Suggested Learning Projects:
→ Peer-to-Peer Coaching: Assign your coaching target to meet with a
new peer each week to learn of their strategies for being persistent
when selling. They should discuss what strategies their peers have in
place where they have found the most success, as well as where they
have encountered challenges. They should practice their newly-
developed scripts and strategies with their peers to further strengthen
their confidence. At your next coaching session, discuss what they
learned from their peer and what takeaways they will put into practice on
their own.
→ Observational Coaching: Ask the person you are coaching to observe
their peers in sales conversations – what actions do their peers take to
implement persistence? What is the outcome of the conversation when
their peer is persistent? What indicators tell the individual you are
coaching that their peer is being persistent, not “pushy” or passive?
Supplemental Coaching Strategies:
→ 30-Second Coaching: Evidence of the individual’s confidence in being
persistent should come through in their conversations – when you have
the opportunity to observe the individual implementing persistence in
their sales tactics, take 30 seconds to share your observations with
them. Let them know specifically what actions they took to exude
confidence in being persistent and share with them how their efforts are
appreciated by you.
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