Coach Express

All you need to know abides at the core of your being. Look there for it before you search outside.

• Date: Monday, 22nd August 2005
• Time: 5.00pm (New York EST)
• Bridge No: +1 641 497 7278
• Pin No: 579629#

Topic: The Secrets of Persuasion for Real-World Selling
How much easier would your selling be if you could more easily persuade others? 
In this presentation you will learn the clues to use to more effectively persuade others. Maura will show you how to shorten your sales cycle and gather the right information to motivate your customers to buy. This fast-moving session will prepare you with solid tips on selling in today’s marketplace. Your business success depends on your ability to persuade others. In this presentation you will learn the clues to use to more effectively persuade others. Maura will show you how to shorten your sales cycle and gather the right information to motivate your customers to buy.

You will learn:

• What are the clues to use in the workplace
• What the clues mean to effectively persuade
• What you have to do to be more effective at persuasion
• How to increase productivity in others

BIO

Maura Schreier-Fleming is President of Best@Selling www.BestatSelling.com 

Maura works with business and sales professionals on real-world skills and strategies so they can sell more and be more successful in business. 

Clients include UPS, Atofina, and Fujitsu. Her column ‘Selling Strategies’ appears in the Insurance Record.  She is the author of Real-World Selling for Out-of-this-World Results.  She has been quoted in the New York Times, Entrepreneur and Selling Power.  Her articles on business have been published nationally. 

She began her career with Mobil Oil and was their first female Lubrication Engineer in the United States.  She then worked for Chevron before starting her company 7 years ago. Maura has her M.S. in Textile Engineering from Georgia Tech and a B.S. from Cornell University.

By Bronwyn Bowery-Ireland
CEO
ICAIn our last newsletter I wrote about a conference I attended in Sydney Australia. To follow on my thoughts from the last article I wanted to write about Peter Senge’s notion of System Thinking and how this relates to the world of coaching.

Systems thinking is based on system dynamics; it is highly conceptual; it provides ways of understanding practical business issues; it looks at systems in terms of particular types of cycles (archetypes); and it includes explicit system modeling of complex issues.

“Systems thinking is a conceptual framework, a body of knowledge and tools that has been developed over the past fifty years, to make the full patterns clearer, and to help us see how to change them effectively.

Also, The essence of the discipline of systems thinking lies in a shift of mind:

• seeing interrelationships rather than linear cause-effect chains, and
• seeing processes of change rather than snapshots

The practice of systems thinking starts with understanding a simple concept called “feedback” that shows how actions can reinforce or counteract (balance) each other. It builds to learning to recognize types of “structures” that recur again and again: the arms race is a generic or archetypal pattern of escalation, at its heart no different from turf warfare between two street gangs, the demise of a marriage, or the advertising battles of two consumer goods companies fighting for market share. Eventually, systems thinking forms a rich language for describing a vast array of interrelationships and patterns of change. Ultimately, it simplifies life by helping us to see the deeper patterns lying behind the events and the details. ” Senge, Peter. 1992 The Fifth Discipline, Random House, Australia.

Systems Archetypes are basic and understandable cycles that systems go through. So how do we apply this thought process to coaching? With the focus being on the system and interrelationships it allows us in coaching to work through issues that our clients are experiencing and to get them to look at all the components of the system rather than just the area they may have identified or the problem they have found. It’s about looking at the big picture, the deeper picture. Once we see all the interconnected components we can then move away from the problem and start and identify the cause and effect of it. It also supports us to look at a situation from a distance, with greater objectivity. Through doing this we are less likely to continue to ‘bandaid’ problems but rather work to the core of the issues.

by Robyn Logan
IT Strategist
ICA

I had an amazing experience that I thought I’d share as it is an example of a “new paradigm” of business.

ICA is redesigning it’s website and as those of you who have been through this process know, it can be incredibly time consuming and expensive - well not any more!

I had heard about this site called rentacoder http://www.rentacoder.com and I decided to give it a try. It is an amazing place - it is basically an ebay style system for web designers, programmers, e-marketers, copy writers, graphic designers, even online games producers. (more…)