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 Tim Gallwey’s book ‘The Inner Game of Tennis’ published in the U.S. in 1974.  ‘The Inner Game’ was originally used as a sports coaching model to improve […]

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 Authority, and the Need. (It can be a male or female).  Many customers have a PA or secretary, who will answer calls on the decision maker’s behalf. […]