教練的商業(yè)思維

定　價：￥56.00

作　者：	[美] 艾倫·韋斯著，李海峰，曲十三，張智豪譯
出版社：	清華大學(xué)出版社
叢編項：
標(biāo)　簽：	暫缺

購買這本書可以去

ISBN：	9787302580249	出版時間：	2021-06-01	包裝：	精裝
開本：	32開	頁數(shù)：		字?jǐn)?shù)：

內(nèi)容簡介

　　“美國更受尊敬的獨立咨詢師”艾倫·韋斯在咨詢和培訓(xùn)領(lǐng)域榮膺無數(shù)，培訓(xùn)界同行奉其為業(yè)界傳奇，世界著名企業(yè)追捧其為金牌咨詢師。在本書中，韋斯博士憑借深厚的教練經(jīng)驗，針對教練在職業(yè)成長過程中遭遇的典型問題，闡述了確定真正的購買者，贏取客戶，建立信任關(guān)系，選擇有效的教練工具，善用教練技巧，幫助客戶提升績效，創(chuàng)建長期的客戶關(guān)系等職業(yè)發(fā)展方法，并提出了自我營銷、自我發(fā)展的高層職業(yè)要求。書中包含豐富的教練技巧、工具、資源、案例精析，更有教練商數(shù)（CQ）測試、杰出教練訪談，幫助教練突破職業(yè)發(fā)展瓶頸。本書由DISC+社群聯(lián)合創(chuàng)始人李海峰組織多位實戰(zhàn)經(jīng)驗豐富的專家共同翻譯，希望能讓更多中文讀者獲益。

作者簡介

　　艾倫？？韋斯（Alan Weiss）美國著名咨詢師，演講家、作者他創(chuàng)辦的咨詢公司DING峰咨詢集團（Summit Consulting Group）曾服務(wù)于默克制藥、惠普、通用、梅賽德斯-奔馳、道富、美聯(lián)儲、《紐約時報》等500多家全球知名公司。韋斯博士獲得美國出版協(xié)會終身成就獎，并入選專業(yè)演講協(xié)會名人堂。《紐約郵報》稱其為“美國更受尊敬的獨立咨詢師”。譯者介紹李海峰：團隊協(xié)作及組織效能專家，DISC+社群聯(lián) 合創(chuàng)始人曲十三： CEO教練，香港中文大學(xué)碩士，DISC雙證班F66期畢業(yè)生張智豪：社群運營及銷售轉(zhuǎn)化教練，DISC雙證班F20期畢業(yè)生

圖書目錄

目　錄
第1章　究竟哪些人是教練 ······························1
誰來證明這些證明者 ······························1
教練與導(dǎo)師之間的差異 ···························5
我們?yōu)槭裁葱枰叹?······························9
為什么優(yōu)秀運動員通常無法成為優(yōu)秀教練 ············································13
本章小結(jié) ·········································17
第2章　教練的職業(yè) ······································18
改進客戶狀況 ····································18
建立信任 ·········································21
建立信任模塊 ····································22
評估表現(xiàn)和進程 ·································25
提供準(zhǔn)確的、坦誠的反饋信息 ·················28
反饋信息的特點 ·································28
確定真正的購買者(為什么購買者從來不是人力資源部門的人) ··························31
用于確定真正購買者的問題 ····················32
創(chuàng)造價值的方法 ·································33
第3章　做好獲得成功的準(zhǔn)備 ······················35
達成概念上的一致·······························35
制定合約規(guī)則 ····································38
確定時間范圍 ····································41
選擇有效的方法 ·································44
選擇教練方法 ····································47
提高買方(和客戶)的責(zé)任感 ··················48
第4章　表達善意 ··········································51
如何提供高效的反饋 ····························51
如何證實自己的假設(shè)和信息 ····················54
驗證技巧 ·········································56
學(xué)會處理障礙和逆境 ····························58
避免政治因素 ····································62
政治分析技巧 ····································65
第5章　方法論、技術(shù)與類推 ······················68
培養(yǎng)人際關(guān)系的技術(shù) ····························68
遠(yuǎn)程技術(shù) ·········································71
遠(yuǎn)程教練標(biāo)準(zhǔn) ····································73
互聯(lián)網(wǎng)和電子技術(shù)·······························74
配有儀器的技術(shù) ·································77
墻外技術(shù) ·········································80
插曲　教練中的基本原理和思考 ··················84
測試 ···············································85
改進是一種難以理解的目標(biāo) ····················88
教練的三個維度 ·································90
障礙 ···············································93
把教練當(dāng)作一項事業(yè) ····························96
第6章　打造長期客戶 ·································99
橫向營銷 ·········································99
網(wǎng)絡(luò)系統(tǒng)中的營銷······························102
營銷的重要性 ···································105
采用多種教練方式······························109
提供長期可供選擇的支持 ·····················112
第7章　如何避免錯失賺錢的機會 ·············115
基于價值的教練費用 ···························115
聘用定金的應(yīng)用技巧 ···························118
把自己與“傳統(tǒng)智慧”分離開來 ·············121
與真正的買方交易······························124
突破：資金并不是一種稀缺資源 ·············128
第8章　積極的營銷 ····································131
你為什么不能教練自己 ························131
成為關(guān)注目標(biāo) ···································134
百萬年薪咨詢師的加速曲線 ···················136
考慮做一名有見解的領(lǐng)導(dǎo)者 ···················140
宣傳自己 ········································143
第9章　自我發(fā)展 ·······································147
滑雪教練需要站在你前面 ·····················147
任何憑證都是無效的，成功業(yè)績才是真理 ··150
轉(zhuǎn)向咨詢、演講、出版和其他領(lǐng)域 ··········153
創(chuàng)立獨特的知識產(chǎn)權(quán)和商標(biāo) ···················158
教練其他教練：授權(quán) ···························161
第10章　更高的層次 ··································165
財富是可以自由支配的時間 ···················165
改進已經(jīng)擅長的領(lǐng)域并非明智之舉 ··········169
達到更高教練水平的技術(shù) ·····················171
成功，而不是完美······························173
打造遺產(chǎn) ········································177
附錄 ·································································181
附錄A　我的教練商數(shù)(CQ)有多高 ·········181
附錄B　關(guān)于各種銷售情境的101個問題 ····183
附錄C　教練訪談 ······························193