Consistency in Follow Up with Prospects
Suggested Strategy: Utilizing a Define & Coach Strategy, ensure that the
individual you are coaching is operating under the same expectations
that are set for them by the company. Use Whiteboard Coaching to help
them build a strategy for implementing the pieces that they may
currently be missing.
Suggested Questions:
→ Define & Coach: When thinking about consistency in following up with
prospects, what do you think the description of the expectations set by
the company related to that would be?
→ Risk Question: What risks do you think you might mitigate by
remaining consistent in your efforts to follow up with prospects and
putting the defined expectations set by the company into practice?
Suggested Activities:
→ Whiteboard Coaching: Ask the individual to honestly describe their
current approach to following up with prospects. Write this description
on the left side of a whiteboard. On the right side of the board, revisit
the ideal expectations set by the company related to consistency in
following up with prospects and write down that description. Then,
erase the left side of the board and write down a strategy that you create
together for the individual to take to reach the description on the right
side of the board from where they are now.
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