Sharing and building Solution Focused practice in organisations

You are so right and, from my point of view, you are better off than 'ordinary' sales persons.

In a traditional sales process, sales staff is well trained in product features. Then in training sessions, they again and again learn to place the 'right' questions, listen to customers, go with the answers of costumers, understand clients' needs, and so on. Experience, however, shows that even well-trained sales persons skip the questioning and listening part. They quickly offer their product as 'the solution' for this special customer. It no suprise that customers get the feeling that sales persons are not really interesting in their respective business.

We as coaches, however, are very good in questioning and listening. It is one of our best competencies 'to stay in the moment' (thanks to Mr. Paul Z Jackson for this insight) and go with the answers of our coachees. 'Not knowing' what is right, wrong or the best for our clients, is the best state of mind we can have to explore clients' need.

So, how can we make use of our best coaching competencies when it is up to sell our service?

I kindly invite you to start a first discussion and to share your best practice.


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