As leaders, it happens all the time….

A team member calls or emails with a question, problem or situation in which they are asking you for answers or advice.

Certainly, with our experience and training in the industry we are “qualified” to answer questions and give advice, right?

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In many cases, we see solving their problems and dispensing advice as our responsibility.

After all, in most cases, leaders earn overrides, bonuses, and incentives based on our teams sales.  Team building is the most profitable stream of income in a direct selling business so we assume it’s our job or in our best interest to fix whatever needs fixing.  Besides, as experience leaders, we’ve been in that exact situation before and know exactly what to tell them to do!

However, there is a huge difference between the activities that grow and the activities that grow our team members.

The difference is asking questions vs. giving answers.

Coaching Means Ask Questions Rather Than Giving Answers!

Asking questions has the power to make us think, create our own answers, and motivate us to take action on our ideas.   Asking moves us beyond just accepting what others say or tell us to do.

Questions honor those you work with and communicate their value as an equal.

You see, when we consult, advise, or mentor, we are the experts.  When we ask for insight or ideas, we become equal or peers.

Why Ask Coaching Questions?

So, what is the real advantage of asking coaching questions versus telling a team member what they should do?

Here are 5 reasons to ask instead of tell:

  1.  They Know the Situation Best.  No one knows more about the situation and how to solve a problem than they do!  All the information needed to answer a question or solve a dilemma lies within the person being coached.  They have firsthand knowledge of what, when, why, how and where.  Asking questions gets to the root of the problem.
  2. Asking creates buy-in.  In most cases, your team member knows exactly what they need to do.  The key to making lasting change is not in their knowing what to do, it’s being motivated to do it.  In my experience, people are more likely to follow through on an idea or solution if it’s their own idea or solution.  I can hand them an answer or solution but helping them create their own gets better results every time.
  3. Questions are empowering.  Self confidence is huge issue in making change or moving forward.  There is a powerful message in asking questions and in asking someone for their opinion.  Asking questions says: “I believe in you.  You can do this.  You have great input.”  The simple act of asking often empowers people to do/change things or move forward in areas they didn’t think they could prior to being asked about it.  Asking creates clarity and clarity facilitates growth.
  4. Asking develops independence. Asking team members “what” or “how” moves them away from being dependent upon you to provide answers.
  5. Questions build relationships.  There’s no greater relationship between people than that which is built on trust.  The simple act of asking questions and listening to answers allows us to truly “see” one another, going beyond the surface, to dig deep and create transparency. When we create transparency in a relationship, barriers are removed and we trust one another.

Here’s an example:

  • Team member: “I have this problem, what should I do?”
  • You: “Tell me, what solutions have already crossed your mind?”
  • Team member: “Well, I was thinking I could do __________ or _____________.”
  • You: “Great, which one of those solutions do you want to move forward on?”
  • Team member: “I think ____________ is the best way to go about it.”
  • You:  “Okay!  Sounds like you have a plan now.”
  • Team member:  “Thanks so much, I knew you’d know what to do.

It is better to ask than to tell.

Why Ask?  Why not  is the better question.

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About the Author: The DSWA is a global organization serving thousands of Direct Selling members with resources dedicated to improving their marketing, personal and professional development, training, selling, recruiting, and operational strategies. Founded in 2001, and guided by a board of the industry’s leading experts and professionals, the DSWA is a one-stop-shop for Direct Selling entrepreneurs. Learn More About Membership!

Please Note: The MyDSWA content is copyrighted material. You may share it on the web by creating an excerpt and linking back to the page using an active hyperlink. Please do not republish any content in its entirety on the web. You may however, publish any article you find on this site in print offline provided you credit the article to the author and the DSWA and include the website reference. http://www.MyDSWA.org

Heart Centered Listening = Heartfelt Coaching


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One of the core coaching skills that all good coaches cultivate is heart-centered listening.

Listening is an “aural” activity which is defined as of/or relating to the ear or the sense of hearing.

We can divide our aural activities into:

  • Hearing (recognition of sounds)
  • Listening (recognition of word and sentence meaning)
  • Understanding (recognition of the intention behind everything).

The most satisfying and effective listening is what the DSWA calls heart-centered or heartfelt listening.

It is the listening that allows us to create an unconditional space within which both the coach and the person being coached are heard with body and spirit.

Heart Felt Coaching

Heartfelt listening is what it takes for heart centered coaching.

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When you focus on asking clients “open-ended” questions you will be amazed at how clients opened their hearts and minds, take ownership of their ideas, and committed to shifting their paradigms with their own problem-solving ideas when you ask them the right kinds of questions.

Then using heart centered listening you will be able to literally change lives!

Due to heart-centered listening and the adroit coaching abilities I found at DSWA Coach School, I discovered and have put into place practices which have greatly benefited my business team and my family.

It is with sincere appreciation that I submit this testimonial of a few of the numerous changes in my life as a result of DSWA’s Coaching Excellence program, which enables me to help others realize their dreams.

Anne Nelson


About the Author: The DSWA is a global organization serving thousands of Direct Selling members with resources dedicated to improving their marketing, personal and professional development, training, selling, recruiting, and operational strategies. Founded in 2001, and guided by a board of the industry’s leading experts and professionals, the DSWA is a one-stop-shop for Direct Selling entrepreneurs. Learn More About Membership!

Please Note: The MyDSWA content is copyrighted material. You may share it on the web by creating an excerpt and linking back to the page using an active hyperlink. Please do not republish any content in its entirety on the web. You may however, publish any article you find on this site in print offline provided you credit the article to the author and the DSWA and include the website reference. http://www.MyDSWA.org

Coach Excellence Comments & Testimonials


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We LOVE to get emails from happy DSWA Coach School graduates!

Recent Coach School Testimonials

These are just a few of the recent Coach Excellence comments that we have received: coach excellence
  • I was working too hard at being a coach.  I often felt as a coach that I should also offer some form of skill along with coaching.  This kept me in a constant state of working to be smarter than my clients.  I often felt I had to be more knowledgeable to be effective.  I have discovered that my thinking was somewhat flawed.  I can never learn everything.  However, I am capable of working with all clients because they have their own answers and I can help them find what they may need to learn. Lisa M
  • Prior to Coach Excellence, my coaching team calls were one hour long, so that I had time to add my skill component to the call.  I have reduced my calls to thirty minute calls, which has allowed me to take on more clients.  I have found by doing thirty minute calls, I can be more grounded and focused on the consultant and there is less space to be distracted.  This lets me give my team member my full attention.  In return they give me their full attention.  This was an idea that came out of the training on one of the classes, Managing a Coaching Business.  Sonja G.
  • There are specific tools to support coaching in my niche in direct sales and network marketing.  I was able to really fine tune my skills in this area.  By working with the different pieces of recruiting, booking, host coaching, customer care and follow up, I have become much more effective with my niche clients.  These tools are unique to the Coach Excellence program.  Melissa P.
  • I have been able to use the skills learned through Coach Excellence to better serve my business in many ways. Learning the flow of a great communication plan has made my job as a business owner much easier and more rewarding.  Understanding the different uses and forms of communication helps to establish a pattern that can be utilized in many areas of my life. Through the use of clear communication plans, I have been able to communicate with my clients and staff to get information communicated efficiently and effectively.  Jerald M.
  • The business management tools taught in Coach Excellence have become a big part of my business and are really important to me.  The webinars in designing and using coaching forms such as agreements, welcome forms and pre-call prep forms are very useful.  By utilizing these tools, I feel I have been able to take my team and our businesses to an advanced level.  When my downline leaders receive these forms, they see the professionalism and trust that I am coaching them seriously then implement them into their coaching too.  This is a powerful benefit that cam from the DSWA program.  Mary M.

Thank you for taking the time to send use these emails. We love to hear how you are doing after graduation from Coach Excellence!!

If you are a happy DSWA Coach School attendee, then share your results in the comment section below.


About the Author: The DSWA is a global organization serving thousands of Direct Selling members with resources dedicated to improving their marketing, personal and professional development, training, selling, recruiting, and operational strategies. Founded in 2001, and guided by a board of the industry’s leading experts and professionals, the DSWA is a one-stop-shop for Direct Selling entrepreneurs. Learn More About Membership!

Please Note: The MyDSWA content is copyrighted material. You may share it on the web by creating an excerpt and linking back to the page using an active hyperlink. Please do not republish any content in its entirety on the web. You may however, publish any article you find on this site in print offline provided you credit the article to the author and the DSWA and include the website reference. http://www.MyDSWA.org

 
 
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