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Taking it to New Levels Class #5 Check In Share a book title and why Share a process that helps you Core Competencies Shifts in Behavior Shifts in Perspective Shifts in Reality Field Work Core Competencies Active listening The ability to focus completely on what the customer is saying and not saying, to understand the meaning of what is said in the context of the customer's value system and goals, and to support the customer's self expression Powerful Questioning This is the ability to ask questions that reveal the information needed for maximum benefit to the relationship between you and your customer. Great questions are more than simply words strung together. The ability to recognize the essence of the customer's communication and to expand the customer's horizon through a powerful question is a hallmark of noteworthy customer relationship. Evoke discovery, insight, commitment or action Create greater clarify or the possibility of new learning Direct Communication This is the ability to communicate effectively during coaching sessions, and to use language that has the greatest positive impact on your customer. Creating Awareness The ability to communicate in ways that help the customer gain awareness and thereby achieve agreed upon results. Identify, explain, illuminate, distinguish, compare, invoke, question, and provoke in ways that are meaningful to the customer's insight. To tease out the meaning behind a customer's behavior, beliefs, conclusions, assumptions and missteps. Demonstration of Shifts in Behavior Questioning is the skill of finding answers or solutions. Inquiring is more evocative than descriptive, and leads to creative discovery. Inquire at a high level of lightness and freedom in its very nature because it is a venture into the unknown. The cycle of learning evokes: Curiosity Wonder Knowledge Results Shift in Perspective A variety of internal shifts occur in a person's attitude and perspective about their business relationship as a result of recognizing the customer's need to contribute. Assist others in becoming aware of their life purpose, so that their contributions can reflect that purpose. You want to invite your customer to discover and participate in their magnificent life purpose. Some examples of these internal shifts are listed below; Expanding Your Reality A variety of internal shifts occur in your attitude and perspective about your relationship with others as a result of becoming more truly present. The nature of your relationship with your customers happens in the present. If you are coming from the past or spending too much time in the future, then the energy available in the moment is not being tapped into. Four initials to keep posted WAIT = Why am I talking! Some examples of these internal shifts are listed below; Shares, wins and tips and tools Field Work Listen more closely to your buddy this week and see what is actually being said.

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