Part 2 of 6
#2: COACHES CHALLENGE ASSUMPTIONS AND BELIEFS.
Many entrepreneurs, small business owners and independent sales professionals get into patterns that serve them well at times yet require adjustment depending on current circumstances and market conditions. People’s actions are not caused by a particular event, but rather by their interpretation of it.
Great coaches help their clients filter through paradigms and beliefs that are no longer serving them. It’s natural to assume that what has always worked will continue to work in the future. Change is happening more rapidly than ever and people who can adapt to change or take advantage of change elevate themselves to the top of their professions.
In coaching, the cognitive approach shows clients how to align their thoughts with a behavior that they want to change. One budding real estate agent realized that she was associating every “no” from a prospect with an indictment of herself (“I’m not good enough”). She learned to reframe her thinking and look at cold calling as a process of matching the right customers to the right service. When she learned the true definition of prospecting ("Prospecting is a way to educate and serve people. It enables you to become a prospect’s trusted expert or advisor, preventing them from making potentially costly mistakes that result from purchasing the wrong service or using a company that may not effectively fill their needs), she had no problem improving her sales.
This technique can also be used to test assumptions about company strategy, your competitors, what’s possible to achieve, and other situations that are governed by the status quo or ripe for a new approach.
Yes, a new approach can be just what is needed to accomplish your goals.
John Alexandrov, CEO
Real Estate Inner Circle
www.realestateinnercircle.net
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