Testimonial-Workbook

Inspire Your Sales Team

Greater focus on the emotional drivers to change The power of Can’t to can belief busting Making it memorable – Three chunks and seven questions How to nudge towards those crucial explicit standards Greater focus on the emotional drivers to change The power of Can’t to can belief busting Making it memorable – Three chunks and seven questions How to nudge towards those crucial explicit standards

STEVE DEVONSHIRE, TRAINING MANAGER UK, NETHERLANDS AND BENELUX, BANG & OLUFSEN

“We put huge resources into increasing the competencies of our sales people. Sustainability at local level is a fundamental basis of success. Coaching is only possible using a workable model and Continue & Begin® is just that. Helping store owners and managers to help their salespeople has a massive potential to increase sales and is an area we continue to support. Especially in these challenging retail times.”

STEVE O’NEILL, HEAD OF L&D, HARVEYS FURNISHINGS

“The simplicity of the Continue & Begin® process enables our managers to deliver effective coaching live on the ‘shop floor’ and directly after the training event. This means it loses none of its impact, ensures the Coachee gets maximum benefit, and doesn’t end up as a dusty theory that seemed like a good idea on a hazy training day but never gets used.”

MIKE HAWES, DIRECTOR OF ORGANISATIONAL DEVELOPMENT, B&Q PLC

“…We went about training-in our new simple, 5 step selling model. Crucially however we spent as much if not more time with our managers training them on how to coach this in, using Continue & Begin®. This sounds obvious, but we’d under invested in training our managers in the past and fell into the classic mistake of not building up the consistency and sustainability of our approach. With our newly adopted Continue & Begin® model the standards of coaching-in a better sales performance using observed data and metrics is of primary importance.”

SIMON CONNOLLY, HEAD OF TRAINING & DEVELOPMENT, VIRGIN MEDIA

“Nick and his team have worked hard to ensure our internal trainers are comfortable and confident in the delivery of Continue & Begin®. Enthusiasm and attention to detail has ensured we feel capable as a business to really make a difference using Fast Coaching. The positive impact Continue & Begin® is having in Virgin Media is already shining through. Managers and coaches are focusing on behavioral rather than a traditional technical approach. This is reaping great benefits. The support Nick and his team offer on an on-going basis will ensure the impact the model is having will continue. Continue & Begin® is part of our DNA now and long may that continue.”

PAOLO CIMBRI, EMEA RETAIL OPERATIONS MANAGER, OAKLEY EUROPE

“Continue & Begin® has offered us a unique platform to start building the essential people management skills to grow our business. The results achieved have been incredible; measured in behavioral changes across the whole workforce. The easy approach and simplicity with which the training is delivered made investing in this product worth every single penny. The return is tangible from day one. We now have a consolidated and competitive commercial advantage.”

So what is about “new code” that makes a good model even better? The highlights for us are:

More words and phrases to help get the most out of Continue to & Begin to principles
Use of Clean Language– as Nick loves to remind us, “English is rubbish”
Greater focus on the emotional drivers to change
The power of Can’t to can belief busting
Making it memorable – Three chunks and seven questions
How to nudge towards those crucial explicit standards

We’ve added our own good practice to “new code” Continue & Begin by introducing post workshop webinars. During these, three or four managers spend a quality hour on the phone with the Coach discussing the learning that has dropped out of recent C&B sessions with their team. They learn from each other while continuing to reflect on their own coaching abilities in a positive Continue & Begin type manner.

What makes these sessions even more satisfying is hearing the managers (who are also Mums and Dads, sons & sisters, friends & colleagues) tell stories of how, as Practitioners of Continue & Begin coaching skills, they have made a real positive difference in their personal as well as professional lives.

Nick gives a great definition in the book explaining the difference between motivation and movement; after reading this book you will be motivated to use new code.

John Pitts and Simon Parrott
People & Process Development, Volvo Car UK