教练的商业思维

　　“美国更受尊敬的独立咨询师”艾伦·韦斯在咨询和培训领域荣膺无数，培训界同行奉其为业界传奇，世界著名企业追捧其为金牌咨询师。 在本书中，韦斯博士凭借深厚的教练经验，针对教练在职业成长过程中遭遇的典型问题，阐述了确定真正的购买者，赢取客户，建立信任关系，选择有效的教练工具，善用教练技巧，帮助客户提升绩效，创建长期的客户关系等职业发展方法，并提出了自我营销、自我发展的高层职业要求。书中包含丰富的教练技巧、工具、 资源、案例精析，更有教练商数（CQ） 测试、杰出教练访谈，帮助教练突破职业发展瓶颈。 本书由DISC+社群联合创始人李海峰组织多位实战经验丰富的专家共同翻译，希望能让更多中文读者获益。

　　艾伦？？韦斯（Alan Weiss） 美国著名咨询师，演讲家、作者 他创办的咨询公司DING峰咨询集团（Summit Consulting Group） 曾服务于默克制药、惠普、通用、梅赛德斯-奔驰、道富、美联储、《纽约时报》等500多家全球知名公司。韦斯博士获得美国出版协会终身成就奖，并入选专业演讲协会名人堂。《纽约邮报》称其为“美国更受尊敬的独立咨询师”。译者介绍李海峰： 团队协作及组 织效能专家，DISC+社群联 合创始人 曲十三： CEO教练，香港中文大学硕士，DISC双证班F66期毕业生 张智豪： 社群运营及销售转化教练，DISC双证班F20期毕业生

目　录
第1章　究竟哪些人是教练 ······························1
谁来证明这些证明者 ······························1
教练与导师之间的差异 ···························5
我们为什么需要教练 ······························9
为什么优秀运动员通常无法成为优秀教练 ············································13
本章小结 ·········································17
第2章　教练的职业 ······································18
改进客户状况 ····································18
建立信任 ·········································21
建立信任模块 ····································22
评估表现和进程 ·································25
提供准确的、坦诚的反馈信息 ·················28
反馈信息的特点 ·································28
确定真正的购买者(为什么购买者从来不是人力资源部门的人) ··························31
用于确定真正购买者的问题 ····················32
创造价值的方法 ·································33
第3章　做好获得成功的准备 ······················35
达成概念上的一致·······························35
制定合约规则 ····································38
确定时间范围 ····································41
选择有效的方法 ·································44
选择教练方法 ····································47
提高买方(和客户)的责任感 ··················48
第4章　表达善意 ··········································51
如何提供高效的反馈 ····························51
如何证实自己的假设和信息 ····················54
验证技巧 ·········································56
学会处理障碍和逆境 ····························58
避免政治因素 ····································62
政治分析技巧 ····································65
第5章　方法论、技术与类推 ······················68
培养人际关系的技术 ····························68
远程技术 ·········································71
远程教练标准 ····································73
互联网和电子技术·······························74
配有仪器的技术 ·································77
墙外技术 ·········································80
插曲　教练中的基本原理和思考 ··················84
测试 ···············································85
改进是一种难以理解的目标 ····················88
教练的三个维度 ·································90
障碍 ···············································93
把教练当作一项事业 ····························96
第6章　打造长期客户 ·································99
横向营销 ·········································99
网络系统中的营销······························102
营销的重要性 ···································105
采用多种教练方式······························109
提供长期可供选择的支持 ·····················112
第7章　如何避免错失赚钱的机会 ·············115
基于价值的教练费用 ···························115
聘用定金的应用技巧 ···························118
把自己与“传统智慧”分离开来 ·············121
与真正的买方交易······························124
突破：资金并不是一种稀缺资源 ·············128
第8章　积极的营销 ····································131
你为什么不能教练自己 ························131
成为关注目标 ···································134
百万年薪咨询师的加速曲线 ···················136
考虑做一名有见解的领导者 ···················140
宣传自己 ········································143
第9章　自我发展 ·······································147
滑雪教练需要站在你前面 ·····················147
任何凭证都是无效的，成功业绩才是真理 ··150
转向咨询、演讲、出版和其他领域 ··········153
创立独特的知识产权和商标 ···················158
教练其他教练：授权 ···························161
第10章　更高的层次 ··································165
财富是可以自由支配的时间 ···················165
改进已经擅长的领域并非明智之举 ··········169
达到更高教练水平的技术 ·····················171
成功，而不是完美······························173
打造遗产 ········································177
附录 ·································································181
附录A　我的教练商数(CQ)有多高 ·········181
附录B　关于各种销售情境的101个问题 ····183
附录C　教练访谈 ······························193