→ Role Play: Using the strategies on the whiteboard, have the person you
are coaching practice a conversation with a customer in which they
would have to handle a price objection. You as the coach should
practice as the customer. After the practice conversation, ask the
individual to give themselves feedback on what they feel they did really
well in the practice conversation. By acknowledging the positives, you
are more likely to instill confidence after they leave the meeting and
practice these strategies in real conversations with customers.
Suggested Learning Projects:
→ Peer-to-Peer Coaching: Have the employee meet with a peer in the
coming week to practice handling price objections, as well as discussing
with them successful strategies that their teammate has implemented in
handling price objections from customers.
→ Tangible Successes: Ask the person you are coaching to come back
to your next session with three examples of where they felt the most
confident in handling a price objection from a customer. What strategies
did they implement in those conversations? What do they think
contributed to their confidence in those situations?
Supplemental Coaching Strategies:
→ 30-Second Coaching: Reinforce confidence by sharing positive
improvement made by the person you are coaching. Take 30 seconds
to let them know a specific action they took to become confident in
handling price objections.
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