Suggested Learning Projects:
→ Peer-to-Peer Coaching: Ask the person you are coaching to meet with
a peer in the coming week that is confident in their prospecting abilities
as an opportunity to learn from them. Have them discuss strategies that
work best for their peer, how they combat challenges, and how
confidently prospecting has had an impact on their sales strategy.
→ Self-Directed Learning: Have the salesperson come back to your next
coaching session with three specific examples of confident prospecting
that they were able to practice during the week. Discuss the actions
they took in each of those situations to exhibit confidence and what the
impact of their actions resulted in.
Supplemental Coaching Strategies:
→ 30-Second Coaching: Boost confidence with positive
acknowledgement. Take 30 seconds to share with the individual specific
actions that they have taken to give the impression of
confidence in their prospecting.
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