Suggested Learning Projects:
→ Tangible Successes: Ask the individual to come back to your next
coaching session with three specific examples of situations where they
felt they successfully acted assertively without becoming aggressive.
What actions did they specifically take in each of those situations to
successfully find that balance? What was the outcome of the
conversation as a result of their assertiveness?
→ Self-Directed Learning: Assign your coaching target to read one
article per week on being assertive in sales. At your next coaching
session, discuss the article that they read and four to five takeaways that
they can implement or keep in mind when they practice being assertive.
Supplemental Coaching Strategies:
→ Observational Coaching: Have the individual
observe their peers in the coming weeks while
they have sales conversations with customers.
What indicators does the individual you are
coaching pick up on that signify assertiveness?
Are there any instances where the assertiveness
becomes aggressive? What strategies do their
peers have in place that help them find success
in balancing assertiveness in their sales
conversations?
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