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Modelling Client    Information

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Modelling Client Information

Purpose
to develop experienced salespeople and service providers in the skills of precision questioning to build up an 'uncontaminated' model of their thinking in order to identify more sales/service opportunities and to meet the client's needs more precisely.
 
Objectives
  • Describe how everyone operates from unique 'Maps of the World'
  • Describe the difference between modelling information and understanding information.
  • Use Clean Language Questions (CLQs) to identify customer implicit and explicit needs (Ref: SPIN® Selling)
  • Develop exquisite rapport by cleanly developing the client’s Map of the World.
  • Demonstrate listening skills by modelling the client’s information using CLQs
  • Facilitate problem thinking into outcome thinking to identify more sales opportunities

Typical Programme
An interactive two-day course with plenty of opportunity to practice the skills followed by a review workshop 6 to 8 weeks later. Email and telephone support to delegates
 

Feedback
"One of the most enjoyably thought-provoking and useful courses I have been on. I feel there is real value and lessons I can take away which I can use in my line of work immediately" 
MB - Siemens

"This was one of the best courses I have attended in many a year. I feel very confident that implementation of the various aspects that I have learned will help me in all aspects of my life. i.e. work - increased sales and personal life..." GS - Siemens

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