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<title>Latest Coaching Articles</title>
<link>http://www.populate.net/</link>
<description>Articles at Populate.NET</description>
<language>en-us</language>
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<title>Coaching: an Essential Ingredient in Professional Development of Academic Staff</title>
<link>http://www.populate.net/Personal_Development/Coaching/coaching-an-essential-ingredient-in-professional-development-of-academic-staff.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/coaching-an-essential-ingredient-in-professional-development-of-academic-staff.html</guid>
<pubDate>Tue, 21 Oct 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ In professional development programmes the intention is always to provide the participants with personal and professional growth and establish a long-lasting form of learning. 

Involving them with a meaningful learning experience, where action and reflection are important ingredients, is therefore crucial (Petty, 2007; Slepkov, 2008; Maeda, 2001). 

Many of the more conventional forms of professional development, such as conferences, workshops, lectures and mass staff-institute days, are unpopular as they are often led by outside experts who tell staff what to do then are never heard from again (Salpeter, 2003). 

These staff development efforts usually focus on specific skill development; the importance of mastering this particular skill being determined by others (Slepkov, 2008). 

These initiatives tend to ignore the actual context in which academic staff operate and, therefore, become 'just in case' training events that seldom bring about visible change (Turner & Rimanoczy, 2008). 

Learning occurs best in context or in experience, in real-life environments (Beard & Wilson, 2006, as cited in Petty, 2007; Slepkov, 2008; Turner & Rimanoczy, 2008). 

To be effective, professional development must be ongoing, deeply embedded in our daily work and involve (self) reflection (Salpeter, 2003; Russo, 2004; Slepkov, 2008; Allan, 2007). 

Professional development can be directed towards individuals or groups of individuals, but also towards teams. Teams are the work horses of today's organisations, and educational organisations are no exception. 

Teams of academic staff are responsible for curriculum development, teaching, assessment, the development of learning materials, and more. Still, a large amount of academic staff work in relative isolation, a barrier that must be broken in order to allow them to support each other, enhance collegiality, learn from each other and improve organisation-wide performance (Slepkov, 2008; Maeda, 2001). 

Teams have their own dynamics, from sabotage on one end of the spectrum to resolute conflict avoidance on the other. And even teams that generally are productive can be improved. The focus of professional development for teams is on interactions more than individual development, but also with meaningful, realistic and ongoing work challenges as a basis (Field, 2007).

The learner must initiate and be personally committed to the learning experience (Petty, 2007); not as someone else defines it, but as they themselves perceive their needs to be (Slepkov, 2008). 

When staff are actively engaged in learning and development opportunities, results can be seen in the form of profitability, employee satisfaction, innovation, retention, and customer satisfaction. Organisational outcomes are always and only achieved through the strength of their staff, thereby making staff engagement and learning a top organisational priority (Locke, 2008).

In summary, key to effective professional development is an ongoing, meaningful form of learning, based on authentic work situations, involving (self) reflection, and situated within the real-life work environment, where the learner (an individual or a team) defines their own learning needs.

Coaching

There are tremendous variations in what people call 'coaching'. Educators should be clear about their goals and expectations before making an investment in any type of coaching initiative (Russo, 2004). 

For the purpose of this article, the interpretation of 'coaching' follows the definition of the International Coach Federation (ICF). 

The ICF decribes coaching as:
"Coaching is partnering with clients in a thought-provoking and creative process that inspires them to maximize their personal and professional potential.
 
Professional coaches provide an ongoing partnership designed to help clients produce fulfilling results in their personal and professional lives. Coaches help people improve their performances and enhance the quality of their lives. 

Coaches are trained to listen, to observe and to customize their approach to individual client needs. They seek to elicit solutions and strategies from the client; they believe the client is naturally creative and resourceful. The coach's job is to provide support to enhance the skills, resources, and creativity that the client already has."(ICF web site)

Coaching at its best is focused on authentic aspects of one's personal or professional life that require attention (in the eyes of the beholder), takes place on a continuous basis and provides accountability, which supports the translation of the newly developed insights into action and successful implementation. 

Professional development initiatives must be followed up to help participants translate what they learn into actual practice. This is exactly the piece that is usually missing in most professional development programmes (Salpeter, 2003; Maeda, 2001; Russo, 2004; Locke, 2008). 

Furthermore, coaches not only support in developing staff knowledge and skills but, if successful, also assist in developing professional cultures within learning organisations (Neufeld & Roper, 2003). 

Benefits and Impacts of Coaching

Perceived benefits and impacts of coaching incorporated in staff development programmes according to Allan (2007), Maeda (2001), and Thornton (2007) are (a) greater reflectivity and professional growth, 
(b) development of techniques for constructively challenging unhelpful behaviours, including negativity and limiting beliefs, 
(c) enhanced energy and job satisfaction, 
(d) opening of creative thinking pathways and improvement of problem solving skills, 
(e) enhanced personal effectiveness (work smarter, not harder), and 
(f) enhanced awareness of the setting of realistic goals.

Coaching fosters relationships, feedback, care, conversation, collaboration, answers, and bonding between veterans, experts and novices. Productivity and satisfaction are most affected by coaching (Rossett & Merino, 2005). Apathy disappears and is replaced by energy and enthusiasm (Thornton, 2007). 

With regards to teams, coaching usually improves performance, helps constructively manage conflict, encourages team members to speak up, and deepens the group's understanding of the dynamics that may be limiting its effectiveness. 

With this understanding comes greater trust and cohesiveness, which allows group members to interact with each other more empathetically and productively (Field, 2007). 

Out of respect for individuals, improved relationships and the success that accompanies coaching, the atmosphere at work will change for the better. Where coaching is the norm, staff can expect to be treated with respect, to have their ideas and opinions sought, and to be thanked occasionally (Thornton, 2007).

In summary, coaching has exactly those elements that are usually lacking in professional development initiatives. The perceived benefits and impacts seem interesting enough to consider coaching an essential ingredient in academic staff development.

References

Allan, P. (2007). The benefits and impacts of a coaching and mentoring programme for teaching staff in secondary school. International Journal of Evidence Based Coaching and Mentoring, 5 (2), 12-21.

Field, A. (2007). Coaching Your Team's Performance to the Next Level. Harvard Management Update, 12(11), 3-5. Retrieved October 9, 2008, from MasterFILE Premier database. 

Flynn, G., & Nolan, B. (2008). The Rise and Fall of a Successful Mentor Program: What Lessons Can Be Learned? Clearing House, 81(4), 173-179. Retrieved October 9, 2008, from 	MasterFILE Premier database. 

Locke, A. (2008). Developmental Coaching: Bridge to Organizational Success. Creative Nursing, 14(3), 102-110. Retrieved October 9, 2008, from MasterFILE Premier database.

Maeda, J. (2001). Teacher Coaching in Physical Education: A Review. Physical Educator, 58(3), 140. Retrieved October 9, 2008, from MasterFILE Premier database. 

Neufeld, B., & Roper, D. (2003). How are coaches prepared? Retrieved April 25, 2008, from the National Staff Development Council web site.

Petty, M.L. (2007). Experiential learning: a best practice handbook for educators and trainers (book review). The Bulletin of the Association for Coaching, 12, 12-14.

Rossett, A., & Marino, G. (2005). If Coaching is Good, then E-Coaching is. T+D, 59(11), 46-49. 	Retrieved October 9, 2008, from MasterFILE Premier database. 

Russo, A. (2004). School-based coaching. A revolution in professional development or just the latest fad? Retrieved April 25, 2008, from the Harvard Education Letter web site.

Salpeter, J. (2003). Professional development: 21st century models. Retrieved April 25, 2008, from the TechLEARNING web site.

Slepkov, H. (2008). Teacher Professional Growth in an Authentic Learning Environment. Journal of Research on Technology in Education, 41(1), 85-111. Retrieved October 9, 2008, from MasterFILE Premier database. 

Thornton, G. (2007). Coaching At Work: powering your team with awareness, responsibility and trust. Credit Control, 28(4/5), 102-104. Retrieved October 9, 2008, from MasterFILE Premier database. 

Turner, E., & Rimanoczy, I. (2008). Developing High-Impact Teams. T+D, 62(8), 30-33. Retrieved October 9, 2008, from MasterFILE Premier database. ]]></description>
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<title>Better Self-Confidence-How To Obtain It</title>
<link>http://www.populate.net/Personal_Development/Coaching/better-self-confidence-how-to-obtain-it.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/better-self-confidence-how-to-obtain-it.html</guid>
<pubDate>Tue, 21 Oct 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ Have you ever thought, if you had better self-confidence or self-esteem, that everything would be possible? With enhanced self-esteem and self-confidence, everything is possible! 

Then you would be able to realize everything you are dreaming of regarding improving your finances, health and relationships.  It is actually true that people with good self-esteem often succeed in life better than others. 

What does that depend on? 

In order to understand why, then we need to grasp what self-confidence is, what self-esteem is, and the difference between these.

Self-confidence is what you display to other people in the forms of real results with job, career, finances, appearance, etc.  Your conscience judgment of what you have accomplished increases or decreases your self-confidence.  By obtaining the things you think are fantastic; it creates a certain status for you, increasing your self-confidence. 

Self-esteem is an inner unconscious judgment of yourself that reflects your emotional and spiritual balance and presence. Self-esteem is built when you are honest with yourself and your feelings, regardless of external circumstances.  It means that you are doing what you really want with your life, and therefore you feel secure and happy with your life. 

Many people have good self-confidence, but bad self-esteem, which means that they have accomplished much outer success, but know that they are really not where they want to be in their lives. These individuals can be deeply unhappy; although it appears that they have everything.  Look at the vast majority of pop stars, elite athletes and heads of companies whom fall under this category. 

Then you have those who have a good self-esteem, but bad self-confidence.  They can be that unknown artist or environmental activist, who feels deep inside that they are doing right with their lives, but the frustration that they can not get their message out to a greater audience, makes it so they will never experience good self-confidence. 

The ideal is of course, to have a balance between good self-confidence and good self-esteem.  There you have a person in balance whom succeeds outwardly, but whom also has balance inside themselves.  There you can count in certain pop stars, elite athletes and heads of companies.  But since they have balance within themselves, you can see and feel that this success is authentic on all levels.  But keep in mind that good self-confidence comes and goes, while good self-esteem is an internal decision about what you do with your life, which exists as long as you are honest with yourself. 

How can you get better self-confidence and self-esteem? 

Here are seven ways to go about this: 

1.	Live the life you actually want to have, so as to increase your self-esteem
2.	See to it that you personally decide over your life, which increases your self-esteem
3.	By being a floor mop for others, it breaks down your self-esteem, Do not accept that!
4.	Create success outwardly, so that you strengthen your self-confidence
5.	Combine strong self-esteem with strong self-confidence, so that you succeed
6.	It is not important where you start; everything can be fixed no matter how hopeless it looks
7.	Do not compare yourself with others. Instead, create your own future within (and outside) yourself ]]></description>
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<title>Is Life Coaching A Waste Of Expense?</title>
<link>http://www.populate.net/Personal_Development/Coaching/is-life-coaching-a-waste-of-expense.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/is-life-coaching-a-waste-of-expense.html</guid>
<pubDate>Sun, 05 Oct 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ In today's economic unease, we tend to take a closer look to our expenses. It is easy to cut out the things we don't need, and still class important the unimportant. So, is life coaching a waste of expense or is it an asset which can help you put surety and ease into your own finances and other areas?

Life coaching can help in many areas - you have seen this. When you get life coaching, the life coach can assist you in reaching your goals, usually in a quicker time or with a surer route, then if you had taken the route yourself.

This is an important consideration for many reasons. If we look at economic uncertainties, we find a few interesting points. We find that some people still climb, while the majority has a hard time.

You have likely heard of the phrase - the rich get richer, while the poor get poor. In a recession this becomes a phrase that is easily seen in our daily reality. This can work good or bad, depending on which side you find yourself in.

Look at the budget, and you may feel that going for a life coach at this time, might not be the best investment. This is something that comes down to your own abilities, and resources.

A recession can be a blessing or a curse; depending on how you choose to look at it. What intrigues me is not what happens on mass as public perception, but the people who actually make big growth during that phase.

And what is found, is that these people make some of there biggest gains during a recession. No longer do we need to be stuck in the status quo. Now, you can look with new eyes at opportunity.

The gains usually have someone behind the scenes. It could be a book that inspires an entrepreneur to great heights, it could be an article like this or more likely a life coach who helped, served and guided the person to achievement.

Whatever happens, the recession can bite us all. We all can feel a pinch, it could be closures, it could be staff laid off, and it even could be a number of things. However, one thing that is constant is that the economy will improve.

It is a part of life, and life coaching can often help to keep you on top form, so you perform your best - irrespective of what is happening around you.

And this is gold; because you have just struck out of the game of blaming external factors, such as a recession, and have now taken your life and future success into your own hands, and have made a decision to succeed. ]]></description>
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<title>Multiple Streams Of Income For Life Coaches</title>
<link>http://www.populate.net/Personal_Development/Coaching/multiple-streams-of-income-for-life-coaches.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/multiple-streams-of-income-for-life-coaches.html</guid>
<pubDate>Fri, 26 Sep 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ Some life coaches are finding it hard to make money through life coaching. All it takes is a bit of creativity, and your skills and abilities as a life coach can become available to a wide audience. As you read this article, you will discover ways to create multiple streams of income as a life coach.

Multiple streams of income as a life coach is an amazing topic. But, what are multiple streams of income? You may or may not have heard of the term, but multiple streams of income also known as MSI's, is a great way to build wealth.

We all have heard the term - don't put all your eggs in one basket. Why? Because it is very risky, and if that one source dries up, then there are major problems. The problems are great; it results in devastation and potentially welfare. We don't want that, so MSI's become an essential for not only life coaches, but for others who are interested in following the wisdom of not putting all your eggs in one basket.

So, how are you to create these multiple streams of income as a life coach? First realize that creativity is a part of this, and it can work phenomenally not only in your financial success as a life coach, but also in the amount of lives you have a positive impact.

Realize that life coaching clients face to face is but only 1 way to coach people. From that we can get creative. You can take this further with online life coaching or even coaching over the phone.

Now we talked about phone, another idea is to offer tele-classes. And now from the simple 1 way of life coaching - we find that we have 3 streams of income.

Doors are now opening! And you are beginning to see some amazing ways where a little creativity can do amazing things to your life coaching practice. The creativity was not great, you did not need the creativity of Picasso, however, using existing ways with a little bit of creativity can bring amazing results.

What about seminars? If you are new, and have some cash, putting on a seminar need not cost more than a few thousand dollars, and can do many things to your life coaching practices branding and popularity.

Many top life coaches have successfully done this. They have started with seminars, and now have become some of the most known people on the planet. Look at Anthony Robbins, and Bob Proctor to name a few.

There is a lot of ways to make money as a life coach. When you have the necessary skills, abilities, and practical knowledge, you can be sure people need that to excel more in life. With creativity, you can truly transform your life coaching practice into a multiple stream of income venture that benefits the highest amount of people for the highest good. ]]></description>
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<title>Life Coach Training Is The First Step To Making Positive Changes In Lives</title>
<link>http://www.populate.net/Personal_Development/Coaching/life-coach-training-is-the-first-step-to-making-positive-changes-in-lives.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/life-coach-training-is-the-first-step-to-making-positive-changes-in-lives.html</guid>
<pubDate>Fri, 26 Sep 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ Certain fields of endeavor are designed to help consumers, while others focus on business to business. There is yet others which are designed to help keep a support for the progress of society. Never has life coaching been so important to people, than it has today. Life coach training is the first step to making that positive change in lives.

We can easily underestimate the good that a life coach can do in peoples lives. You have qualities and skills, and these qualities and skills people need. But, it can't just stop on those qualities and skills. There needs to be something more - in comes life coach training.

So, you want to help society, and people. Becoming a life coach is one way to make that happen. And it happens for many reasons. Imagine for a moment, the clients you serve will be enabled to do so much more. This productivity at least in a small way helps with society's progress forward.

Becoming a life coach requires a lot of learning. This learning is accomplished either through life experience or through life coach training courses.

There are many benefits that go with life coach training. With the life coach training, you are sure to find a structure which is essential learning that you will apply in your day to day life coaching practice or life coach job.

However there is one person who will benefit greatly from life coach training courses, and it is not all the coaching clients you will coach, rather it is you! You will learn a systematic system of personal development, which allows you to go from finding a goal, and making it happen, in the shortest possible time, and with the least resources.

The life coach training will also apply to the problems you face in your day to day life. Just because you may go through life coach training, and become a certified life coach, it doesn't mean that all your problems will go away! However, you will find that you have the resources to find solutions. And as you go through these, more practical experience you will have for your coaching clients.

Life coach training involves finding out how to help clients to both discover and reach their personal goals. As a coach, you will utilize several methods to teach the methods for establishing and achieving goals. The foundations of life coaching exist in executive training, but more and more individuals are looking for life coaches.

Using various forms of counseling, such as mentoring, psychology and sociology, you will life coach your clients with various methods to help them find solutions. Life coach training then becomes a great way to discover the core areas, and also help you become as equipped as possible to deal with all your clients needs. ]]></description>
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<title>How To Make Money As A Life Coach</title>
<link>http://www.populate.net/Personal_Development/Coaching/how-to-make-money-as-a-life-coach.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/how-to-make-money-as-a-life-coach.html</guid>
<pubDate>Wed, 24 Sep 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ There are many ways to make money as a life coach. Often it can seem like you only have one way to earn money as a life coach, either coaching clients face to face with your own life coaching practice or coaching clients face to face, in a life coaching job. The truth is that there are many ways you can make money. Discover them now!

There are 3 main areas that you can make money as a life coach, here they are:
* Your own life coaching practice
* Life coaching jobs
* Other sources of income

Let's look into these areas in more depth. They all can make money for you, and all offer great potential. Take a look at them and consider if they meet your needs. Then go with the option that seems best for you.

* Your own life coaching practice
A fast way to become a life coach and earn money is to start your own life coaching practice. All that is required is to start.

You now become not only a life coach, but you suddenly also become an entrepreneur and business man or woman. The result is good, it allows you to learn about business, and this can be an essential aspect of coaching your clients. The lessons learned will make a big impact not only in your own life, but in your coaching client's lives also.

* Life coaching jobs
Life coaching jobs can be hard to come by, but when they are available, it is one of the easiest ways to get into life coaching. No longer do you need to do vigorous marketing, you can instead get paid a regular wage or more likely a salary.

There are no headaches with this option. You likely need life coach training and certification to get the position, however the life coaching job will be a secure way to get an income through life coaching.

The problem with life coaching jobs is that they are not prevalent. You can not pick up a newspaper with job listings, and find a job on every page. You likely will not even find a section for life coaching jobs. However, keeping an eye out can result in finding a great position.

A good idea with this is to contact companies yourself. The benefit of doing life coach training, is that you likely will be put in contact with companies that can give you a position or at least learn about how to start your own life coaching practice, and start to get clients.

* Other sources of income
There are other ways of making money as a life coach. These could involve phone coaching, online coaching or even creating a seminar. Think creatively and you can get the word out, about your coaching program. ]]></description>
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<title>Happiness Is the Key To Prosperity</title>
<link>http://www.populate.net/Personal_Development/Coaching/happiness-is-the-key-to-prosperity.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/happiness-is-the-key-to-prosperity.html</guid>
<pubDate>Sat, 30 Aug 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ Yes, we are posed with a myriad of challenges in our struggle to find our niche in a society that is amongst the most competitive in the world.  Culturally, the many communities are for most intent and purposes a happy go lucky cultural. Our music, our food and our basic approach to the celebration of life in general is an upbeat happy existence.  

The challenge comes in when we deviate from taking stock on: who we are, where we come from, how we find ourselves in the current situation, falling in to counterproductive behavioral modes; that leave no more for progressive growth.   Author and researcher Gregg Easterbrook states:

  "It requires some effort to achieve a happy outlook on life, and most people don't make it."

From personal experiences as a migrant farm worker; working the agriculture fields of Fresno, San Joaquin, Monterrey and Orange Counties in the heat, with no water, no breaks, no toilet, the list goes on we still found time to sing while working and talking about where we would be hanging out in the evenings particularly the weekends. 

You see attitude is everything. Happiness is not just about money but also a sense of personal spiritual salvation.  Not getting caught up with materialism and understanding that happiness is based on health coupled with a strong base of faith.  A strong healthy spiritual faith based approach to life will ultimately evolve a humble appreciation for happiness and gratitude. 

If you are experiencing a sense of gloominess and unfulfilled; break away from it now. Take a look at those less-fortunate, then give thanks for your situation of being whole.  Identify good friends, find the niche that will make you a happy camper, get connected to your spiritual foundation, be optimistic, think positive, be prepared to help others who need happiness; you will be surprised the rewards in helping others.  

Finally, don't ever be afraid to love. Love life, love people, love what you do, love the great day you are having and love what you expect to see; what is coming to you in the future. 

People think that happiness is a feeling, it can be called the other way happiness can be a way of life. Happiness is disguised as so many things in life, it is always better to learn the secret to attract true happiness that will last a lifetime. Remember that happiness is what many people strive for each day but it mostly eludes them. ]]></description>
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<title>What To Look For In A Life Coach</title>
<link>http://www.populate.net/Personal_Development/Coaching/what-to-look-for-in-a-life-coach.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/what-to-look-for-in-a-life-coach.html</guid>
<pubDate>Fri, 29 Aug 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ Are you thinking about enlisting the help of a life coach? What are some of the things to look for, when looking for a life coach? How to choose a life coach is a consideration which is important, after all, a good life coach will do much better for the results we get.

Life coaching is an interesting topic, as it is one way that high achievers keep being high achievers. You see, a life coach can make major differences in our results, but how are you to choose a life coach?

Here are the things you need to consider when you try to find a life coach:
* How Is Their Personality?
* What Is Their Specialty?
* What Are Their Skills?
* What Talents Do They Have?
* Can They Provide Networking Opportunities?
* What Is Their Performance?

* How Is Their Personality?
The first point to consider, when looking for a life coach, is what their personality is like. Personality is an important consideration, even though it may not seem to be so, in the surface.

If you can't look up to the person or feel like you're on the same level, then the partnership won't work. For example, many people who go to Anthony Robbins seminars or get coaching from him do so, not just because of the great advice he gives, but also the positive impact his personality has in our lives.

* What Is Their Specialty?
Specialty is an important consideration. You need something or you would not want a life coach. You may need to get to peak performance. You may need to lose weight; you may need to make more money. Finding specialist in the respective field can do a lot more then finding a general life coach. 

* What Are Their Skills?
You will need to evaluate there skills also. There is no point if a life coach has the knowledge but not the skills to give you practical advice.

* What Talents Do They Have?
Talents are similar to the personality. If you procrastinate and need motivation for action, then you will need to find someone who can motivate you to take action.

* Can They Provide Networking Opportunities?
Though this is not a big issue, it can be great for networking opportunities. How big is Rolodex of the life coach? Being able to network can be a great way to find the results you need sooner. However, remember this is a bonus to have, and not the main point.

* What Is Their Performance?
Performance is a critical factor to finding life coaching. If the coach has no testimonials or information which you have tried and tested, then it is unlikely they can help you. You seek performance; remember to see if they go at your speed or faster. ]]></description>
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<title>Objections and Stalls, Who Needs Them?</title>
<link>http://www.populate.net/Personal_Development/Coaching/objections-and-stalls-who-needs-them.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/objections-and-stalls-who-needs-them.html</guid>
<pubDate>Thu, 28 Aug 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ "That was a terrific presentation Mark," said his new prospect. "I am very interested and would like to call you next week to discuss this opportunity further." Mark leaves his appointment with his chin held high. He believes that he totally has this deal.
 
But does he? What could possibly stand between Mark and closing this piece of business?

"I need to think it over."

"Your prices seem a little high."

"We are very busy right now, but will probably do something with you down the road."

"The committee will be meeting in a few weeks to discuss the project."

"We've decided to stay with our current supplier."

How high is Mark's chin now? Selling in the current business climate has never been more challenging. Our prospects seem to do everything in their power to put off making a decision to buy. In addition, a buyer's lack of trust and inability to take risks creates a serious dilemma for many salespeople out there in the trenches. Here are a few suggestions to help you avoid these stalls and objections in the future.

1. Building TRUST is a critical element in moving a prospect forward to a sale. Without building trust and a relationship with your prospect, the potential sale is transactional. Transactional sales are the worst kind because they are always based on your lowest price or most aggressive terms. Do you really want to be just another vendor or a strategic partner? Building trust isn't always easy. You must focus on the prospect and find out what commonalities you share. You must also ask questions and listen. People tend to trust people who they feel understand them.

2. Qualify your prospect by asking open-ended questions. Find out about their background, company's history and what problems they are trying to solve. "So tell me, how did you originally get into this industry?"

Once you understand their personal situation, ask questions about their commitment to solving the problems discussed. "What kind of priority is it to fix a problem like this?" Then find out who else is involved in making the decision and what their process is to move forward in making one. "Other than yourself, who else would be involved in making a decision like this?" Lastly, are they willing and able to invest money to fix the problems discussed. "What type of investment were you thinking you would make to fix this problem?" 

By qualifying your prospect thoroughly in a conversational manner, you will address or pass over many objections and stalls before investing a lot of time, money and energy on the wrong prospects. Makes sense, doesn't it?

3. Don't present too early in your sales process. One of the biggest mistakes salespeople make today is giving up too much product or service information and pricing with their prospects. I am not saying don't share that information, but you should wait until you've accomplished the first two steps mentioned above. After you have built trust and qualified your prospect, feel free to move forward to a presentation. I would like to share with you one thought before presenting though. Only present what they need to feel comfortable to move forward with their decision. By sharing everything you have or do, there is a good chance that it doesn't apply to what the prospect needs or cares about. It's mostly fluff that YOU think is important. Focus on them and you can't lose.

The beautiful thing about using these strategies is that prospects' objections are more limited. By not giving up all of the information at the beginning of the appointment, they have very little to what they can object. Think about this: How can someone object if you haven't said anything? Cliches like "selling is telling and show up and throw up" describe why you are better off asking questions and qualifying, rather than hard selling during an appointment. Now our friend Mark can truly hold his chin up high knowing that the objections and stalls he faced in the past will be minimized. If he has the courage to set up the next steps with his prospect including a time, date and clearly defined outcome, he will truly be ahead of the game. ]]></description>
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<title>How to Become a Successful Inspirational Speaker on Professional Development</title>
<link>http://www.populate.net/Personal_Development/Coaching/how-to-become-a-successful-inspirational-speaker-on-professional-development.html</link>
<guid>http://www.populate.net/Personal_Development/Coaching/how-to-become-a-successful-inspirational-speaker-on-professional-development.html</guid>
<pubDate>Thu, 28 Aug 2008 00:00:00 -0700</pubDate>
<description><![CDATA[ Have you always dreamed of being a successful inspirational speaker on professional development? There are a large number of people who have had this dream and succeeded at it. Individuals like John C. Maxwell, Joyce Meyer, Creflo Dollar, and Jim Rohn are all motivational speakers on professional development.

These individuals, and others in the industry, engage in a number of activities like authoring books, holding conventions, and similar events in order to share their insight as a leader and expert in the field of professional development. If they can do it, so can you! Here, I will share some secrets on how to be a successful inspirational speaker on professional development. 

When we make the realization that we want to be an inspirational speaker for professional development, it is generally based on the fact that we have some information that we would like to share with others. If you are to be a successful speaker, it is absolutely vital to ensure that your speech has value. 

This is to say that when you deliver the message to others, will they benefit from it? Not just anyone can become a motivational speaker. It takes a special person that has a special message to deliver. If your message lacks quality, then it is sure that professional development will be hindered in the lives of those who hear your message. 

The next step to ensuring success as an inspirational speaker is to make certain that you have a special niche. Every single one of us has a passion for something. That passion is generally fueled by the experiences that we have had, people we have met, books we have read, seminars that we have attended, things we have heard, and things that we have seen. 

While we all could probably talk on a variety of topics, it is essential to start off with one main topic that you want to share your message on. If you put all your efforts into doing this right from the start, you are more than likely going to be a successful inspirational speaker on professional development. 

The next way that you can be successful in the area of public speaking on professional development is to make sure that you properly prepare. We have all heard that preparation is like a key. This holds especially true when it comes to sharing powerful, motivational speeches to people. 

Create an outline of all of your ideas, and then from there, turn them into a motivational message that is geared towards the professional development of the individuals that you will be speaking with. Preparation will not only assist you in delivering the best of the best to your audience, but it also plays a vital role when it comes to establishing yourself as an expert and will build your confidence levels. 

If you want to be an inspirational speaker on professional development, there are many things that should be kept in mind. The items mentioned in this article are just the tip of the iceberg when it comes to your own professional development. 

Have you always dreamed of becoming an inspirational speaker on the topic of professional development? If you are just plain out "stuck" on ideas, be sure to visit this website. ]]></description>
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