Buying Facilitation® Training
Learn from Sharon Drew to close more sales by helping buyers buy. More.
Public Training
Austin, TX - January 25-27, 2010. More.
I’d like to ask you a few questions:
What is stopping you from getting the types of extraordinary results in your life or work that you deserve to get?
You are certainly doing all you know how to do to be all that you can be. In fact, you’ve been successful. But something now is causing you to want more, and you are considering the possibility that making a few changes might give you different results.
If you are seeking better sales results, what has stopped you from being as successful as you want to be? And what would you need to consider in order to work toward making the changes necessary to give you different results?
Are you closing all of the sales you deserve to close? Helping buyers make the decisions necessary to use you to support their excellence – in the appropriate time frame?
What about personal change: are you getting what you want from your life? And if not, what’s stopping you?
What has changed that was in place and operating excellently before now? And what has stopped you from taking the action you might need to take to discover excellence?
What is stopping you from being all you desire to be? From having the success you deserve?
Are you ready to change? Is change what needs to happen?
How will you know when it’s time to make the changes necessary to get you where you want to be?
What route do you plan on taking to embark on the journey to change?
How would you know that coaching with Sharon Drew could get you where you need to be?
Am I the right person to help you get where you want to be?
What’s stopping you from being all that you want to be, as successful as you deserve, and competent and congruent as necessary to achieve what is possible? And what are you willing to do, or say, or change, to get there?
Good coaching offers the platform for change. But care must be taken: the only way people change is to shift the underlying beliefs that made it ok to make the decisions that got them where they are now: without a belief change, nothing happens.
Indeed: behaviors are a direct translation of people’s underlying beliefs, and beliefs are the very foundation of who we are. Hence the difficulty with change.
You are where you are now because your beliefs got translated into the behaviors that got you here. Change your beliefs and your behavior changes. Or change the translation: it’s possible to work with the same beliefs and translate them differently – so what ‘hard working professional’ means in terms of daily work load, or ‘dedicated professional sales person’ means in terms of relationships or close rate’ might look or act differently after a few shifts in awareness or choices in activities.
It’s that simple. It’s finding the right route through the changes that is challenging.
How will you know the right route that will transform your old beliefs and behaviors into new beliefs and new behaviors.
I can help you get where you deserve to be. But it won’t be easy, or pretty, or fun… ok, it might be fun. It will be hard work. We will be working (oh so delicately) on those beliefs that need to be re-examined, and possibly shifted, to help you get where you want to be.
I come from a different approach than other coaches. I have developed a decision facilitation model that will lead you through the belief changes and behavioral shifts you will need to make to get you where you want to be.
Facilitative Questions
Using Facilitative Questions – a new form of question that teaches your brain how to expand possibilities by meeting its underlying criteria as it shifts – I can help you make important changes quickly. Look at the questions I’ve asked above. Stop a moment and answer them.
I see my job as a Neutral Navigator: leading you from where you are to where you want to be, from what has stopped you to what you need to do differently, from discovering the beliefs that support you to those that are no longer serving you and might need replacing.
My job is to help you decide if change is called for, and if so, what to change, how to change it, and how to know what success will look like during each phase of the change process.
And I’ll give you homework. Questions to work with during the week so you can begin to find your successful skills and have the choice to use them in different contexts.
You already know how to be successful, but you don’t always choose success. Together we’ll figure out why, and what to do differently.
If you are in sales, and wish to close more, close quicker, and find more clients, a few questions that I’d give you for homework before our first meeting might be:
What do you hear when speaking with another (prospect, customer, etc) that internally informs you what you should say next? and how do you know that is the best thing to say? or that the triggers that led you to this communication are the best ones to heed in that circumstance?
How do you know that what you are hearing is the most accurate representation of the elements included in that person's situation? What would you need to listen for differently - or how differently would you need to listen - to hear the most useful data that would give you the place to intervene and help this person make their best decisions?
What is the difference for you between listening for content and listening for systems and patterns? When do you do each - and what is the difference in your communication as a result?
If you are seeking personal growth, and wish to change some behaviors that were no longer serving you, I might ask you to consider these questions:
What beliefs hold the current behaviors in place?
What would you need to know or believe differently to recognize the beliefs that underlie your current behavior might need to shift in order for you to be ready to change - and how would you know that changing those beliefs would get you where you wanted to end up?
At what point would you be willing to make changes?
These Facilitative Questions would give us a place to begin examining the beliefs that you listen through – the filters that tell your mind what your ears should hear and how to verify accuracy.
As you can see, we’ll begin by doing the baseline work of you recognizing exactly how you make your choices, where they get you, and what you need to begin doing to give yourself all of the choices you will need. Of course, conscious communication is necessary.
Once we identify the beliefs that underlie your current behaviors, and recognize the patterns that have kept the behaviors in place, we'll be ready to recognize how to develop new beliefs that will adapt to new behaviors.
I have been coaching with Sharon Drew for several months. I have found Sharon Drew to be both inciteful and insightful in her work with me.
She works very quickly and we get through a lot each session. In my goal to learn Buying Facilitation®, we've discovered many barriers to my communication that we've been working on to ensure I have the ability to listen without bias and to care about others in a way that supports mutual benefit. I have found this to be most beneficial in my relationships at home and at work. Her homework assignments are inspired and quite difficult, although I learn an enormous amount from them.
I would certainly recommend her as a coach.
If you need anything further, please feel free to contact me.
Bob Paterson. bobsoneau@yahoo.com.au
Are you ready to take a journey? Are you ready to change?
Fill out this contact form for a brief chat with Sharon Drew to see if coaching will help you learn Buying Facilitations or to help you in a specific sales situation.
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I look forward to our journey.