Asking for the Sale
Suggested Strategy: Likely, this person’s struggles come from either a lack of knowledge on how to ask for the sale or a lack of confidence in their ability to do so. Use a Teach Me strategy to gauge their knowledge and then use a Rating Question to gauge their confidence in their ability.
Suggested Questions:
Î Teach Me + The Sword: So that I don’t make any assumptions of your knowledge because that would be unfair to you, could you please walk me through how you would typically ask for the sale? Î Rating Question: On a scale of one to six, with six representing that you are completely confident with no hesitation in your ability to ask for the sale and one representing that you have no confidence at all in doing so, where would you rate yourself and why? Î Dig Deeper: If the response is linked to a lack of confidence, ask your coaching target what you can do together to help them reach a six.
Suggested Activities:
Î Practice: Work with the individual to create conversation pieces that they can utilize when asking for the sale. Then, practice the conversation pieces with the individual in Role Play to help them become comfortable in asking for the sale. Î Teach Me: Ask the individual to walk you through three specific scenarios in the coming week where they will implement the conversation pieces to ask for the sale.
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