Coach or Consultant - Understanding the Distinctions

“I learn teaching from teachers. I learn golf from golfers. I learn winning from coaches.” – Harvey Penick, Legendary Golf Teaching Pro

Whenever I am working with a prospective client who is unfamiliar with our services, I like to spend time making the distinction between a coach and a consultant. People have expectations around both of those words, and if our relationship is going to be productive, we have to be clear about coaching as opposed to consulting.

Business coaches function much like sports coaches. They are there with you in the trenches, meeting with you consistently to support you in creating results. The key concept there is that the client is creating the results. The coach’s job is to elicit ideas and actions that will move the client forward, and then provide the accountability to make sure the client delivers on his own intentions. The client is doing the work of the business, the coach is monitoring the progress and keeping the client focused on what needs to be done.

Consultants typically solve specific problems. They are hired as specialists to come in to a company and do the actual work to rectify situations that are not working. Consultants bring an expertise that may or may not be shared with the client. They are working from the past, that is, the consultant strives to fix a problem that was standing in the way of past performance. Once finished, they provide recommendations and leave the client to his own devices.

A coach is focused on future results, future thinking and future possibility. A good coach causes a shift in how the business owner perceives the future of the business and keeps the company moving toward the intended outcome. A coach is not an expert in the client’s line of work; a coach takes more of a generalized view of the business as a whole and its role in whole life of the client. At Possibilities Unlimited, we believe people go into business in order to enrich their lives. What often happens is the business becomes a ball and chain around the life of the owner, robbing him or her of the fulfillment they sought. We coach people to balance their business and their life so that business once again becomes a catalyst to fulfillment.

It’s also important to note that business coaches are not therapists or counselors. Therapists and counselors work on important issues embedded in the client’s past that stand in the way of them being able to function in the present. Business coaches stand firmly in the future, beckoning their clients to realize their full potential.

Does your business need a coach to keep you winning the game? Give us a call and we will help you design a future for your business that has you taking home the gold.

Are you ready to win?

Handling Objections - Clearing the Hurdle

“You can’t make a great play unless you do it first in practice.” - Chuck Noll, Hall of Fame NFL Football Coach

Every salesperson knows that handling objections is an important skill to master if we want to close the deal. It sure would be nice if customers bought from us without hesitation, but in fact, that would reduce us to being order-takers, and where’s the fun in that?

Price is the source of most customer objections. They say they can’t afford your product or service. What they are really saying is that they haven’t heard that the value of what you’re selling is worth the price. When they say “no, I can’t afford it,” that is a cry for help that you need to answer. Give them more benefits and reasons that there is value in working with you.

Always be open to objections; it’s there that you can distinguish yourself and show that you will provide good customer service. In fact, ask for the objections up front, because there will always be some. You don’t want to leave the sales call not knowing where the prospect’s hesitation lies. If you don’t know what’s standing in between your customer and the sale, you can’t address the problem.

It’s important to acknowledge the objection so the client knows he’s been heard. Then be clear about how you will solve the issue. Anticipate common objections and be ready with answers. If the client presents an objection you don’t know how to answer, don’t panic! Again, acknowledge the objection, make sure you’ve heard it correctly and tell the client what you will do to handle it. Follow up so the client knows you can be counted on to respond. Your attitude in handling these objections does a lot to show your prospect how you will handle the future relationship.

Learning how to effectively deal with objections takes practice. In our Sales2Win course, we will spend time talking about objections and practicing what to say when they arise in the sales conversation. You must be able to fly over the objection hurdle if you want to close the deal. Register today for Sales2Win and learn the skills that will get you to the finish line every time.

Remember, objections are your chance to shine. Instead of dreading the questions and doubts your prospects have about your product, shift your thinking into how you can beat the competition and be the best person to buy from every time.

Are you ready to win?

Managing stress

"Worry often gives a small thing a big shadow." - Swedish Proverb

The ability to manage stress can make the difference between success or failure of your business. Stress has an impact on performance and interactions with others. The better you are at managing your own stress, the more you'll positively affect those around you and the less other people's stress will negatively affect you.

How do you know when stress is affecting you physically? Do you feel:
· Anxious, irritable, or depressed
· Uninterested in work
· Unable to get a good night sleep
· Unfocused and unable to concentrate
· Physically ill: tension headaches, stomach problems, high blood pressure, heart issues
· Withdrawn socially
· Loss of morale and drive
· Lack of control when drinking, eating or smoking

Some causes of stress:
· Fear of losing job or business
· Increased work demands due to downsizing
· Fear of not being able to perform at optimum levels at all times
· Guilt over having less time with family
· Lack of time for yourself

How to Reduce Stress:
· Begin a fitness program – walk, jog, bike, yoga – just make sure you make time to get in some cardiovascular activity to recharge your batteries and get the adrenaline flowing through your body
· Eat a balanced energizing diet, low in sugar and salt and high in dietary fiber and protein and low in saturated fats and trans fats
· Get enough sleep – eat a healthy night time snack with tryptophan and calcium
· Reduce alcohol consumption and nicotine
· Get organized – reduce bad habits and time wasters
· Get emotional, psychological, and/or physical help
· Take vacations and recharge

As a business owner, you can help reduce your employees' and your own stress by offering a support network, education, and reminders to keep stress at bay. Design a wellness program which provides stress management. Endorse and encourage physical fitness activities to help with stress. Talk to your employees and give them the ability to express their work-related issues so you can have a basis on which to make change occur. Putting programs in place can lead to reduced stress, improved productivity, and ultimately can help reduce your own stress about your business. When you are feeling good, you can be the leader your business needs you to be and you will be poised to win.

Are you ready to win?