Archive for author: Michael Lorrigan

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The ‘GROW(TH)’ Coaching Model

The GROW Model has been the most widely used international coaching model in business for a number of years.  It has now been developed into the GROW(TH) Model.   It began with ...

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Getting Past ‘The Gatekeeper’ To Make Appointments With… The M.A.N.

In today’s very tough sales market, it is becoming increasingly challenging for a salesperson to get through to the decision maker – the ‘M.A.N.’.  This is the person with the Money, the Aut...

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10 Ways To Make A Training Session Effective

Is It Based On Clearly Identified Needs? What Results Are We Looking For? What Behaviour Changes? Is It Scheduled At The Right Time For The Delegates? Is It Being Run At the Right Time For Their Supervisors / M...

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S.M.A.R.T. or S.M.A.R.T.E.R. Objectives?

How did it all begin? In November 1981, in an edition of the American Management Association magazine, ‘AMA Forum’, George T. Doran published an article of less than 1,000 words called ‘There’s a S.M.A.R.T...