Sales Coaching with EQ amid Crisis
In times of crisis, the sales leader’s ability to lead is put to a crucial test. His key objective will always be how to succeed in a crisis environment, whether financial or otherwise. The answer lies in his EQ (or emotional intelligence). The EQ-coaching course with Dr. Dups, author of the inspirational leadership book Coach with EQ, will coach the sales leader to enhance his EQ so that he can lead his sales team to success in spite of a crisis. Each salesperson must be coached by the crisis sales leader to become the best he can be. Five key strategic steps will be shared by Dr. Dups through his unique C.O.A.C.H. model, backed up by his 30 years of his sales leadership experience (and top salesman credentials) and his formal executive coaching studies in California, USA.
1. Coaching in Perspective
1.2 The bigger picture: leadership
1.3 The basic premise: growth of people
1.4 E.Q. in Perspective
1.4.1 An EQ self-assessment
1.4.2 Four Barriers and gateways to a healthy E.Q.
1.4.3 Self-esteem assessment & action steps
2. The Sales Perspective
2.1 Bottom-line focus
2.2 Keeping the belief and the passion
2.3 Managing people conflict in crisis times
2.4 Keeping strategies and tactics aligned
3. Crisis: How To View It as a Sales Leader
3.1 The attitude approach: crisis as opportunity
3.2 How to cope with fear
3.3 The FAD approach to crisis selling
3.4 Creating solutions
3.5 Preparing for future ones
4. Dr. Dups’ Unique Coaching Process
4.1 Sales Coaching Step #1
4.1.1 The Drucker perspective
4.1.2 Dialogue dynamics for building on dreams
4.1.3 Listening to the team player
4.2 Sales Coaching Step #2
4.2.1 Word choice sensitivity
4.2.2 The thought process
4.2.3 KISSing the passion plan
4.3 Sales Coaching Step #3
4.2.1 Adapting to the team player
4.2.2 Afirming the team player
4.2.3 Allocating time to the team player
4.2.4 Motivating thru Dr. Dups’s PRAISE technique
4.4 Sales Coaching Step #4
4.4.1 Feedback and the Use of Assessment Tools
4.4.2 Disciplining revisited
4.4.3 The hard-core steps (the power of intention)
4.4.4 How to manage displacements and impatience
4.5 Sales Coaching Step #5
4.5.1 Growing the sales team player
4.5.2 Focusing and hurdling obstacles
4.5.3 Optimism and the state of “flow”
4.5.4 Celebrating and “paying it forward”
5. Recap and Action Steps
5.1 The COACH and PRAISE strategies
5.2 Crisis in sales review
5.3 Application of EQ-based coaching to the workplace
5.4 Commitment to self and the team
Please note:
P6, 500+VAT rate applicable until February 18, 2010
P7, 500+VAT rate applicable starting February 19, 2010
P8, 500 rate for on-site payments
