Suggested Learning Projects:
→ Self-Directed Learning: Ask the individual to come back to your next
coaching session with three examples of situations where they were
able to turn a “no” into a platform for discussion about the prospect’s
needs.
Supplemental Coaching Strategies:
→ Observational Coaching: Have the person you are coaching observe
their teammates as they encounter the word “no” from prospects and
customers. How do they overcome
it to continue the conversation?
What challenges do their peers
encounter that they have to work
through, and how do they
specifically do that?
→ Non-Verbal Coaching: Guide the
person to success by sharing their
progress and letting them know
when they have progressed. Leave
them a handwritten card sharing
your observations with them for
encouragement to continue the
behavior.
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