Instead of providing solutions, make the questions: This is how we work and in my humble opinion, a must!!! I changed the “I” into “we”, in this article, because all coaching programs with companies are generally designed, shared and delivered by a team of coaches and not by a single professional. Don’t forget of course to build the rapport and use your intuition when needed. As coaches, we have two important muscles that we’ve developed and we should use in this situation as well: active listening and powerful questions. When we start the conversation with a potential new client, we should bear in mind to use and adapt the coaching approach with them during the meeting. And very few of them have in place a tailored program that really helps the team.Most of them confirm that they have already a training program in place, but they are not sure on what the results are.Some of them don’t know exactly what to answer.When I meet a new HR or L & D Director or Manager, after the icebreaker I love to start with this simple, short and direct question: What helps your teams / organisation the most to move forward?
When I start the conversation with a new prospect, a potential future client, with the idea to offer our coaching products to new organisations, sometimes I love to mention Galileo’s quote, when I see that they are really sceptical about Coaching and Team Coaching. This phrase was connected to his strong belief that the Earth moved around the Sun. It is a phrase attributed to one of the most famous Italian mathematicians and physicists: Galileo Galilei. And yet it moves, in Italian “ E pur si muove! ”.
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