教練的商業(yè)思維

目　錄
第1章　究竟哪些人是教練 ······························1
誰(shuí)來證明這些證明者 ······························1
教練與導(dǎo)師之間的差異 ···························5
我們?yōu)槭裁葱枰叹?······························9
為什么優(yōu)秀運(yùn)動(dòng)員通常無法成為優(yōu)秀教練 ············································13
本章小結(jié) ·········································17
第2章　教練的職業(yè) ······································18
改進(jìn)客戶狀況 ····································18
建立信任 ·········································21
建立信任模塊 ····································22
評(píng)估表現(xiàn)和進(jìn)程 ·································25
提供準(zhǔn)確的、坦誠(chéng)的反饋信息 ·················28
反饋信息的特點(diǎn) ·································28
確定真正的購(gòu)買者(為什么購(gòu)買者從來不是人力資源部門的人) ··························31
用于確定真正購(gòu)買者的問題 ····················32
創(chuàng)造價(jià)值的方法 ·································33
第3章　做好獲得成功的準(zhǔn)備 ······················35
達(dá)成概念上的一致·······························35
制定合約規(guī)則 ····································38
確定時(shí)間范圍 ····································41
選擇有效的方法 ·································44
選擇教練方法 ····································47
提高買方(和客戶)的責(zé)任感 ··················48
第4章　表達(dá)善意 ··········································51
如何提供高效的反饋 ····························51
如何證實(shí)自己的假設(shè)和信息 ····················54
驗(yàn)證技巧 ·········································56
學(xué)會(huì)處理障礙和逆境 ····························58
避免政治因素 ····································62
政治分析技巧 ····································65
第5章　方法論、技術(shù)與類推 ······················68
培養(yǎng)人際關(guān)系的技術(shù) ····························68
遠(yuǎn)程技術(shù) ·········································71
遠(yuǎn)程教練標(biāo)準(zhǔn) ····································73
互聯(lián)網(wǎng)和電子技術(shù)·······························74
配有儀器的技術(shù) ·································77
墻外技術(shù) ·········································80
插曲　教練中的基本原理和思考 ··················84
測(cè)試 ···············································85
改進(jìn)是一種難以理解的目標(biāo) ····················88
教練的三個(gè)維度 ·································90
障礙 ···············································93
把教練當(dāng)作一項(xiàng)事業(yè) ····························96
第6章　打造長(zhǎng)期客戶 ·································99
橫向營(yíng)銷 ·········································99
網(wǎng)絡(luò)系統(tǒng)中的營(yíng)銷······························102
營(yíng)銷的重要性 ···································105
采用多種教練方式······························109
提供長(zhǎng)期可供選擇的支持 ·····················112
第7章　如何避免錯(cuò)失賺錢的機(jī)會(huì) ·············115
基于價(jià)值的教練費(fèi)用 ···························115
聘用定金的應(yīng)用技巧 ···························118
把自己與“傳統(tǒng)智慧”分離開來 ·············121
與真正的買方交易······························124
突破：資金并不是一種稀缺資源 ·············128
第8章　積極的營(yíng)銷 ····································131
你為什么不能教練自己 ························131
成為關(guān)注目標(biāo) ···································134
百萬(wàn)年薪咨詢師的加速曲線 ···················136
考慮做一名有見解的領(lǐng)導(dǎo)者 ···················140
宣傳自己 ········································143
第9章　自我發(fā)展 ·······································147
滑雪教練需要站在你前面 ·····················147
任何憑證都是無效的，成功業(yè)績(jī)才是真理 ··150
轉(zhuǎn)向咨詢、演講、出版和其他領(lǐng)域 ··········153
創(chuàng)立獨(dú)特的知識(shí)產(chǎn)權(quán)和商標(biāo) ···················158
教練其他教練：授權(quán) ···························161
第10章　更高的層次 ··································165
財(cái)富是可以自由支配的時(shí)間 ···················165
改進(jìn)已經(jīng)擅長(zhǎng)的領(lǐng)域并非明智之舉 ··········169
達(dá)到更高教練水平的技術(shù) ·····················171
成功，而不是完美······························173
打造遺產(chǎn) ········································177
附錄 ·································································181
附錄A　我的教練商數(shù)(CQ)有多高 ·········181
附錄B　關(guān)于各種銷售情境的101個(gè)問題 ····183
附錄C　教練訪談 ······························193