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Sales Training Coaching: How to Use Call Reluctance to Your Benefit

January 10, 2009 By Leave a Comment

 

In sales training coaching, one of the biggest obstacles many people face is getting on the phone. Sometimes even thinking about calling warm leads will get the same response. Some common fears are “No one ever buys from me”, “What if the prospect yells at me or hangs up”, “I don’t know what to say”…any of these striking home? What is your biggest fear?

That knot in your stomach, the pounding in your chest, the tightness in your neck and pain in your head…is normal. It’s just your body communicating with you. And if you listen, you will know what to do. These signs are like the “red” traffic light. STOP!!! Stop? Aren’t I supposed to just move forward? Only if you want to get sideswiped by a semi. These warning signs are telling you that you are about to make a call that is all about you. And you may think you need to, so you can get your point across or make that sale. But if you can step back and ask yourself a few questions, to get into a new state, you can get those feelings to dissipate…and with time even disappear.

Sales training coaching tip #1 – When you feel nervous or anxious, stop and ask yourself the following questions:

Do I need this client/ customer?

Do I want to help this person?

Am I ready to offer value to this person?

When you are not trying to get something out of someone, and can be there for them and their needs…your body will relax. Hopefully you can relax enough to get the “green” light. If you have the “yellow” light, then proceed with caution. If the light switches back to “red”…STOP. And re-focus.

Sales training coaching tip #2 – Have a script of what you are going to say. Make sure you refer back to tip #1. A lot of people tell me they don’t like scripts, they say they aren’t “natural”. What about movies? Good movies. The scripts are just so rehearsed that they come up naturally. The key is practice.

Sales training coaching tip #3 – Pattern interrupt. This means doing something so silly that you forget that you are nervous. Put on a crown if you want to be the King or Queen or Cold Calls, or do a silly dance. My favorite example is a video you can watch for coaches ending call reluctance.

So the next time your feel that “call reluctance feeling”, thank your body for doing a good job! With enough practice you may even look forward to calls.

Colette Seymann

JTS Advisors Accountability Coach

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Free Coach Training while on a ski vacation with my daughter

January 6, 2009 By 5 Comments

 

I just got back from a free coach training seminar, although it was really billed as a ski trip with my daughter. She just turned 7, and although we went on a few trips when she was 4 and again 5…she is now she is a head taller. She has longer arms and legs, and a 20% increase in height and weight. Technically speaking, she is working with a new set of tools.

So how is skiing like a free coach training? Because it reminds me that we are coaches 24/7. And going on this ski trip paralleled what often happens with a new client. There is the initial prep before the first session. Bags to be packed, equipment to be rented, with forms and waivers. Next you get to the first session, where goals are discussed. “Mommy, why is Anita going to ski in a different place?” Turns into a discussion of the over-crowded bunny slopes and long lift lines…resulting in the goal. “I want to ski at the top of the mountain, too.” If you want to go somewhere you’ve never been, you have to be someone you’ve never been.

We work on some strategies for getting up after falling, slowing down when you’re going too fast, and turning. At last we agree she’s ready to try to the beginner slopes at the top of the mountain. To get to the lift, we must traverse the mountain. More strategy, a lot of frustration and some fear of failing, not to be taken personally…this is about her and her goals. I remind myself it’s not about me when she’s yelling at me in frustration because she is down on the ground again. I get into her world, and I pull her with my pole (she doesn’t ski with them yet) where the ground is level. Then I lead her into the snack shack for a cup of hot cocoa and a little rest. She’s feeling refreshed and ready to take the next step.

Sometimes on the way to a goal, it seems like there is little progress. Like waiting in a lift line. Other times, we are on the way…but the process is so slow that we start thinking and getting nervous about what’s coming next. We’ll refer to that as the chair lift portion. I try to get my daughter into a state where she feels confident, and point out the beauty of mountains, remind her of why her goals are important to her. She is really into it. We get off the lift and start heading down.

The initial descent is a little steep. I lead the way. There is a lot of falling, and trying to get up. I am there for support and strategy, but she is the one who has to do it. She yells at me to get out of the way…feedback that she’s ready to do it on her own. She wipes out, feet up the hill. I trudge sideways up the hill to offer support, and a little nudge up. We make it down the initial descent and the slope levels just a bit. Enough though. She picks up speed, and starts flying down the mountain. The shift has occurred. Her voice confirms her feeling of empowerment. Weeee! Nice session. And so for the cost of some lift tickets and gear rental, I got some free coach training.

Colette Seymann

Accountability Coach, JTS Advisors

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Coaching Certification…Do I need it to become a coach?

January 4, 2009 By 4 Comments

Do you need coaching certification to become a coach?  Fortunately, the answer is no.  I say that because the ICF (International Coaching Federation), which is the primary certifying body for coaches worldwide, will not even look at your application until you have at least 250 hours of PAID coaching under your belt, and that’s for the first level.  Think about it.  If you are just starting out and coaching 10 hours/week… you are very fortunate.  But even at this rate, it will take at least 6 months.  And for the most prestigious level you will need at least 1000 hours, which would take you a year if you are coaching 20 hours a week… allowing a generous 2 weeks for vacation.

So it looks like if you are relying on getting your coaching certification from the ICF so you can have the confidence to become a coach and fill your coaching practice, you need another plan.  The most practical method would be to find a coaching training program, that includes sales and marketing so when you complete your training you will have the tools to find clients you can coach.  The confidence part?  A good part of that will come with a training program that includes coaching others and getting specific feedback, and the rest is a matter of getting out there and coaching a lot of people.  And if your clients are getting results from your coaching, they won’t worry about whether you are certified or not.

Get a coaching certification in RESULTS.

Since having a coaching certification is not really connected to getting clients, you can choose whether to get certified or not based on your philosophy, instead of perceived need.  Coaching certification is a step toward creating a standard within the industry, which could potentially benefit us all.  Some believe that certification may become more important in a few years from now, so keeping track of your paid coaching time is a good idea… and until then focus on the training you need to become a coach.

Colette Seymann

JTS Advisors Accountability Coach

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Coaching Jobs

December 23, 2008 By Leave a Comment

The concept of coaching jobs is extremely broad territory to cover. I’m not even sure whether or not Coaching jobs would be the correct terminology but, one has to start somewhere. First let me start with a simple definition of what Coaching is about. A Coach or Coaching organizations are committed to transitional and transactional leadership. In other words, coaches invest themselves in getting you from where you are now to where you want to be. The core competencies are essentially the same regardless of Niche or style. Certain technologies, systems, or models are likely to be different (depending on the market served).

So let’s look the first aspect of coaching jobs – style. When you go through coaches training each facility will likely have its own twist. For example; with JTS Advisors’ organization, you have Accountability Coaches and Strategy Coaches. The upside to this system is that you become very skilled in one aspect of coaching. The sole purpose for an Accountability Coach is to make sure you do what you say you’re going to do. This is not an easy task. Most of us find reasons to not keep our word. These folks let you get away with nothing and the results are spectacular. These Accountability Coaches often team up with Strategy Coaches. Strategy Coaches are trained to help develop strategies that will meet your goals and impact your life in virtually every respect. They are collaborators, sometimes mentors and can be asked to wear the consultant cap from time to time. Their job is not to consult. It doesn’t do anyone any good if you don’t come up with your own answer for your own AHA moment. The great news about this system is that you can specialize in style. The down side is that you may limit yourself from extended growth. Another style is that that is common with organizations such as the International Coaching Federation, or CTI. Here you are trained to deal with both strategy and accountability and are expected to use the ICA (Intention, Commitment, Action) model in one session. The good news is that you can achieve a more balanced practice however, you may find that your strengths as a strategist overshadow the accountability needs or vice versa.

the next aspect of considering coaching jobs is niche. In most cases, you will be told to select your niche often before you have completed your training. The available niches are as many as your mind will allow you to create. There are career, marketing, life, business, brand, relationship, parent, teen, child, brand, sports, and weight loss coaches. And the list goes on. The important message here is that a niche – the market you serve needs to be clearly understood before you launch your brand. Is it viable? Is there a demand? Is there a lot or a little competition? Do your homework otherwise you may find yourself with few clients.

Finally, coaching jobs can be just that… a job (working for someone else). At JTS you must go through the designation process to become a JTS Advisors coach at which point you will be sent leads and clients and are paid accordingly. In other companies, you are trained in their particular style of coaching and are paid a salary to coach clients as they come through the door. Regardless of the business and selling model, you must realize that you are an employee and must “drink the Kool-Aid” so to speak. Like any employer, Coaching companies with on-site coaches expect loyalty and adherence to their brand. If you are someone who prefers autonomy there are other models to consider but essentially, you run your own show. What you should know is coaching one to one can be satisfying, earning power is limited unless you are fortunate enough to command top dollar for individuals who are at the top of their game; CEO’s, COO’s, political leaders, celebrities etc. If this level is not your niche, look for a model that allows you to speak to a larger group at one time. There are a variety of ways to do this and I would encourage you to explore the different models available to you.

When considering coaching jobs, understand how you work, your skill set and your leadership style. Do your homework just like you would exploring any career opportunity. What you land on needs to fit you by supporting your strengths and giving you every opportunity for success.

Ellen Smith

Accountability Coach, Strategy Coach — JTS Advisors

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Coaches Training Institute versus Apprenticeship…How to Learn Your Trade

December 22, 2008 By 1 Comment


What do a coaches training institute and an 18th century apprenticeship have in common? Not much…or do they? Benjamin Franklin began his career as an apprentice for his brother who was a printer. Before Ben ran away from this abusive situation at age 17, he learned skills that helped to pave the way for his success. Apprenticeships are still very common today, although not usually with a huge, sweaty guy in a blacksmith or print shop. We’re more likely to call them internships or vocational training programs.


Apprentices, or more often the parents, would sign away their freedom in exchange for room, board, and a promise of learning a trade. In our society the master tradesmen are not likely to want to share their living space, so we use the more “sophisticated” internship version. Internships may have some type of stipend, but usually not enough to cover much more than part of one’s monthly overhead. Medical interns are probably at the higher end of the pay scale, but when you factor in how many hours they work it comes out to be about $10 per hour. I think In-and-Out Burger pays about that, plus lunch. But internships provide instruction and experience, and allow the intern to start living their new role. They get to rub elbows with the masters in their field. And that’s what I look for in a coaches training institute.


So if we were to set up the ideal coaches training institute, one that used some of the better aspects of the apprenticeship model, without sacrificing freedom, what would it look like? It would have to include working with master coaches, who were committed to teaching you the tools of the trade. And ideally, to go a step beyond what the 18th century apprentices often received…someone committed to their personal success. And the tools? Not only do you want to learn the latest coaching technologies, but to be able to practice these skills in real client situations with constructive feedback. Before you complete the program, you will also want to have the knowledge and skills to find clients. When the training ends, you should be ready to open with your own shop!

 

Colette Seymann

JTS Advisors Accountability Coach

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