Intentional Living

transforming your tribe through effective coaching

Meta Coach FoundationNSW Chapter14 July, 2011

effective coachingHow to connect and make a world of difference

paRents as leadeRs

... transformational leadership journey through my tribes

my gradual evolution

Dental Parental Mental

Standing on ShouldeRs of Giants

leaRning paRtneRships in tRibes

ouR objectives

What YOU would like to get out of this session .....

What is my greatest challenge in coaching today?

my coaching challenges

What do I want from this working session? My outcomes are ...

building trust early

pace, pace, pace ....... and lead

Rapport

IGNITE YOUR SENSORY CHANNELS

be sense-able

Come in early as a PARTNER........not late as a JUDGE

Learning partnership

be flexible

Present Situation Desired State

be clear of outcomes

NOW FUTURE

Disaster

be mindful of your state

NOW FUTURE

Success

Mental Rehearsal

WHAT IS YOUR CORE QUESTION?

find your gemsevaluate youR outcomes

I commit to .....my next steps

EMERGING TRENDS IN

PROFESSIONAL SELLING

The latest innovation, research and best practice

in selling and sales management

Compiled and edited by

Paul Sparks

VOLUME 1

If you sell for a living, you manage a sales team, or are responsible for the growth of your business and you want the best outcomes for your

sales efforts – this book is for you.

Some of the world’s leading sales trainers, consultants and

coaches bring you detailed ideas on how you can improve your personal performance, and the

performance of your sales team. Inside this volume you’ll find

12 chapters to ensure you are informed about the latest trends,

research and best practice in professional selling and sales

management.

Each chapter is a book in itself – with more up-to-date

information on personal selling and sales management than any single book published in the last

decade.

EMERGING TRENDS IN PROFESSIONAL SELLING

Here’s what’s inside: Paul Sparks. The evolution of professional selling: understanding the past to inform our future sales performance.Michael Schiffner. Building high performance sales teams: going beyond a training mindset to achieve sustained sales success.Julia Palmer. Strategic networks: the key to sustainable sales success.Mo Fox. See before you sell: how changing your perception is the key to better sales results.Michael Foulds. The sale is the negotiation: reframing the sales process for better sales and stronger customer relationships.Malcolm Dawes. Sales leadership or sales management? It does make a difference for high performing sales teams.Suzanne Mercier. Are your sales people sales imposters? How to overcome fear to create great sales results.John Barraclough & Warwick Burgess. Gaining the last yard in sales: the value of persuasive communication.Mark Purbrick. Simply the best: how to attract, select and retain high performing salespeople.Jason White & Giles Rhodes. Rewarding the sales force: a taxonomy of sales roles to inform reward and incentive programs.Sally-Anne Cotton. The alchemy of 21st century selling: transmuting balance, alignment and intent into golden sales results.Dr Yvonne Sum. Tribal insights for sales leaders: the power of learning partnerships.

“The best book on modern selling and sales management I’ve seen in years with a great range of relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry.

See inside for details on the 6 DVD companion set which contains over 12 hours of presentations, discussions and interviews featuring the authors as they take a deeper and wider look at the chapter topics. This professionally produced DVD set is an invaluable tool for sales training and

development and is also great for using in sales meetings to begin discussion on critical topics in professional selling.

Australia $66.00 RRP Inc GST

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14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM

StaRt Kidding

YouRselfleaRning leadeRship fRom paRenting

by DR Yvonne Sum