What’s It To You?

What’s it to you? That’s the kind of response your coaching or consulting questions get when the person you’re talking to feels you’re being too interrogative. Or they may just have a “cob on”. Next time you get caught in this trap, remember to sugar coat your questions first so as to relax them and give them purpose. Here’s some new suggestions: “Just so I know” “To help me understand” “To make sure I’m clear.” “May I ask” “It would be helpful to know.” I’m sure you can add some…

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This is How You Onboard Your Salespeople

It was announced last month that Learner drivers in the UK can be taken onto a motorway as part of their instruction to pass the test. And about time too. I remember passing my test way back in 1983. I’d never experienced a motorway before, and when I entered one for the first time, it frightened me to death. Since then hundreds of thousands of new drivers have experienced the same dread. Many probably have avoided motorways because of this fear factor and when they do, may well be the…

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