Introduction to Coaching

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OBJECTIVES

• Learn what coaching is.

• Identify the difference between

training and coaching.

• Discover how coaching can

positively impact every aspect

of your business.

Coaching is best known for accelerating

success and high performance in Direct

Sales. This is a proven effective system

you can implement with your customers,

prospects and team members.

OVERVIEW

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Introduction to Coaching

WEBINAR ONE

WHAT IS COACHING?

Introduction to Coaching

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Are teaching

Provide the answers

Have a teacher/student interaction

Focus on the Trainer’s agenda

The expertise is with the Trainer

Support others to learn

Help others to find their own answers

Have a “partnership” interaction

Focus on the Team Member’s agenda

The Team Member is the expert

AS A TRAINER, WE... AS A COACH, WE...

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Difference Between Training & Coaching

COACHING PRINCIPLES

Service ______________________________________

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Trust __________________________________________

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Authenticity ________________________________

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Integrity _____________________________________

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Respect _____________________________________

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Introduction to Coaching

DSWA.org I DSWA.org/Blog I Facebook.com/TheDSWA I coach@dswa.org I 888-417-0743

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INSIGHTS

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ACTION STEPS

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EMPOWERING QUESTIONS – SKILL ONE

Empowering Questions are open-ended questions that cannot be answered by yes or

no and are not leading. These questions create more clarity, insight, possibilities and

commitment. The questions often begin with who, what, when, where or how.

Closed Questions

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Open Questions

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Introduction to Coaching

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OBJECTIVES

• Discover the meaning of

Heart-Centered Listening.

• Understand the difference

between Internal Listening

and Heart-Centered Listening.

• Learn the qualities and

guidelines for giving

Compassionate Feedback.

Introduction to Coaching

WEBINAR TWO

HEART-CENTERED LISTENING – SKILL TWO

DSWA Heart-Centered Listening is listening from your heart with laser focus

and intent to hear. This form of listening supports you to understand what is being

said and felt by the speaker.

Difference Between Internal Listening & DSWA Heart-Centered Listening

Focus on the speaker, all else is blocked out

Listening to the speaker’s words and the meaning behind the words

Understanding the speaker’s feelings and needs

Patiently waiting for the speaker to fully express themselves

Focus on ourselves, waiting for our turn to talk

Listening to our own inner voice

Making judgments or forming opinions

Waiting impatiently for the speaker to finish their sentence or finish their sentence for them

INTERNAL LISTENING DSWA HEART-CENTERED LISTENING

Introduction to Coaching

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INSIGHTS

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ACTION STEPS

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COMPASSIONATE FEEDBACK – SKILL THREE

Compassionate Feedback is feedback given

in the spirit of service that supports learning

and growth. It is offered with permission

and is free of blame or judgment. This form

of feedback allows you to share a possible

“blind spot” with a team member.

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QUALITIES OF COMPASSIONATE FEEDBACK

Introduction to Coaching

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Introduction to Coaching

WEBINAR THREE

OBJECTIVES

• Learn how to establish Agreed

Action.

• Understand how to create

positive Accountability.

• Discover the power of ICU

Acknowledgement.

AGREED ACTION & ACCOUNTABILITY – SKILL FOUR

This involves establishing goals, identifying the action steps and determining a

timeline for each step. Agreed Accountability supports the person to follow through

on their plan and commitments so they are successful in reaching their goals.

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AGREED ACTION STEPS POSITIVE ACCOUNTABILITY

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Introduction to Coaching

DSWA.org I DSWA.org/Blog I Facebook.com/TheDSWA I coach@dswa.org I 888-417-0743

7© DSWA.org 010317

INSIGHTS

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ACTION STEPS

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ICU ACKNOWLEDGEMENT – SKILL FIVE

ICU Acknowledgement, as in “I see you,” is to look beyond the actions of a person to

who they were being in order to accomplish their goal. It is important to acknowledge

people for their strengths, characteristics and qualities.

QUALITIES TO ACKNOWLEDGE

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