How to Coach Yourself and Others Popular Models for Coaching | Page 313

2.44 THE SPIN COACHING MODEL
Dr. Neil Rackham created Xerox's sales, sales coaching, and
interpersonal skills programs. A social psychologist with a
practical bent, he created a very effective way to approach a sale
by attending carefully to the client's needs while keeping your
own objectives in focus.
These consist of a variety of probing skills. You could consider a
version of "schmoozing" to take place during the early stages,
while at the same time you’re shaping the conversation toward
your desired outcomes.
Drawing upon the psychological principle that people attend to
what you do more than what you say, it’s vital that a mentor
coach use the same behaviors when teaching the method to
someone else:
Situation Questions
These questions collect facts, information, and background data
about the client's situation.
Problem Questions
These questions
dissatisfactions.

probe

for

problems,

difficulties,

or

Implication Questions
These questions strengthen clients’ perception of their own
needs; Implication questions raise implied needs to the level of
expressed needs – clients feel their needs more strongly and thus
have greater readiness to have those needs satisfied.

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