Consistent Prospecting
Suggested Strategy: Use a Present & Respond technique to help the individual think positively about their response to their improvement area and the actions they will take.
Suggested Questions:
Î Present & Respond: Hypothetically, if I were to present to you that you need to improve your consistency in prospecting, how do you think you would positively respond to that? What actions do you think you would commit to taking in response? Î Success Imperative: In what ways will you take action to successfully reaching your goals by improving your consistency in prospecting?
Suggested Activities:
Î Teach Me: Ask the individual to walk you through their current strategy for prospecting and how they feel they currently implement consistency in their strategy. Î Whiteboard Coaching: On the left side of a whiteboard, ask the individual to describe how they would describe their current consistency in prospecting. On the right side of the board, ask them to describe what it would ideally look like to be consistent in prospecting. Then, erase the left side of the board and work with the individual to create a strategy for reaching the description on the right side of the board.
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