Coaching the Sale Review

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(More customer reviews)Finally, a book that promotes a clear path to the sale while still valuing the relationship of the client. So often it's about making the sale, forcing the sale and even manipulating the sale; it was nice to have a clear process that allows you to build a solid relationship before the sale is "made". "Discover, Discuss and Decide" may at first seem elementary, but the coaching industry has a very loose and organic approach to everything it does... even anti-consultant at times in an effort to help differentiate ourselves from "them". This book provides a clear framework to have intentional conversations with clients about what they really want & need, and how they want you to help them. I appreciate the book, the models and have already used the process several times to create greater clarity and understand with my clients and prospects. Thanks for another great resource to recommend to my clients and friends. www.seanoliver.com

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Selling in the 21st century is a whole new game. Every day you face educated and skepticalbuyers who are tired of traditional sales techniques and tricks. A whole new approach is needed, and everyone is seeing the benefits of coaching.Coaching the Sale brings the power of coaching to the sales process. It involves a respectful approach where you create solutions with your prospects, resulting in greater buy-in and increased client loyalty.Using the 3D Sales Solution, you will learn to:--Discover the Issues--Discuss Solutions--Decide an OutcomeCoaching the Sale is an entirely new approach to sales, one designed to win over today's cynical customers. If you learn to work with your clients and bring them on your team, they will let you coach them to bigger sales and a long-term relationship.

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The Logic Of Failure: Recognizing And Avoiding Error In Complex Situations Review

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(More customer reviews)Dietrich Dörner is an authority on cognitive behavior and a psychology professor at the University of Bamberg, Germany. His research shows that our habits as problem solvers are typically counterproductive.

Probably our main shortcoming is that we like to oversimplify problems. Dörner offers a long list of self-defeating behaviors, but common to all of them is our reluctance to see any problem is part of a whole system of interacting factors. Any problem is much more complex than we like to believe. And failure doesn't have to come from incompetence. The operators of the Chernobyl reactor, as Dörner points out, were "experts." And as experts, they ignored safety standards because they "knew what they were doing."

Dörner identifies four habits of mind and characteristics of thought that account for the frequency of our failures:
1. The slowness of our thinking-We streamline the process of problem solving to save time and energy.
2. Our wish to feel confident and competent in our problem solving abilities-We try to repeat past successes.
3. Our inability to absorb quickly and retain large amounts of information-We prefer unmoving mental models, which cannot capture a dynamic, ever-changing process.
4. Our tendency to focus on immediately pressing problems-We ignore the problems our solutions will create.

Successful problem solving is so complex that there are no hard-and-fast rules that work all the time. The best take-away from the book (and this is my favorite quote): "An individual's reality model can be right or wrong, complete or incomplete. As a rule it will be both incomplete and wrong, and one would do well to keep that probability in mind." The book is 199 easy-to-read pages, and Dörner gives lots of interesting examples from lab tests illustrating people's actual behavior in problem-solving situations.
It's a thought-provoking book for anyone whose job is to tackle complex problems. In one way or another that includes anyone in just about any profession.

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