Step 1: The preliminary discussion

An intensive and trusting preliminary discussion lays the foundation for successful coaching. An unbiased self-analysis by the coachee is essential. We will prepare and conduct at least one customer meeting together. We determine the structure and specific, measurable goals for the customer meeting in advance.

Step 2: The customer meeting

The main focus is on structuring the conversation. A well-prepared, structured conversation is the key to success. The following are crucial: :

• An original way of sparking interest
• The right opening questions
• A pre-planned argument
• Skilled handling of potentially difficult situations
• Asking the closing question

Step 3: Coaching conversation

As a coach, I remain in the background by definition. After the customer meeting, I hope for your honest and detailed self-analysis. This represents the agreement for the joint evaluation of your performance in the customer meeting.

What went great, what went well, what went less well, what didn't work at all?

The coaching conversation can mean a positive conclusion. Everything is perfect! But what is perfect? As a rule, it is worthwhile to make an agreement to eliminate weaknesses and tap into potential. This means repeating the coaching process at a higher level. True to the paradigm of Ken Blanchard, author of ‘The One Minute Manager’:

Feedback is the breakfast of champions!