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Principle-Centered Coaching™ Part One
DEFINITION
Principle-Centered Coaching™ (PC Coaching) is a heart-centered approach that supports your
team members to access their fullest potential so you all may collectively move more rapidly
toward your goals.
Part of your responsibility as a direct selling leader is to train your team members on the specifics
of building their direct selling business. Whether working one-on-one or with a team, training is a
necessary part of your role as a leader.
Coaching is also an important skill for leaders to master. When you understand and apply
coaching skills, you will become more efficient, your team members feel empowered, and your
overall retention will increase significantly.
For years our profession has “trained” and called it “coaching.” It is important to understand the
unique differences between Training and Coaching.
As a Trainer, we... As a Coach, we...Are teaching Support others to learn
Provide the answers Help others to find their own answers
Have a teacher/student interaction Have a “partnership” interaction
Focus on the Trainer’s agenda Focus on the Team Member’s agenda
Know the expertise is with the Trainer Know the expertise is with the Team Member
THE FIVE PRINCIPLES
These principles are the foundation for Coaching and represent the STAIR steps to Success.
SERVICE:
Service is the driving force behind all your business efforts, particularly when you coach. Your
team can sense when you come from a place of service and are putting their best interests first.
When you consistently choose to do what is best for them, your team will feel your commitment to
serve and will likely go the extra mile with their customers and team.
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“Only a life lived in the service to others is worth living.” – Albert Einstein
TRUST:
Trust is to have faith, confidence and belief in another. To effectively coach your team, trust must
be present. It opens the lines of communication and creates a “safe” feeling to share and express
their heart’s desires. It leads to a culture of self-sufficiency, self-confidence, and the freedom for
your team members to enlarge their comfort zone and fully realize their vision.
“Trust men and they will be true to you; treat them greatly and they will show themselves
great.” – Ralph Waldo Emerson
AUTHENTICITY:
Authenticity occurs when you are who you are. As you communicate and express yourself
authentically, you free your team members to do the same. This gives them a sense of confidence
that they too can be themselves and rise as leaders.
“Authenticity is the alignment of head, mouth, heart, and feet – thinking, saying, feeling, and
doing the same thing consistently. This builds trust, and followers love leaders they can trust.”
– Lance Secretan
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INTEGRITY:
Integrity is when your thoughts, words, and actions are in alignment. When you demonstrate that
you are honest, do what you say you will do, and keep your commitments your team members are
more likely to produce at their full potential. Remember, they are learning from you and are more
likely to do as you do rather than do what you say.
“The reputation of a thousand years may be determined by the conduct of one hour.”
– Japanese Proverb
RESPECT:
Respect is treating another human being with dignity
and kindness. This principle emerges throughout
coaching as you honor your team members for who they
are, what they have accomplished, their goals for the
future, and who they will become. When you value the
ideas, skills, and unique qualities each team member
offers, you help them to see themselves as valuable. This
builds their self-confidence and encourages them to
become the inspired leader they were meant to be.
“When you are content to be simply yourself and don’t compare or compete, everybody will
respect you.” – Lao Tzu
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THE PRINCIPLE-CENTERED COACHING™ SKILL ONE -
“YOU’RE THE EXPERT” QUESTIONS
You’re the Expert Questions are open-ended questions (that cannot be answered by yes or no)
that create more clarity, insight, possibilities, and commitment. The questions generally begin
with who, what, when where, or how. The questions come from curiosity and not judgment.
Examples of You’re The Expert Questions
Planning and Goal Setting
• What do you really want?
• How important is achieving that goal to you?
• What is your vision for your business?
• How do you see yourself celebrating the achievement of this goal?
Questions that can Support Your Team Member to Advance
• When you think about advancing to the next level, what comes to mind?
• How will you feel once you have achieved your goal?
• What do you believe is essential to advance?
• What initial steps are you willing to focus on and act upon?
• When will you take those steps?
?
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• How can I support you along the way?
• How will we celebrate your progress towards this goal?
Additional You’re The Expert Questions
Wrap Up
My biggest AHA’s for the training:
My WOW (Within One Week):
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Continue Your Learning
DSWA’s Foundational Leadership Training
™
DSWA’s Foundational Leadership Trainings™ are innovative, motivating classes held around the
country. Rising Star events teach you and your team the skills and qualities that successful direct
selling leaders apply to create lasting and profitable results.
The Rising Star events use interactive exercises designed to increase your learning retention,
allowing you to walk away with concrete action steps to implement to your business. These events
are perfect for the beginning team member wanting to create a solid foundation of high-quality
leadership skills, but they also will rejuvenate the veteran seller and give their business the spark
it needs to achieve the next step in their journey of success.
To find a Rising Star event in your area or to host a Rising Star event go to the following link:
http://www.cms.dswa.org/node/248
DSWA Supporting Resources
Principle-Centered Coaching (CD)
Coach Now (CD)
Build it Big (Book)
More Build it Big (Book)
Build It Big (Workbook)