ja_mageia

Home Skills Expertise All Sample Topics
All Topics PDF Print E-mail
Article Index
All Topics
Focus Area 1: Championship Thinking
Focus Area 2: Greatness in Sports Leadership
Focus Area 3: Building High Performance Teams
Focus Area 4: Excelling in Win-Win Sports Relationships
Focus Area 5: Creativity, Innovation and Change in the World of Sports
Focus Area 6: Powerful and Practical Life Skills in Sports
Focus Area 7: World Class Sales and Service in Sports Organizations
All Pages

Championship Thinking Coach is the sports division of The Training and Consulting Connection (TCC). TCC was founded in 1991 to assist customers, including sports clients, with services in, leadership, coaching, team and individual development of mind, heart and spirit, organization consulting and customizing in-depth training. Our focus is assisting our sports customers to :

  1. Get the right people, doing the right thing, at the right time, in the right way and for the right reason;
  2. Effectively and efficiently set direction, organize work, develop coaches, players and support staff, meet or exceed goals and consistently maintain a competitive edge
Each topic which we address is designed to provide relevant content based upon studies, research, and on-the-firing-line work, sports and life experience. Additionally, each topic can be:
  • A stand alone session or combined with other topics;
  • Delivered to players and coaches one-on-one or in support group or team settings


(Progressive Methods, Tools and Techniques for Progressive Sports Psychology)

Success Or Less: It’s All Attitude, Dude!

What is attitude? Where do we get our attitude? Is attitude nature or nurture? How important is attitude? How much do we have control over our attitude? These and other related questions about attitude and its influence on change, habits and beliefs are covered in this lively presentation. Specific tools for managing attitude will be given.

Belief vs. Doubt: Battle of the Heavy Weights

Belief and doubt are part of the human psyche. They are givens. The job is not to deny doubt but to acknowledge, even welcome it, and then subordinate doubt to the back seat while belief controls the wheel of life. This presentation includes a robust examination of the power of belief in self and others.

The Lock-On/Lock-Out Principle

  • Tendency 1: A person or organization Locks-On too long to a way of behaving and doesn’t make needed adjustments based on a status quo mind set
  • Tendency 2: A person or organization Locks-On too quickly to a way of behaving and makes an unwise decision based on a snap judgment mind set
  • Tendency 3: A person or organization Locks-On to a way of behaving at just the right time seizing a competitive edge based on a first rate, championship thinking mind set
This presentation, by examining the lock-on and lock-out principle, focuses on how to make Tendency 3 one’s prevailing habit.

The Self-Talk, Self-Image, Self-Worth Cycle

Only people with a healthy sense of self have what it takes to take on tasks and finish them. These are also the people who then take on larger challenges and tasks and lead others to do the same. The power-filled presentation teaches how to make the self-talk, self-image, self-worth cycle work in positive, practical and powerful ways.

Onward, Upward, Outward: Stretching Your Comfort Zone

This session is only for people who want to improve skills, or develop new skills. When improvement is desired, comfort zone must stretched; doing the same habitual actions won’t cut it. However, stepping outside comfort zone can create, fear, anxiety, and certainly discomfort. This session provides ways for becoming comfortable with that discomfort and therefore holding onto the end result-improvement.

Pest Control: Dealing with the Locusts

For all people life is not a smooth, easy ride every day. At times, we are hit with something negative-big and little-loss of a job, loss of someone close, an illness, goals not met, unfulfilled expectations of others-work and personal, etc. These realities often set in motion a downward spiral which, if not effectively dealt with can be very debilitating. This session, provides a solid overview of what the downward spiral is, how it comes on and MOST IMPORTANTLY, how to minimize the depth, duration and impact of the spiral and return even stronger.

The Resilient Seed: Sturdy, Stems, Stalks and Spirit

When confronted with failure a setback or some form of obstacle or adversity some people breakdown while others break through. Have you ever thought about why that is? Are those who succeed born with “hormonal tenacity”, did they learn to be that way or are they taking some sort of new anti-adversity pill? In this session you’ll receive no hormone injection or pills. However, you’ll be given proven and practical mental tools and techniques to strengthen your resilient core and fortify a stick-to-it-tive-ness attitude and essentially hang tough.

Harvesting Your Vision

Creating a picture, a vision, of something you want to see as an improvement in your work or personal life is a critical early step in getting there. Yet that alone is not enough. To make that new vision a future reality it must become a dominant picture and stronger than the current reality. This session teaches the process for highly increasing your odds for going from the undesired state to the desired state. A variety of successful examples will be shared.

Want-To vs. Have-To Motivation

Before coming to this session, make a list of those things in life you have to do, write down why that is and record your level of motivation for each item-very high, high, so-so, low, very low. Then repeat these steps for those things you want to do; include things already done as well as future hopes/wishes. Come ready to 1) Explore how want-to vs. have-to thinking influences your degree of happiness, accomplishment, quality output and even desire to start and sustain actions and 2) leave with powerful, ready to use tips that will increase your energy and unleash your free will.



Sports Leaders We Need for Today’s Reality

The athlete, coaches and staff of today’s world are significantly different that of four, three, two, even one decade ago. This is due to a number of factors, especially the culture of their times, changing dynamics of parental, sibling and friendship role models and the explosion of easily accessible information. In short, the reasons they follow and what motivates them is different. Athletic organization leaders including the coach as leader will be much more successful by understanding and adapting to these “follower” (players and staff).

Let Great Voices Speak!

This inspiring talk makes The Leadership Diamond™’ model-Reality, Vision, Ethics and Courage come alive. Characteristics of leadership greatness are heard from in these three categories of Great Voices:

  1. Those in world history from various cultures, generations and professions including sports
  2. Those that are All-Stars in your personal history book
  3. Your own great voice

In all, over 25 voices from ancient and more recent history as well as contemporary leaders are quoted.

Ethical Decision Making Styles in Sports

In essences, ethics in sports is the rules of conduct followed by an individual player, team, coach and athletic organization. It is the guiding body of moral principles and values which are expressed in action or lack of action based on a decision making process. The four ethical decision making styles, Individualism, Idealism, Pragmatism and Altruism are taught including the thinking process underlying these styles and the tugs and pulls they naturally create in the context of recruiting, balancing student/athlete issues, practices, conditioning, performance enhancement products and the rules and guidelines of the sport.

Sources and Use of Power in Sports

Power in sports comes in various packages: Core among these are positional, personal, knowledge, task and relationship power. How to develop and effectively use these sources of power is the difference between an ordinary and extraordinary outcomes as an athlete, coach and member of a sports organization. How to genuinely acquire and use vs. misuse, abuse and overuse of power is a corner stone of this theme.

The Situational Leadership Model in Sports

Effective leadership in sports requires knowing how to use the right approach for assisting players, coaches and support staff based upon their level of skills and motivation. This practical model teaches the four core styles of leadership and the criteria for knowing which to use based upon specific realities and those being lead.

The Five Components of Excellence in Sports

In order to perform at a level of excellence in sports, one must have five components working for them in tandem:

  1. Information
  2. Motivation
  3. Proper equipment
  4. Fitness
  5. Skills.
This easy to grasp model includes details underlying each component. Also, the model is an excellent assessment tool for self improvement and to help a leader determine why a follower(s) did not perform.

Guess What! You Can Change the Behavior or Performance of Others

Conventional wisdom tells us that short of outright threat, force and coercion you cannot motivate another person to act. Actually you can. Material covered in this topic provides the road map for how to do so. Put simply, people behave in ways that give them positive reinforcement. Behaviors that give positively reinforce will be repeated, those that don’t won’t. Once you learn, really learn, how positive reinforcement works, you’ll bring out the best in those within your world of sports.

Qualities of a Championship Coach

Understanding and using the “playbook” for successful coaching is extremely rewarding. The coached team and players win, the organization/institution wins, and so does the coach. Included in this road map for coaching like a champion are

  1. the seven primary responsibilities
  2. the ten building blocks for creating a healthy and positive relationship
  3. the ten guidelines of an effective coaching process.

The Leadership Diamond™

The Leadership Diamond™* represents four different ways of being intelligent as coach, player, manager or administrator. These are: Reality, Vision, Ethics and Courage. The diamond provides a clear way for understanding the full depth and breath of leadership. Greatness is the expression of breadth while depth is uncovered through four distinct layers: pragmatic, social, psychological and philosophical.

 



Overview-Seven Dimensions For Creating and Sustaining High Performance Teams

In order for sports teams; football, basketball, baseball, softball, soccer, volleyball, golf, tennis, swim, hockey, wrestling, track & field, etc. to be successful they must know how to balance the needs of the full team with those of individual players and coaches. This also is true for the leadership teams governing, administering to and serving the team. This requires each team member having

  1. team skills
  2. a common and comprehensive language that defines team
  3. a roadmap (framework/blueprint/model) to follow and solid implementation tools
This topic teaches the seven dimensions for high performance sports teams including the integration of sub-teams (defense, offense, special teams, etc.).

Team Dimension 1: Purpose & Identity

The key question for team dimension 1 is, “Why are we here?” When resolved a sports team achieves purpose, personal fit and proper membership. Unresolved, this question creates disorientation, fear and uncertainty. The topic provides actions a team can take to clearly specify why the team exists and for each team member to know why they are on the team.

Team Dimension 2: Respect & Trust

The key question for team dimension 2 is, “Who are you?” When resolved a sports team achieves mutual regard, forthrightness and spontaneous interaction. Unresolved, this question leads to mistrust, caution and façade. This topic provides actions a team can take to establish a high level of respect and trust amongst the full team and between individual members.

Team Dimension 3: Clear Roles & Responsibility

The key question for team dimension 3 is, “Who does, what, when, and where? When resolved a team operates with explicit assumptions, clear & integrated goals and identified roles. Unresolved, this question leads to misguided competition and apathy. This topic provides actions a team can take to ensure roles, responsibilities and division of tasks are understood and effectively executed.

Team Dimension 4: Commitment & Support

The key question for team dimension 4 is, “How are we helped?” When resolved a team has shared vision, properly allocated resources and a good decision making model. Unresolved, this question leads to dependency, fragmentation and counter-dependency. This topic provides actions a team can take for both assisting itself within the team and getting the commitment and support it needs from outside the team: the fans and broader organization.

Team Dimension 5: Directed Action

The key question for team dimension 5 is, “How do we implement.” When resolved a team has clear processes, solid alignment and disciplined execution. Unresolved, this question reveals conflict, confusion, misalignment and missed deadlines. This topic provides actions a team can take to ensure its chosen actions-practices, off season planning, game plans, games/matches and review/debriefings are effectively and efficiently carried out.

Team Dimension 6: Continued Excellence

The key question for team dimension 6 is, “How do we continually improve?” When resolved a team demonstrates flexibility, intuitive communication and synergy. Unresolved, a team atrophies, become stagnant and is stymied which leads to a sense of overload, disharmony and negative stress. And of course loss of games/matches and confidence. This topic provides practical actions a team can take to grow and sustain its creative and innovative spirit and energy.

Team Dimension 7: Vitality and Resiliency

The key question for team dimension 7 is, “How do we stay energized?” When resolved a team has staying power, change mastery and motivation. Unresolved, a team becomes bored, burns out and unravels. This topic provides actions a team can take to revitalize itself for added enjoyment and performance among individuals and the team as a whole.



Better Listening Applied to Sports

The ability to be an effective listener-with both the head and the heart, along with questioning skills, establishes the foundation of interpersonal excellence. This practical how-to training provides information about why most people do not get an “A” or “B” in listening, the four stages of listening, and the six logical steps for improved listening-The Listening Ladder including listening tips for each rung on the ladder.

The Eight Powers of Questions Applied to Sports

Have you ever:

  1. Stepped back and made note about why some people are more interpersonally effective than other?
  2. Considered how and why questions carry power?
  3. Learned how to master the art of asking the right questions in the right way?

This topic identifies the eight powers of questions with examples of each in sports. Also included is a list lists the 14 common situations that can waste time, lead to confusion, conflict or frustration and provide sample questions to pose for each situation.

NOTE: This can be exclusively focuses on additional critical questions to ask in the recruiting process; questions that provide a better sense of a recruits background, character, motivation and resiliency to succeed.

The Art of Giving Positive Reinforcement In Sports Settings

Following a quick overview of the primary purpose of feedback and the three other types of feedback-silence, personal attack and constructive advice; this topic will focus on the skills for giving positive reinforcement. Although most often positive by intent, giving positive reinforcement can have the opposite effect if the right set of words, at the right time for the right reason are not used. Specific do’s and don’t are given along with a useful checklist and list of credit giving possibilities. The intent here is not to develop “charm school” coaches and organization leaders but rather to strengthen the harder skills of being specific and authentic in order to increase the odds of repeat solid performance.

The Art of Giving Constructive Advice in Sport Settings

Following a quick overview of the primary purpose of feedback and the three other types of feedback-silence, personal attack and positive reinforcement; this topic will focus on the skills for giving constructive advice. To improve and grow we all need to understand what we need to do more of, less of, stop doing and start doing. This feedback can come from formal authority figures (coaches) or others (teammates). The key is to communicate the feedback in ways that highly increase the odds the recipient will listen and make adjustments.

How to Receive and Evaluate Feedback in Sport Settings

How well do you handle constructive advice or criticism? Do you know and use the three assertive techniques for handling criticism? How about accepting positive feedback? Do you know how to assess for the validity of feedback? Who you get the “truth about your performance” from and do they know what they are talking about? How effective are you at using skills that encourage others to give you valuable, timely feedback? This topic gives answers to these questions about receiving feedback in ways that balance openness while managing the process.

Strategies and Steps for Managing Conflict in Sports Settings

Conflict is fundamental to human nature in nearly every sports in which we are involved This reality makes the ability to manage conflict effectively, individually and at the team level, worth its weight in gold. This topic provides applicable information about the:

  1. Sources of conflict
  2. Five conflict strategies and pluses and minuses of each
  3. Negative and positive conflict cycle
  4. Eight steps for dealing with conflict

The Win-Win Model of Negotiating in Sports Settings

A win-win negotiation philosophy in sports settings creates relationships that last, are trustworthy and produce a greater good for the greater whole. This topic presents the win-win negotiations model and how to integrate the following skills in its use: listening, questioning, data gathering, problem solving, innovative thinking, managing conflict, a give & take approach, planning and taking action.

Completion and Applications of the Myers-Briggs Type Indicator (MBTI) in Sports

Many coaches, athletes and leaders in sports organizations have completed the Myers-Briggs Type Indicator (MBTI) with its 16 personality types and description of each type. Also, given that the MBTI is the most widely used and researched personality inventory world-wide, after learning about their MBTI scores and type description a high percentage say, Yep! That’s me.” Yet too often it stops there when the true value is learning how to use this self-discovery to be more effective with teammates, coaches, and administrators. Common MBTI are:

  1. Conflict Management
  2. Time Management
  3. Negotiations
  4. Managing Change
  5. Managing Stress
  6. Working in Team
  7. Athletic Performance Improvement


Innovate or Evaporate in Sports

This topic covers what innovation is, the logical reasons why innovation is so important for sports organizations and teams competitive edge and growth. Also, the primary blocks to innovation, the 18 characteristics for guided innovation, organized into six categories are given with the key sources of innovation with specific examples from each.

Creative Category 1: Acquisition and Creative Storage of Knowledge Applied to Sports

The three characteristics of this category are: curiosity, creative memory and expanded background of fundamental knowledge.
Combined, these three characteristics increase the likelihood for creative thought and action. By using these characteristics, a wellspring of information is sought and obtained then enters the brain and becomes stored and retrievable from many more cross-reference memory files. In addition to teaching what this category means exercises are given to bolster curiosity and expand knowledge.

Creativity Category 2: Problem/Opportunity Focus, Analysis and Resiliency Applied to Sports

The three characteristics of this category are: Analysis and synthesis, discernment and selectivity and persistency and concentration. Combined, these three characteristics develop the tenacious investigator in you; the Quincy’s, Sherlock Holmes’ of the world that doggedly dig for facts and truth. Category 2 is more a left brain vs. a right brain set of functions. In addition to teaching what this category means one or two challenging exercises will be given to sharpen your investigative tool kit and will to use it.

Creativity Category 3: Motivation and Self-Confidence Applied to Sports

The three characteristics of this category are: sensitivity to problems/issues, tolerance of isolation and self-confidence and tolerance to risk. When developed, these three characteristics form the foundation of courage needed to move beyond psychological and emotional comfort zones. By developing strength in Category 3 you learn how to free yourself up from fear of failure which in sports, is often the biggest barrier to creative thinking and acting. Category 3 is more mind set than pure skill set. In addition to teaching what this category means, tools and techniques for raising the self-confidence bar in order to attack barriers for improvement will be given.

Creativity Category 4: Trust of the Unconscious, of Feelings and Uncertainty Applied to Sports

The three characteristics of this category are: Openness to feelings and the unconscious, incubation and tolerance of ambiguity. Combined these three characteristics unleashes your intuitive power which leads to feeling more comfortable at not needing to know the answer at every step in the creative, change, improvement process…a critical aspect for leaders, coaches and players alike. Category 4 has much to do with sharpening instinct, trusting your hunches and gut feel when clear evidence to do so remains illusive and hidden. In addition to teaching what this category means, tools, techniques and a practical exercise for tapping your unconscious will be given.

Creativity Category 5: Idea Generation Applied to Sports

The three characteristics of this category are: idea flexibility, fluency of ideas and anticipation of productive periods. These three characteristics comprise the ability to both churn out many ideas including the use of current strategies, technologies, teaching tools and personality dynamics in new ways. Category 5 is where brainstorming and like methods live and flourish. It also includes learning to know your own rhythms when idea generation is greatest. In addition to teaching what this category means, two or three idea generating exercises will be used.

Creativity Category 6: Imagination, Playfulness and Originality Applied to Sports

The three characteristics of this category are: imagination, toying with ideas and original thinking. These three characteristics bring forth the energy producing child in you which is the core of creativity and innovation. Essentially, creativity is play at the higher level. Category 6 is all about developing and giving free reign to the right brain activities of imagination, reconfiguration of raw “materials”, word-play and the like. In addition to teaching what this category means teaching what this category means, time will allow for toying with ideas through original thinking.

The Three Domains of Creativity: Haha! Aha! Ah!

An engaging, lighthearted sports applicable talk about the three domains that spark creativity: Comedy-haha! Discovery-aha! and Originality-Ah! Each domain is unique in its own way and each attacks the funny bone of our mind forcing giggles, chuckles, grins, belly laughs, uncontrollable clapping of the hands, the Oh My looks immediately followed by hands covering the face and so on. Included will be why the domains are so important to the creative process and how to nurture rather than extinguish them in the workplace. Also learn how laughter and humor are seeds that produce creative fruit in your psyche that lead to added marketing punch and top and bottom line results. Examples will be given along with the opportunity to toy a bit with humor and apply some to a work setting item.

Common Sense Is Rarely the Source of Great Ideas

Thomas Edison said, “Regarding the Creative process, it requires faith. The kind you have when you are very young and don’t know any better.” This session is for those wanting to sharpen their uncommon sixth sense. We’ll discuss the importance of 1) drawing a circle and then stepping out of it, 2) yes, think out side the box but think inside it too 3) bringing to your creativity party not only your right brain and left brain but also your front, back, lower, upper and “know” brain too and 4 befriending the Peter Pan and Curious George in you.

Why Didn’t I Think of That?

We’ve all heard it and perhaps said it to ourselves, “Why didn’t I think of that.” Or a variation, “I wish I would have thought of that.” Good questions for the person seeking to improve athletically as a player, coach or sports organization leader. The answer is not LUCK but rather under use of one or more of the following life enhancing components; information, motivation, belief, observation, knowledge, creative foresight. This topic provides ways to enhance these components in yourself.

Getting From Here to There: Solid Steps in Progressive Change

Progressive change means going forward, upward, onward and outward, with clear purpose, meaning and resiliency. It means not settling for where you are and having the skills to aim higher in ways that are laser-focused, straight and true. Applications are at the individual, team and sports organization level. The presentation includes a discussion of aligning mission, values and goals. The only thing certain about the future is that it uncertain; and the only thing certain about that uncertainty is that it will become more turbulent, chaotic, rapid and challenging year by year. Welcome to the white waters of sports

Overcoming Resistance to Change in the World of Sports

Resistance is a natural, predictable and often necessary part of the change process. This topic covers the core reasons a person resists change. The 13 different “faces”* of resistance will be “unmasked”. Tips will be given for how to best identify and deal with the 13 types of resistance. Two examples are; CONFUSION which is adept at putting up smokescreens in order to avoid facing reality and IMPRACTICALITY which says, “Are you kidding, that won’t work. We’re talking about the real world here.” Resistance can pop up in players, coaches, Ads, executive staff and support staff.



Preserving the Precious Commodity of Time in Your Sports Role

We all have 1,440 minutes each day. Soon after your 55th birthday you will have logged 20,000 days. These minutes and days cannot be saved. They are spent sunset by sunset. In sports this translates into meeting, practices, games/matches, phone and PC time and travel. So the question is how effective are you at using the limited, precious commodity of time? There is nothing flashy about this presentation. It simply gives non-gimmicky ways to better control your time based upon taking the most important and biggest step of all…clarity of life purpose and priorities.

Be Grateful For Stress in Sports: Absence of It Equals Performance “Death”

  • Truth 1: Absence of stress is death.
  • Truth 2: Too much stress also is death.
  • Truth 3: Effectively managing, not eliminating, stress is a very good thing.

This session covers these stress in sports points:

  1. how stress affects us
  2. the nine indicators of stress
  3. the three primary sources of stress and eight coping styles.
Managing stress in sports is not a one-way-fits-all deal. But, the more we understand stress, its causes, indicators and proven coping principles the more likely we can personally manage it taking into account our uniqueness make-up, team dynamics and personality.

No Frills Problem Solving Skills in the World of Sports

Really good problem solvers in sports do these things well: They...

  1. follow a logical process ( a six step process will be shared)
  2. sublimate bias and unsupported opinion and let the collection and analysis of data guide them
  3. tap their creative energy to seek alternative solutions
  4. learn to use proven problem solving tools
  5. strike a healthy balance between planning, thinking and acting
  6. are honest about evaluating results
  7. have the gumption to tweak or fully overhaul the implemented “solution” if results are not satisfactory.
A sports example using the problem solving process, including some of the more common problem solving tools, will be given. Also, depending on length problems specific to the team or sports organization can be worked through.

A Meeting of the Minds-Planning, Organization and Structure

Meetings expend valuable and limited resources-mainly time, money, energy. And way too often meetings are poorly run and fall short of expectations. In order to highly increase the odds for meeting success there is a planning, organizing and structure checklist to follow. This topic provides that checklist and how to skillfully act on it. Included are the eleven keys to effective meetings and the nine points for effective meeting planning.

A Meeting of the Minds-Understanding and Controlling Group Behavior

Planning, organizing and structuring for an effective meeting is critical to success. But it is not enough. Ultimately the make/break issues revolve around the people dynamics in the meeting. And it is not accomplished by random acts of kindness or wishful thinking. Group dynamics skills are required. This topic provides ways to successfully manage the three laws of a meeting:

  1. unite the group
  2. focus the group
  3. mobilize the group
Four techniques for each group behavior law will be given.

A Meeting of the Minds III-Working with Challenging Personalities

When you boil it down behavior in meetings fall into three broad categories: Task, Social and Blocking. Task and social are needed, blocking is not. This topic provides ways to reduce and even eliminate the eight types of blocking behavior; Overly Talkative Tom, Side Conversation Sarah, Inarticulate Imogene, Definitely Wrong Denny, Rambler Rose, Clasher Clyde, Obstinate Opal and Won’t Talk Wesley and why people behave this way.

Assessing Your Assets

When is the last time, if ever, that you have:

  1. Assessed your assets? And were not talking about money here; rather the life/career planning assets: talent and skills, intelligence, motivation, friends, family, education, experience, health and appearance
  2. Inventoried your accomplishments and the knowledge, skills and abilities it took to make that accomplishment a reality?
  3. Seriously thought about inventing your own future by looking ahead at possible pathways to travel?
  4. Did some critical thinking about matching your values, interests and talents with life and especially work choices?

Attending this session affords you the opportunity to learn how to effectively do the above which leads to a increased success, happiness, accomplishment and control of your life.

P.S. “Choose your ruts carefully; you may be in them for the rest of your life.”

A Broadening Approach to Learning and Skill Development in Sports

Often education and sports organizations do not expand methods for learning and skill development. As well, too often individuals are not aware of alternate ways to acquire knowledge, skills and abilities. This session is designed to open up more learning windows beyond the very valuable yet limiting classroom and practice field approach. Reading, observing, listening, inquiry, diagnosis, consulting, experimentation, new worlds, organizing and performing are key alternations that will be defined and elaborated upon.

Is Your Network Working? Does it Create Net Worth For You and Others?

Nearly everywhere we go we hear one of the best things to do is network. Yet, in spite of that, many people have developed a less than adequate network. Why? Either lack of skills, professional style and genuine intent. This session clearly defines why networks are needed, the most common qualities you need from people in your network and how to add to and effectively prune your network using the right skills and motivations.



(Professional teams, Athletic Departments, Club organizations)

The Sales Skills in Sports Check-Up: How Healthy am I?

Having and using an effective sales process is critical to a sports organization’s success. Measures of success sin this case meaning, fund raising, ticket sales and creating and growing a satisfied, loyal fan base. Yet, a good process absent of skills to use it is like having a detailed roadmap from A to B but not knowing how to drive the vehicle. This topic walks you through the Championship Thinking Coach 40 item Sales Skills Self-Assessment questionnaire. The purpose is to raise awareness to determine where sales strengths, potential weakness and blind spots exist. This is the first important step in your sales health check-up. A list of successful sports related salesperson characteristics will be provided.

Do you Understand Your Fan’s and Donor’s “Logic”?

In reality, many fans and donors do not fully evaluate your “product” (team(s) and related services in making an informed logical decision. So, what do you do about that? How can you turn this into a competitive advantage? This presentation explores ways to work within the prospect’s comfort zone and speak to their heart and intuition as well as their head. Since some fans and donors are risk adverse, how to minimizing customer fears will be covered.

The ABCs for Building Positive Sports Sales Relationships

I bet you can go into a place of business; restaurant, car dealership, grocery store, bank, general store, etc. and sense whether the environment is more positive or negative. That is because of the invisible but existing energy present there. This is also true for athletic department and executive staff offices and building. Fans, the general public, donors, the media are more likely to lean toward the positive about your program if the reception and energy is positive. This topic provides practical and proven skills for building positive relationships based on principles of authenticity and integrity. Understanding these skills is not the biggest challenge, doing them well, really well, IS!

Questions that Work in the World of Sports Sales Process

Throughout the sales process in sports, you want to establish and maintain a dialogue. With dialogue you create the foundation for a genuine partnership, better understanding needs and are more able to be of appropriate service. Since salespeople often talk too much. The ability to ask easy to answer, timely and useful questions, not only curtails this flaw but leads to gaining critical information. This topic gives specific questions to ask in the sales process-from the introductory meeting/conversation to obtaining agreement.

Avoid Personality “Ships” Crossing in the Night: Applying the Myers-Briggs Type Indicator in Sports Sales

Gathering data and decision making are the core functions identified by the Myers-Briggs Type Indicator (MBTI)*. The natural tendencies for how a person gathers data and makes decisions each varies by person which can have a significant effect on how smooth or bumpy the sports sales process goes. This topic provides steps for improving communications on these core MBTI functions. Four specific examples of the salesperson-customer interaction based on the core functions will be given which demonstrate how personalities, although well intended, often do not connect.

Note:

  1. a basic working knowledge of the MBTI is helpful
  2. Session delivered by a certified and qualified MBTI practitioner

Service Skills that WOW! Customers

If you are in the sports business it is wise to remember:

  1. You get paid with customers money
  2. You have customers because they have a need to address or a want to satisfy
  3. They ha e options; chances are you are not the only resource in town

Attracting and keeping customers has a great deal to do with simply providing very good customer service. This presentation boils down customer service into six core skills that when well executed, lead s to WOWING! customers. Specifics for each of the six skills will be given.