教练的商业思维(精)

目　录

第1章　究竟哪些人是教练 ······························1

谁来证明这些证明者 ······························1

教练与导师之间的差异 ···························5

我们为什么需要教练 ······························9

为什么优秀运动员通常无法成为优秀

　教练 ············································13

本章小结 ·········································17

第2章　教练的职业 ······································18

改进客户状况 ····································18

建立信任 ·········································21

建立信任模块 ····································22

评估表现和进程 ·································25

提供准确的、坦诚的反馈信息 ·················28

反馈信息的特点 ·································28

确定真正的购买者(为什么购买者从来不是

　人力资源部门的人) ··························31

VI

教练的商业思维

用于确定真正购买者的问题 ····················32

创造价值的方法 ·································33

第3章　做好获得成功的准备 ······················35

达成概念上的一致·······························35

制定合约规则 ····································38

确定时间范围 ····································41

选择有效的方法 ·································44

选择教练方法 ····································47

提高买方(和客户)的责任感 ··················48

第4章　表达善意 ··········································51

如何提供高效的反馈 ····························51

如何证实自己的假设和信息 ····················54

验证技巧 ·········································56

学会处理障碍和逆境 ····························58

避免政治因素 ····································62

政治分析技巧 ····································65

第5章　方法论、技术与类推 ······················68

培养人际关系的技术 ····························68

远程技术 ·········································71

远程教练标准 ····································73

互联网和电子技术·······························74

配有仪器的技术 ·································77

墙外技术 ·········································80

插曲　教练中的基本原理和思考 ··················84

测试 ···············································85

改进是一种难以理解的目标 ····················88

教练的三个维度 ·································90

VII

目　　录

障碍 ···············································93

把教练当作一项事业 ····························96

第6章　打造长期客户 ·································99

横向营销 ·········································99

网络系统中的营销······························102

营销的重要性 ···································105

采用多种教练方式······························109

提供长期可供选择的支持 ·····················112

第7章　如何避免错失赚钱的机会 ·············115

基于价值的教练费用 ···························115

聘用定金的应用技巧 ···························118

把自己与“传统智慧”分离开来 ·············121

与真正的买方交易······························124

突破：资金并不是一种稀缺资源 ·············128

第8章　积极的营销 ····································131

你为什么不能教练自己 ························131

成为关注目标 ···································134

百万年薪咨询师的加速曲线 ···················136

考虑做一名有见解的领导者 ···················140

宣传自己 ········································143

第9章　自我发展 ·······································147

滑雪教练需要站在你前面 ·····················147

任何凭证都是无效的，成功业绩才是真理 ··150

转向咨询、演讲、出版和其他领域 ··········153

创立独特的知识产权和商标 ···················158

教练其他教练：授权 ···························161

VIII

教练的商业思维

第10章　更高的层次 ··································165

财富是可以自由支配的时间 ···················165

改进已经擅长的领域并非明智之举 ··········169

达到更高教练水平的技术 ·····················171

成功，而不是完美······························173

打造遗产 ········································177

附录 ·································································181

附录A　我的教练商数(CQ)有多高 ·········181

附录B　关于各种销售情境的101个问题 ····183

附录C　教练访谈 ······························193