXTREMELY clear about your needs. For example, you may need:

  • Time Management
  • Strategic Selling And Marketing
  • Leadership
  • Operational Planning
  • People Management

Finally, make sure success is measurable. Ask:

  • Looking forward, how will I be able to tell if hiring you was a good decision?

Asking these questions BEFORE you hire a coach helps you feel confident in the the relationship, allowing you to get on with the business of building trust and realizing your objectives.

Get Ahead Of The Curve

Posted By Michael Roby | Monday, January 7th, 2013

You are back from the Holidays. It’s a new year. You rested, relaxed, recharged. You have your business plan in place.  One piece of advice:

Get Ahead Of The Curve!

Playing catch-up can be a challenge. Follow your business plan but get ahead of your planned activities so you can get ahead of your goals. Do everything you planned to do this week…then do a little more! If you are 15 days ahead of plan on a monthly basis for the first six months, it makes summer a breeze. You can stay on pace for Q3 while planning for a big finish in Q4! You will approach the finish line in Q4 looking to beat your personal best and have your best year ever!

Getting ahead of plan helps reduce stress and makes work fun, so as always…

Work Hard & Have Fun!™

The Window To The Sale™

Posted By Michael Roby | Monday, December 17th, 2012

“The eyes are the window to the soul.” – English Proverb

There’s no question peoples eyes (along with other facial expressions, body language and other non-verbal clues) reveal a great deal about what they are thinking about those things they see and hear. Nothing replaces the value of looking someone in the eye and watching what they do their eyes when presenting recommendations and selling. While the eyes may be the window to the soul, however, they may not be the Window to the Sale™.

Advisory practices which involve knee-to-knee recommendations and implementation account for only a portion of business we transact. Buyer initiated transactions, phone sales, catalogs, and online sales happen in the absence of face-to-face interaction. So what is the Window To The Sale?

Let’s assume the following:

  • Your solution solves their problem.
  • They need it.
  • They can afford it.
  • They trust you (or the person who referred you.)

All of these factors can be present, and you can still not make the sale! So I ask again, what IS the Window To The Sale?

Questions are the Window To The Sale™.

Your ability to ask quality questions, and how well you listen to the answers you receive, contributes greatly to your sales success or lack thereof. The best questions cause your client to examine situations, ask their own questions, and trigger them to take action.

Are you asking the right questions and asking them the right way? Your answer to this question can make all the difference in your sales results.

Work Hard & Have Fun!™