In this module we will focus on applying coaching competencies in business — and in your business as a coach.
Discovering
Again, in this segment of the course, we are using a business coaching process in three steps:
Connecting
Discovering
Committing
In the last module, we focused on defining a value proposition and connecting around that. Once you have a business connection, the next step is to Communicate Effectively by asking and listening in order to understand the client’s needs in the client’s words. Now we’re onto Discovering!
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Once you have a clear picture of their needs and wants (as they see it), you can help them clarify the needs – then (and only then) can you gain commitment to action.
Think about a business client or partner who you want to coach (or who you are coaching): What are their needs from their perspective? How would they say it?
Are they clear about the problem (their dissatisfaction with the way things are now) and the opportunity (what would be better)?
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Something to remember in the Discovering phase is that you are BOTH discovering. It’s not you “digging” to get the story. It’s the two of you collaborating to discover what’s worth working on.
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Watch
Here’s a short clip of EQ sales expert Ray Phoon speaking with Josh Freedman about questions:
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As Ray says, it’s not about using a particular kind of question – it’s about showing up authentically, building understanding, and getting a clear picture.
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Read
Check out this article on discovering customer needs.
- Where might you get stuck in this process of getting clarity?
- What part do you do well, what’s something to practice?
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Watch
Here’s a video of Max Ghini and Josh Freedman talking about emotions in teams. There’s a key point in this video that’s important in the Discovery process:
https://www.youtube.com/watch?v=PDTT-qaMNbk
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Do
Your assignment is to talk to four people. Before the conversation, prepare:
- What is important to this person?
- What is your understanding of their needs now?
- What are trends or news about their business or in their sector that might be creating people-challenges for them?
Have a Discovering conversation with four people (potential clients or people who will let you practice on them). Either during the conversation, or in a followup email, make sure you heard them correctly by clarifying critical ingredients:
- Clarify the Problem: Here’s what I heard: Is this correct?
- Clarify the Players: Who else is involved in making the decision to work on this problem? Do they agree that this is the problem?
- Clarify the Value: How important is it to solve this problem? (What would it cost to not solve it? What would it be worth to solve it?)
Online Class
We’ll discuss what you learned in the assignments above in our 2nd CCS post-course online class.