Building Multiple Coaches at Multiple Levels
Here's what you'll learn in this course:
- What is a coach?
- Why do you need to have one?
- What are some examples of inside info that’s helpful?
- What does a potential coach need to see in you for them to take the risk of divulging inside information?
- Why would they give you inside information? What’s in it for them?
- What characteristics should you look for in a coach?
- What individuals typically do not make good coaches?
- Where do you find potential coaches?
- When’s the best time to first ask for coaching? Are their triggers to look for?
- What kinds of questions do you start with? How do you get it rolling?
- How to respond if they ask why you need that info
- How to get inside information from introverts and extroverts
- How do you verify the info you get from your coach?
- When do you back off trying to get coaching from someone?
- Why do you want to have multiple coaches? Why at multiple levels?
- Strategies for developing your first coach
- Strategies for developing a second coach (or even more) at another level
- How do you build a coach at the C-level or board level? In an area in which you’re not that comfortable?
- What are some great spots in the sales process where you can build a new coach or utilize an existing one? What do you say in each one?
- How to make the transition from regular questioning to getting inside information
- There are times when you need to coach your coach. When do you do that & how?
- What are some examples of coaching your coach?
- Why your coach also being a verbal advocate (i.e. an inside salesperson) for you can hurt your cause. What to have them do instead.
- What shouldn’t you expect from your coach? What is a bridge too far?
- How do you protect & take care of your coach?
- What is an anti-coach?
- What are the signs that someone is an anti-coach?
- How to foil an anti-coach? Strategies to isolate or nullify your competitor’s coach
- What are the signs you might have a fake coach?
- How to coach your coach in getting inside info they don’t have
- Can you ask too many coaching questions? How do you make sure you don’t burn out your coaching relationship?
- How to get your coach back if you lose him/her
- Should other team members (SMEs) build coaching relationships? Should they? How?
Course Length: 2 Hours
Max Enrollment: 20
As you can see, the course is extremely comprehensive. Here's what else you get when you enroll:
Bonus: Two Group Coaching Sessions
Ask any question, and we'll answer it. Bring up any account situation and we'll talk about it. All calls are recorded in case you can't make it live.
Bonus: One-on-One Coaching Session
You get a 25-minute personal coaching call with me. My going rate for one-on-one coaching is $295/hour so this bonus is the equivalent of getting the course for free! Ask any question about coaches and it’ll get answered. Or, I can help you with strategy on one of your accounts. We'll use the time the way you wish. Just email your questions (or account information) to me 24 hours ahead of the session so we can use our time most efficiently. I'll also answer ad-hoc questions that come up live on the call if we have any time left.
Bonus Tools:
- Ideal coach profile/checklist
- List of great questions to ask your coach/topics
- Exercises & drills to build your “developing coaching” muscles
- How to measure success
- Game plan template to implement
Lifetime Access:
Once you enroll in this course, you will have lifetime access to it. Even better, you get lifetime access to all updates and improvements made to it. Your feedback will help make it better. With lifetime access, you can go at your own speed, get what you need now and go back for what you need later. Or refresh your skills in a few months. Best of all, it means the product you paid for once will get better and better and even if the price goes up for new clients, you will have access to the updated course at no charge.
Tuition: $150
Why is this so inexpensive?
Here's why: Although I've taught this topic scores of times, it's been a module in a larger selling skills class for sales executives or relationship managers. Or it's been a one-hour remote session for private clients. I've decided to expand the course and make it available to individuals, not just sales teams from one company. So, I'm treating the class like a pilot. You get a lot for the money and hopefully I get useful feedback and testimonials I can use going forward.
I hope to see you there.
Please send an email to [email protected] if you want me to hold you a slot.
