Suggested Learning Projects:
→ Observational Coaching: Have your coaching target sit down with the
employee introduced in your coaching session and observe 3-4 of their
dealer interactions. Your coaching target will take notes of three
phrases that the employee they are observing used in their conversation
that would be valuable to the dealer that they were speaking to and
make note of why they might be important phrases. Ask your coaching
target to bring their notes to your next coaching session for discussion.
→ Journal-Based Coaching: Ask the employee you are coaching to write
down one interaction each day where they felt they made a positive
connection with a dealer, and one interaction where they could feel
some tension or negativity in the conversation. How can they make the
adjustment when they have the next conversation with that dealer?
Supplemental Coaching Strategies:
→ Non-Verbal Coaching: Leave your coaching target a handwritten note
on their desk when they make a positive connection with a dealer. Be
specific in their actions that you are referring to in your note!
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