June 2002 Track Selling Times Focus on the Professional
 Focus on the Professional -
"Anneli Driessen"
|
Dr. Anneli Driessen, Ph.D., CMS, MCC, is the President of AnneliCoach.com Inc., Executive Coaching and Consulting Services. Since 1978 she has had a successful private counseling practice in Victoria, British Columbia, Canada, specializing in individual therapy and relationships. Her experience ranges from personal, family and marriage counseling to coaching and consulting services for CEOs, executives and other organizational and corporate leaders in the public and private sector. For more information, please call (877) 266-3543, send e-mail to anneli@annelicoach.com
"How has the Track Selling SystemTM helped you in your coaching and counseling practice?"
The scientific approach taught in the Track Selling SystemTM has made an enormous difference in my coaching and counseling practice. Using this system, I can sell coaching services in the same way one sells a computer system. However, a better and not so obvious benefit is the use of the Track Selling SystemTM within my counseling and coaching sessions. This system gives me a structured process to use rather than meandering all over the place during a session. Now, my sessions are more highly productive, and it is easier for me to document changes made by my clients.
The Track Selling SystemTM is not a rigid model but a highly flexible one.
Every coaching and counseling session can follow the steps detailed in the Track Selling SystemTM. Consider each session as a sales session as you always are working with your client to fulfill a need!
Follow each of the seven steps. Build rapport with your client in every single session, which is Step One. Qualify the client (Step Two) by uncovering his or her current challenge, task or goal. The client and I then agree on the need (Step Three). Then fulfilling the sell the company step, I validate my expertise again as a professional therapist or coach. Finally, fill the need, ask for the commitment (whether it is for your services or to create a action plan) and cement the sale (Steps Five through Seven).
In my experience, therapists and coaches typically find it hard to understand the concept of selling. When one realizes the context is solely based on service, the effectiveness of this system in a coaching or therapy session is obvious and concurs with the highly ethical standards adhered to by a truly professional coach or therapist.
"Who can benefit from learning the Track Selling SystemTM?"
I believe anyone can benefit from learning this system. It is based on a communication model that helps anyone achieve whatever he/she wants. In life there is always the need for negotiation and agreement resulting in win-win situations for both parties. If there is no benefit for the other party, there is no sale.
A practical example of using the Track Selling SystemTM in everyday life is when getting your children to do their chores. You can ask, demand, badger and threaten with limited results. But when you sell your children on doing their chores for their own reasons, you will see positive outcomes. There needs to be an identifiable "win" for your children too.
One final note - the old ways of "selling" do not work. Whether I am selling or coaching, I want to be in true partnership with my clients, always servicing their needs and not solely mine. Sometimes this results in determining that my services are not in the best interest of my client.
I recently met with a client on weight loss issues. During our session, it became apparent that attending my weight loss clinic was not appropriate for her at that time. She required other therapy to deal with urgent issues in her family life before she could accomplish her weight loss goals successfully. I referred her to another therapist. I may not have made the sale, but I serviced my client and helped her to put her priorities first.
Back to June 2002 Track Selling Times Menu
