Archive for the ‘Business Sales Training’ Category

Just wanted to thank Demitris Edwards from Vocall Mystery Shopping in association with Call Centre League of Excellence, who put on a truly enjoyable event at Gloucester Quays aboard the King Arthur, with an audience of 50+ Call Centre Managers and Staff who wanted to find out how to improve performance within their own call centres.

The day included a meet and greet over coffee, tea, light refreshments, followed by five presentations from a wide variety of companies, from the training, coaching, feedback, sales and social media circles.

Really enjoyed the good weather lunch time along the Gloucester canal over lunch, which on return finished with two further presentation including mine.

My presentation was based on the subject of how to use NLP to enhance communication and make more sales.

Thanks again for the opportunity to be able to discuss with 50+ over businesses what I do and what I can do for them in the future!

 

 

The GROW coaching model is recognised as one of most popular coaching models to use when setting yourself goals.

It consists of six parts in the process, which are:-

1) State your goal in the positive.

2) Have and evidence procedure.

3) Can you start and maintain the goal yourself.

4) Contextualise.

5) Maintain the positive by products.

6) Ecology.

Lets take each stage in turn, so do we mean by stating with state the goal in the positive?

The goal you want to achieve must be something you actually want and not something you want to avoid. By positive thoughts and actions enables the mind to focus on what you want in life. The mind is unable to focus on negative goals.

i.e. I don’t want to put any weight on? or I want to loose ten pounds over the next four weeks via exercise and reducing fatty foods.

Have an evidence procedure – This is trying imagine what it would be like, when you have achieve your goal, .i.e. what will it look like, feel like or what will you hear going on around you once you have achieved your goal.

Metaphor

When Linford Christie (the athlete) won his gold medal, when he was then interviewed. He stated that he had no doubts that he was going to win a gold medal, because he had run that race a thousand times in his mind and had experienced in his mind what it would be like to win. The only way he was not going to win was if he had an accident on the day!  He said he had heard the national anthem being played, he heard the crowds cheering, he saw the flags waving, he said the jubilant crowd jumping up and down in the stadium.

This stage is very powerful and aids the experience and motivation in working towards your goal.

Can you start and maintain the goal yourself ? This stage is important to work out what support you may need and whether you can do on your own merit.

Contextualise - This stage is only required when you are talking about behaviours etc .i.e. I want to be more assertive ? Be sure where and when in your life you want to be more assertive. If you are in charge of a sales team at work and feel you need to be more assertive with the team, make sure it is only work that want to be assertive and not to include be assertive when you get home and are with the family. As your partner and children will not appreciate the change.

Maintain the positive by products – This stage is about knowing your existing strengths and making sure you don’t diminish them whilst working towards your goal. Otherwise you gain one thing and lose another.

And finally the Ecology ? This stage is about whether the goal is worthwhile, what’s involved, how much time is needed, what effort do you have to commit to to achieve the goal. What are the benefits of achieving this goal.

This model gives you a process to follow when setting goals, it is even better if you get a life or business coach to help you. Because they have the skills to make sure you maximise your goal setting techniques.

 

Goal setting.
Open questions.
Overall Aim(goal).
What do you want?
What do you want to work towards?
What is your aim?
What do you want to achieve?
What do you want to gain?
What is your goal for the future?
Where do you see yourself in five years?
When do you want to achieve your goal?
What do you want to be?
Remember: Overall goal needs to be specific. Need to get coachee to focus on what they want to achieve rather than what they want to avoid.
Goal session
What do want to walk away with by the end of this session?
By the end of the session what do want to achieve?
Evidence Procedure
How will you know when you have achieved your goal?
What will … look like?
What will it be like when you have achieved your goal?
What will this give you?
What do you want to hear?
What will others see when you achieve your goal?
How will achieving that feel?
How can you measure your success?
What tools can you use to measure this?
How will you feel when you achieve your goal?
What will people be saying when you achieve your goal?
How will people see you when you achieve your goal?
How will you see yourself?
Imagine you achieve your goal! What’s happening around you?
Paint a picture, what will you see?
What will you be saying when you achieve your goal?
How will you celebrate success?
What do you feel like when you achieve your goal?
What do you think it will be like to achieve your goal?
Can you imagine what it will look like to achieve your goal?
What emotions will you feel when you achieve your goal?
Remember: Evidence procedure lets the coachee know what it will be like when they achieve their goal. You need to get all three predicates in at this stage (i.e. visual, kinesthetic and auditory). To find out your coachee’s preferred predicate ask a neutral question like “ What will it be like when you achieve your goal?”
Maintain positive by products of current situation
What are you doing well at the moment?
Is all about ensuring that the coachee knows what their strengths are. How can they keep their current performance where it is and focus on goal. What is the coachee willing to give up to achieve their goal.
What can they bring with them to help to work towards their goal.
What is currently working?
How can you ensure you maintain these strengths?
What good things would you like to bring with you?
What will you lose by doing ………
What can you bring forward to support your goal?
How will you maintain your current performance whilst you are developing?
What sacrifices are you willing to make to achieve your goal?
What measurements can you put in place to ensure that your strengths stay strong and still focus on your goal?
What are your key strengths?
What are your strengths?
What do you like about your job?
What impacts will achieving your goal have on your current strengths?
How will you ensure this doesn’t happen?
What key skills do you have?
How will you maintain the positives?
What can you put in place to measure that your current performance stays in place whilst gaining your goal?
What will it feel like if working towards your goal you lose…?
Ecology.
Is the big picture. What will be going on around the coachee when they are working towards their goal. What’s in it for them?
What resources will you need?
How much will this cost?
How important is this to you? What reasons is this important to you?
How much time do you need?
How is achieving … in keeping with your sense of self?
How much of an impact will this have on your values and beliefs?
By achieving … what benefits will this be to you personally and the business?
Who will it effect?
How much time are you willing to put in?
What are you getting from achieving this?
What reasons are you committed to this?
Is this goal worth time and effort?
What reasons are you committed to achieving this?
What’s in this for you?
What benefits will you get from achieving …..?
How will achieving this effect your home life/social life?
Remember you only need to do the four steps on the overall aim( big goal). From here on in you work on the goal for the session.You will only need to perform the four stages of goal setting if in your second session that the overall goal changes or if it is your first coaching session with the individual.

Ever experienced feedback?

What was it like and how did you feel afterwards?

My experiences of feedback over the years is based on, I only seemed to get feedback when I had done something wrong!

Yet when I exceeded expectations, nothing was forthcoming, apart from the odd well done, but that is what we pay you for away.?

There is no such thing as failure, only feedback and renewed opportunities?

Feedback is about helping you to know and be aware of what you are doing well and identify any areas you may need to work on. And this should be from direct observation and feedback asap, whilst it is still fresh in the persons mind. There is no point in giving feedback more than 24 hours old, as the person in question would have generalised, distorted or deleted most of the information.

So the key is to give feedback asap after the event took place, this way you will gain maximum benefits for everyone involved.

Also the feedback must be given by the person who actually witnessed the event and not by a third party, the reason is obvious because if a person does challenge any aspect of the feedback, a third party can’t oppose or confirm, because they never actually witnessed the original event.

When you give feedback to anyone, it must based on pure facts, actually what you witnessed, that went on at the time.

It must be objective and not subjective, and the difference between the two is fact versus personal views (avoid what you already know about the person) base the feedback purely on what you have seen and witnessed yourself.

You need to make your feedback as specific as possible to enable the individual to know what they actually need to work on. Also what worked well and what didn’t work so well?

Specifics – mean to give an example of what someone said or did, i.e. it may be a question someone used, tell them what the question was that they used, to allow them to formulate this into future similar situations.

The key to feedback is to not over whelm a person with to many development areas, a because you will demotivate them and secondly we can only work on two / three development areas at any one time.

You need to reload the good points to make sure the person is aware and can continue doing them and turn them into normal habits.

Finally you need to identify the areas that require any improvement or development from this feedback session. The key is to enable a person to achieve success in bite size pieces. If there are more the two / three development areas to consider, choose the most important to deal with first, because the other areas will still be there and once the key areas have been dealt with you can then work on the other areas at a later date.

Feedback is all about development and if delivered in the correct manor, will enhance the performance and development of a person and increase their motivation at the same time.

We should all seek feedback on a regular basis, otherwise we will pick up bad habits without even knowing we have! If you don’t have feedback you will not know and this can hinder your own development.

The simple way to remember this process is via an acronym known as B.O.O.S.T.

1. Balanced  -  (ratio in favour of positive & limit development areas to 2/3),

2. Observed  - You have actually witnessed,

3. Objective  - Facts that you have actually witnessed,

4. Specific  - Provide details and examples,

5. Timely – Give feedback asap after the event took place.

Feedback should be an enjoyable experience that people want and actually seek. Because it helps to develop and motivate them as well.

 

What does it take to enjoy your life?

What does it mean to you?

How important is it to you to achieve success?

Unless you know what you want in life, and  how do you intend to achieve success – then you can underachieve your desires which can have a knock on effect.

Which can lead to you feeling at a loss, not knowing what to do or where to go in the future?

Well believe in yourself and what you can actually achieve, then you need to plan your goals and objectives for the future. Set yourself time scales to be able to measure your own success and achievements. Only by taking time out to reflect what you have already achieved and what you still need to achieve to enable you to move forward towards your goals and objectives.

There is no rocket science involved, just using your existing knowledge, skills and attitude can make the difference between success and missed opportunities!

So seek support and help to maximise your full potential via a coach, who will help you to identify  the key issues you need to address.

Firstly you need to know who you are and what you stand for? Also you need to want to make changes to enable you to succeed success!

And this means in all aspects of your life, including your career & your personal relationships, because you may be happy in one area but not all three?

So the key thing is to accept you need to have a balance in your life between your career and your relationships, because if you get the balance wrong then you are likely to head towards problems, which include emotions, your family, your career and finally what it will cost you in financial and personal terms.

So seek support on a regular basis with a coach to avoid the pitfalls that can impact on your life?

Don’t forget they creep up on you without your full knowledge that they are happening to you before it is to late!

There is nothing more important in life than your family & friends, compared to having money and career success, otherwise you will become the richest person in the cemetery!

So believe in the future and that you can make the changes that make a difference to enhance of your life and ambitions for the future.

Only conditioning during our lives makes us think or believe that you can’t do something! When in fact this is not true and you can achieve what ever you want if you really want to!

So always remember you only have one life, so why would you want to waste it? Make the most of your life and yes this will mean at times you need to take chances? Hay this is part of life, and what we need to accept and decide what we want and how we are going to achieve what I want in life.

You can have it all, happiness, success and fulfilment, provided you are adaptable and prepared to adjust to enable you to achieve your desired goals.

And trust me you can, I have worked with lots of people, including clients who have changed they way they do things for the better and achieved the desired results they wanted in like!

 

I cam across this link which I thought you would enjoy and help to build your repertoire of powerful questions to use when you are coaching!

Solution Box has been very kind in allowing this material to be provided to others for free provided the originator is not looking to make money from it!

So I hope you will value these questions as much as I do, and let others know about this article as they are essential for anyone wanting to improve their management skills etc. or to improve your own personal life by asking yourself these questions to help you to achieve your own success.

50powerquestions

 

Well where do I begin, many people do not understand what coaching is about, unless they relate it to sports and then they get it and value it!  So to me it is very strange that people cannot see the benefits coaching has in other areas of your life, people I meet and talk to want me to explain the benefits, yet again if I relate to sports they get it!

When you grow up, you under go a grooming process to prepare you for life, with how to interact and how to communicate with fellow colleagues etc. So you get conditioned as to how to respond to certain situations etc. That also embeds certain behaviours and attitudes which can help or they can hinder your way in life, without you actually knowing that these values and beliefs control your normal thought process and actions that arise from them!

So let regress a moment, when you are a child you are constantly asked what do you want to do when you grow up? What a stupid question in itself, you do not have the knowledge or experience to identify what you want. Yet you are asked to decide at a relatively early age without knowledge or experience to decide on your career path! So it is no surprise that many then struggle to know what to do and what education studies you need to undertake along the way to achieve the desired results.

Then you leave school and take up the challenge to work and stab at a career path, which you still may not be fully aware of what you want, you are told you are lucky to have a job in the current climate! Well I have news for you the damage done by continuing to undertake a job or role you dislike or hate will have a knock on effect in your life and health. Remember you only live once and you must stop take stock and decide what you want in life? Then to take the actions required to achieve those results. Please do not get me wrong it is not always easy to achieve when you have certain commitments, but if it is really making you unhappy, the likely hood is that you will lose all that you value in life, family, friends and the style of life you have become used to!

But if you do not change or strive to achieve what you want in life, then you will always deprive yourself of what could have been, and can you live with that in your retirement years, saying if only I have done this or that!

Well I have news for you coaching is the most undervalued resource available to you or anyone! Because it allows you to discover who you are and what you want in life? Then it helps you to be able to know how to achieve your desires, goals or projects!

Coaching can provide you with a way to achieve success in various areas of your life, whether it is in life in general or your business or your  career or even in your relationships. The results are priceless and enable you to achieve real results in your life and your plans for success for a very minimal cost!

Coaches are trained and have the ability to understand you as a person, to know how you tick as a person also they are excellent listeners and can respond to what is actually happening in your life and how to change things for the better.

What people miss, is that they think they can and will deal with whatever life has to through at them,  yet in reality they do not, then this has a knock on effect which will take its toll some time in the future!

Coaching actually changes lives, businesses and relationships, it is a fact that if you take the time to check you will find is true, look to someone who has actually experienced a coach, then you will find the truth!

Its funny when I talk to people they are unsure at first, then suddenly in a relaxed situation with no actual risk or threat to them, they open up and discover hay maybe there is something in this coaching etc! Then they want to explore further and are willing to pay for the service which they actually say is not like paying for a service it is a must to enable them to process in life!  A cheep and valuable resource available to everyone and should not be missed!

 

The 3 Saints Business Club

Ever wanted a business club that is not just about networking, one, which provides so much more?

Well I have some great news; here is a club that has been designed by businesses for businesses!

Since November 2010 we have been looking at how businesses can help each other to grow in more ways then one.

That is when I met Onkar Singh from The Three Saints Hotel and Conference Centre, and along with team of various business owners, came together with a shared goal, which was to support and promote local business via a Business Fayre. Hence the South Wales Business Fayre was born and took place on the 20^th May 2011.

The Fayre provided local businesses with the opportunity to display their wares and services at the event, and thirty-eight businesses took up the challenge. Plus we had numerous special speakers who gave up their time to provide local businesses with useful information that they could use back in the work place.

After the event we requested all visitors, exhibitors and speakers to provide feedback about what they expected to get out of the day and how could we improve any future events for local businesses.

We received lots of feedback, which were positive and very constructive, which we replied to and have now incorporated into any future events.

From the feedback came three clear messages: -

1. To have a regular meeting which would include a special speaker.
2. To have a mix and mingle period to relax and discuss business with fellow other businesses over refreshments and snacks.
3. And finally to have a place for local business to have and to use on a regular basis.

Taking this feedback on board and after lots of meetings and discussions, it was agreed to set up the 3 Saints Business Club.

It is a Club with a difference, in fact two key differences. Firstly there are no membership fees and secondly you and your business have a range of great facilities that will be available to members at discounted prices.

Facilities

This is great location for businesses to use for range of functions and a number of reasons. It not only boasts a large upstairs conference hall (The Diamond Suite) capable of holding up to 500 delegates.

There is also has a downstairs conference room (The Warren Room) with full audio, visual, and w.fi equipment, this room holds up to sixty delegates in a cinema format. But can be laid in any format you require.

So no matter what occasion your business has, i.e. Conferences, Seminars, Award Ceremonies, Meetings or Training, 3 Saints Business Club can support you by providing the facilities and a friendly environment to meet and have a chat with prospective clients.

There no membership fees, you will have a membership card that entitles businesses to use the Centre and Conference Facilities at Special Rates, purely for your own business purposes.

And should your want to entertain any clients or for staff who require accommodation for a night or two. There are 35 Bedrooms available at the centre.

Accommodation

The Three Saints Hotel has 37 en-suite bedrooms. We have a choice of Single, Twin, Double and Family rooms. All rooms come with tea and coffee making facilities, colour television and comfortable beds.

Breakfast consists of a Full English breakfast or a range of healthy cereals. We cater for individuals, groups and corporate bookings.

Plus to make your visit even more enjoyable there is The Red Mint Restaurant (which caters for Indian & English) a traditional Pub.

It is also conveniently located off junction 34 (M4).

Membership

Your membership will entitle you to discounts at the centre’s facilities and there will be a special business event every 5 – 6 weeks, where there will be a special speaker for up to an hour followed by a mix and mingle for an hour and get to know and collaborate with local businesses.

At these special events there will be a small charge £5 for the early booking or £10 per head on the door.

The Three Saints Hotel & Conference Centre also has a restaurant & bar, which is perfect for relaxing between meetings, and ample parking is also available directly outside the venue. It is also conveniently located off junction 34 (M4).

The first event takes place on 20th July between 6pm – 8pm.  The First Special Speaker is Mo Mastafa, subject will be about Internet Marketing, further details to follow regarding full contact of talk.

Venue is at The Three Saints Hotel & Conference Centre, based opposite the Royal Mint in Llantrisant. CF72 8YT.

New web site and payment system for special meetings to be confirmed, no fees for membership!

Look forward to seeing you all there on the day.

Martin Biginelli (Coaching Four Success & Pure Creative Media).

 

Welcome to my new Blog site called CFS (Coaching Four Success), I also have another Blog site called biginelli.co.uk, which I write about Life Coaching and articles of interest.

This site is purely for and about Business Coaching and the relevant services that Coaching Four Success has to offer any business whether SME’s, Medium Sized Businesses or Corporate Sized Businesses.

I wrote an article for The Vale Life Magazine, about me and the work I do as an Executive Business Coach.

Here is the link to an article I did for Vale Life for Winter addition, the article is called the Last Word by Martin Biginelli

Hope you enjoy it, I know I enjoyed writing the article and undertaking the interview with Jen & Mark Roberts the editors of Vale Life.

http://issuu.com/GoodLifePublishing/docs/2010_vale_life_winter?mode=embed&layout=http%3A%2F%2Fskin.issuu.com%2Fv%2Flight%2Flayout.xml&showFlipBtn=true&pageNumber=66

The proprietor of Coaching Four Success, Martin Biginelli and your blog writer!

“I will only acknowledge comments starting with your name prior to your comment, this is to reduce the amount of spam comments.”