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President
Expanding Horizons
Denver, Colorado
Hometown
Columbus, Ohio
Number of Years in Sales
and Training
20
Most Important Lesson Learned
You are either working your
own plan or someone else's!
Biggest Professional Challenge
Realizing that, as a trainer,
I am sometimes more committed to the professional growth
of others than they are to themselves.
Inspiration
I am inspired by people who
recognize their dreams and goals, build realistic plans
that allow fulfillment, and work those plans daily.
They control their futures.
Personal Goal
My personal goal is to help
myself, and others grow personally and professionally
. . . to reach a level in life where material needs
are replaced by intellectual and emotional satisfaction.
Words to Live By
He looked for the best in others,
gave the best he could, and left the Earth better than
he found it.
Why I recommend Expanding
Horizons
Professional selling, when done
properly, is the toughest, most challenging profession
one can pursue. We determined that traditional sales
methods were build out of a willingness to play another's
game, which we were unwilling to do. To bring selling
and sales people to the proper level of respect required
expertise and effort that traditional sales training
was unable to produce. Our system is the only process
for selling (non-traditional) and the only process for
training (ongoing reinforcement and support that enables
behavioral change over time) that exists in the marketplace
which teaches sales pros to treat prospects and themselves
with the respect each deserves.
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As a coach, my style consists of being proactive,
nurturing, consistent, and client focused. This style
involves creating and developing a strong rapport and
bond that grows into a client /coach trust relationship.
To be able to develop a good working environment,
I find out how the client communicates, and if at all
possible their personality style, enabling me to adapt
to that style, and begin the type of relationship that
forms the bond necessary to begin a coaching alliance.
To be effective as a coach my philosophy has always
been rooted on "YOU CENTERED" not "I"
CENTERED". All focus must start with the client
so that they can feel comfortable with the concept that
they have a business coach and they can be open and
honest with that person.
Within a short time, as coach and client begin their
relationship and a few "WINS" occur, the rapport builds,
the trust builds and the client begins to move forward
with some confidence and some conviction. As time and
contact between coach and client continue the bond becomes
stronger and a higher degree of conviction and confidence
also develops.
My coaching style works better with "Right Brain"
thinkers then left. Sometimes in a coaching session,
things get fast and furious with ideas and concepts
the right brain individual easily can assimilate and
more be susceptible to challenge and innovation. The
right brain thinker is less likely to analyze and more
likely to take action sooner. These people tend to think
fast on their feet and in business will take risks,
be creative, and try new things to achieve their goals
and be more successful.
I have learned to be highly intuitive and listen very
closely for tonality, their use of words and have been
able to " read" a client while on the phone during a
coaching session. This skill helps the client stay focused
and minimize straying off the subject; and helps me
from accepting excuses for poor behavior. They soon
learn that I am not the "YES " man or just a shoulder
to "whine" on. Results, solutions, growth, and consistent
behavior need to be focal points.
The client must be committed; failure is not an option.
They must be willing to be held accountable for their
behaviors and goals, committed to their future and be
willing to "do what it takes" to be successful.
We will set up at minimum one call per week, more if
needed. The client must come to the table with their
agenda so that the time spent can be used productively.
I stay pro-active and if the client does not call or
misses an appointment, I will contact them and not sit
around waiting. At times the lack of contact can be
a "Red flag" and needs to be addressed.
Coaching takes passion, understanding and commitment
on the part of the coach. As a coach I believe most
clients have a great deal of uncertainty and fear. We
deal with real people in real life business situations.
At times the client is fragile and needs nurturing,
yet the handling must be strong, with conviction and
focus. An effective coach cannot be distracted from
the goals set forth by the client.
TEACHING STYLE: As far as a selling system
is concerned, the client needs to understand that it
not "BRAIN SURGERY" and that by trusting their
instincts in a sales call along with the knowledge they
have gained in training things will be OK even if the
sale does not close. The important thing to remember
is "some will, some won't, so what…Next.
I try to keep the client in a selling system with
pre briefing and debriefing of their sales calls. I
use role-playing throughout the system, compartment,
by compartment. In pre brief we will set up various
scenarios that could happen during the call. I will
gather the necessary information needed about the call
to use my experience and knowledge and develop a call
as realistic as possible to role-play. In the
debriefing, we will again go through the system and
dissect the areas where things may have or have not
happened, and again role-play. If the call is
a success it's still necessary to debrief. This adds
more reinforcement to the training.
I like to keep coaching uncomplicated and as the client
gets better and better the addition of more techniques
and "moves" are added so as not to over load them. Changing
old "behaviors" and replacing them with new concepts
and strategies is challenging at the least. Keeping
things simple and building on that process give the
client the time needed to become a product of their
training.
I know the hardest thing for
new clients is to have consistent behavior in line with
their training. Therefore I always check what they are
doing as far as proactive behavior is concerned, and
keep reinforcing the concept that good behavior converts
to growing success. Accountability
and commitment will develop strong conviction and with
strong conviction comes SUCCESS.
SUMMARY: The following
points summarize the style above.
- Nurturing
- Consistency
- Commitment
- Convictions
- Accountability
- Goal setting
- Pre-briefing
- Debriefing
- Teach and tell when needed
- Question so they discover
for themselves
- Provide a sounding board
- Unconditional support
- Help them gain greater clarity
with new behavior and techniques
- Most of all begin with helping
them maintain a good attitude about themselves, their
company, their marketplace and their goals
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RICK
SCHWARTZ 