Category Archives: Questions

A Quick Coaching Checklist

Here’s an easy 13 point checklist to help with your next coaching session: Try not to be directive Avoid asking, “How do you feel it went?” Instead ask, “What do you feel went well?” Use open questions to encourage the individual to think through their actions and draw out their own solutions Listen to understand… Read More »

How To Ask High-Leverage Questions

High- Leverage questions are a unique kind of open-ended question.  They require people to do more than respond and carry on a conversation—they require people to engage in high-level thinking that may produce new insights or value.  In their simplest form, High- Leverage questions may ask people to evaluate or analyse, speculate, or express feelings.… Read More »

Should I Answer the Question?

“More trouble is caused in the world by indiscreet answers than by indiscreet questions”  – Sydney Harris. Listening to politicians, sports people and executives being interviewed on the radio this morning, it seems that no-one wants to answer a question.  In the everyday business world life isn’t always so easy.  If you’re giving a presentation and you allow… Read More »

The AIDA Sales Approach

Preparation is important with everything in selling, but nowhere is planning so essential as when making an approach to a new prospect. Every Call will be difficult – according to the product or service you are offering and the benefits involved. Use the following format to control your Call but remain flexible within the overall… Read More »

The Only Problem Solving Technique You’ll Ever Need

When solving problems a common mistake is to do things the wrong way round, that is to spend too much time (and often money) on possible resolutions rather than the problem itself. Resolution searching feels like problem solving but it isn’t really, no more than agonizing over  a new item of clothing is going to solve the problem of  not… Read More »

The Job Interview

If you’re reading this whilst out of work or you know someone (especially a young person) who is looking for work please pass it on. In our outplacement work we have found these to be significant drivers in peoples’ success rate when attending the job interview*. Use These Phrases At The Appropriate Time I am… Read More »