Consistency in Follow Through with Prospects
Suggested Strategy: Utilizing a Define & Coach Strategy, ensure that the individual you are coaching is operating under the same expectations that are set for them by the company. Use Whiteboard Coaching to help them build a strategy for implementing the pieces that they may currently be missing.
Suggested Questions:
Î Define & Coach: When thinking about consistency in following up with prospects, what do you think the description of the expectations set by the company related to that would be? Î Risk Question: What risks do you think you might mitigate by remaining consistent in your efforts to follow up with prospects and putting the defined expectations set by the company into practice?
Suggested Activities:
Î Whiteboard Coaching: Ask the individual to honestly describe their current approach to following up with prospects. Write this description o n the left side of a whiteboard. On the right side of the board, revisit the ideal expectations set by the company related to consistency in following up with prospects and write down that description. Then, erase the left side of the board and write down a strategy that you create together for the individual to take to reach the description on the right side of the board from where they are now.
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