Consistent Prospecting
Suggested Strategy: Use a Present & Respond technique to help the
individual think positively about their response to their improvement area
and the actions they will take.
Suggested Questions:
→ Present & Respond: Hypothetically, if I were to present to you that you
need to improve your consistency in prospecting, how do you think you
would positively respond to that? What actions do you think you would
commit to taking in response?
→ Success Imperative: In what ways will you take action to successfully
reaching your goals by improving your consistency in prospecting?
Suggested Activities:
→ Teach Me: Ask the individual to walk you through their current strategy
for prospecting and how they feel they currently implement consistency
in their strategy.
→ Whiteboard Coaching: On the left side of a whiteboard, ask the
individual to describe how they would describe their current consistency
in prospecting. On the right side of the board, ask them to describe
what it would ideally look like to be consistent in prospecting. Then,
erase the left side of the board and work with the individual to create a
strategy for reaching the description on the right side of the board.
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