Asking for Referrals
Suggested Strategy: Start your coaching conversation with a Define & Coach discussion to ensure that the individual understands the expectations set for them in their position.
Suggested Questions:
Î Define & Coach: When you think about success in asking for referrals, how do you think you would define what that specifically looks like? Î Self-Actualized Question: What actions do you think you must specifically take to put that definition into practice in your own sales conversations?
Suggested Activities:
Î Discussion: Work with the individual to create scripts that they can utilize in their sales conversations when asking for referrals. Î Role Play: Have the individual practice these scripts with you in a role play scenario so that they can become more confident in implementing them in their real conversations with customers to ask for referrals.
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