Of
462 executives who were asked, "What
characteristics
are needed to be
an effective leader today?" 56 percent ranked ethical
behavior as an important characteristic, followed by
sound judgment (51%) and being adaptable/flexible
(47%).
When asked, "What
are the biggest challenges to
implementing
executive coaching in your
organization?"
56 percent of
220 human resource professionals
polled
said the lack of
HR inclusion in decisions was the
biggest
hurdle. Other
responses included, time constraints due to business
demands (39%), management
unaware
of coaching's
value (20%) and a perception that
coaching
is punitive
(8%).
If your employer
hires an executive coach to polish your prowess should
you celebrate or worry that you're considered damaged
goods?
Executive coaches
often are brought in to help a star player navigate a
new role or advance faster inside a company. Other
businesses, however, hire a coach to fix a manager's
flaws, such as poor interpersonal skills.
Whatever the reason,
be smart and maximize the career benefits of having a
coach. Outright resistance or passive aggressiveness
are bad ideas. Coaches cost a lot of money and using
this personal development resource wisely is in your
best interest. Getting an outside point of view can
help you become clearer on who you are and what you
need to do to get to where you want to be.
--Sources:
American Management Association, DBM and The Wall
Street Journal
For reasons why
you don't think you need a coach and how a coach
should challenge your reasoning:
Top
5 Objections That Potential Coaching Clients
Raise.
by Thomas J. Leonard
(1957-2003)
Introduction
Most potential
clients want to work with a coach. But, being
potential clients, they often have objections to
starting. Usually, these objections are not real; they
are simply perceived. So, your job is to help them get
through/over these, without being too pushy. Remember,
your prospective clients DO want to work with you;
they are simply afraid, slow, or unclear on their
focus. You can help them make a great buying decision.
Remember the first "NO" is just the beginning of a
wonderful relationship...
Here
are some ideas.
1. Objection: "I
don't have time work with a coach."
Possible
responses:
"Why are you that
busy?"
"And how healthy is
the stress is your busy schedule is causing
you?"
"Perfect! I only
work with clients who are way too busy to work with
me."
"Perfect! Let's
spend 30 days getting you ahead of your busy
schedule."
2. "I can't
afford the coaching fee."
Possible
responses:
"We all have the
money we need for what we really want. What's the goal
you'd set for yourself that you REALLY
want?"
"Are you living that
close to the financial edge?"
"Perfect! Let's
first start working on getting you a financial
reserve!"
"No problem. Let me
discount it for you for the first 90 days. How much do
you feel is both fair and affordable for you, to get
started."
"Are you
sure?"
3. "I'm not sure
what I would work on with a coach."
Possible
responses:
"Yes, that's pretty
typical. We usually spend a couple of sessions to sort
out the various priorities you have. That itself is
coaching."
"What are the 3
biggest challenges you are facing right
now?"
"What is
draining/zapping your energy most?"
"What the
opportunity that's going to pass you by if you don't
act on it?"
4. "I'm not sure
that a coach can help."
Possible
responses:
"Really. How
come?"
"Is the problem
overwhelming."
"Would this be your
first time working with a coach?"
"What part don't you
think a coach could help with?"
5. "I've already
got a mentor."
Possible
responses:
"What aren't you
working on with him/her that you would still like some
strategic support with?"
"Do you have a
personal goal or problem that would benefit from
immediate, dedicated attention?"
"Wonderful! What
sort of things do you two focus on?" (then, listen for
what else YOU could offer...)
Copyright 2001,
Thomas J. Leonard. All rights reserved. May be
duplicated with attribution and copyright notice
intact.
Receive
our Podcast:
http://coachingtip.blogs.com/coaching_tip/rss.xml
or
get Free
Monthly Coaching
Tips!
by entering your name and email address
below:
Where
do you want to be in three years? What's the biggest
challenge you have? Are you doing today what you do
best?
Want
to learn about the costs of executive
coaching?
Want
to check out some coaching plan
options?
If you are really
committed to what you want to do, let's have a
conversation about getting there from here. Call
734.426.2000 (US Eastern Time Zone) or
email
me to arrange for a free 20-minute telephone
conversation to discuss what interests you about
coaching. To learn more about John Agno, certified
executive & business coach, click
here.
back
to home page
