Suggested Learning Projects:
→ Peer-to-Peer Coaching: Assign your coaching target to meet with a
new peer each week to discuss their strategies for utilizing suggestive
selling. What has their peer found to be successful? What challenges
have their peers faced when using suggestive selling, and how do they
address those challenges? At your next coaching session, discuss with
the individual the answers to these questions and any takeaways from
their discussions that they will put into practice on their own as they
have suggestive selling conversations.
→ Tangible Successes: Have the individual come back to your next
coaching session with three examples of what they believe to be
successful suggestive selling conversations with customers. How did
the conversation flow for them? What specific steps did they take to
make the conversation successful?
Supplemental Coaching Strategies:
→ Observational Coaching: Ask the individual to observe their peers in
their sales conversations as they utilize suggestive selling. This is a
great way for them to gain ideas for their own strategy, learn what
seems to work best for their peers, and hear the skill in real
conversations.
→ 30-Second Coaching: Take 30 seconds to acknowledge the
individual’s progress in their suggestive selling technique. Let them
know the specific actions they have taken that have led to their
improved technique and how those efforts are appreciated.
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