Î Role Play: Using the strategies on the whiteboard, have the person you are coaching practice a conversation with a customer in which they would have to handle a price objection. You as the coach should practice as the customer. After the practice conversation, ask the individual to give themselves feedback on what they feel they did really well in the practice conversation. By acknowledging the positives, you are more likely to instill confidence after they leave the meeting and practice these strategies in real conversations with customers.
Suggested Learning Projects:
Î Peer-to-Peer Coaching: Have the employee meet with a peer in the coming week to practice handling price objections, as well as discussing with them successful strategies that their teammate has implemented in handling price objections from customers. Î Tangible Successes: Ask the person you are coaching to come back to your next session with three examples of where they felt the most confident in handling a price objection from a customer. What strategies did they implement in those conversations? What do they think contributed to their confidence in those situations?
Supplemental Coaching Strategies:
Î 30-Second Coaching: Reinforce confidence by sharing positive improvement made by the person you are coaching. Take 30 seconds to let them know a specific action they took to become confident in handling price objections.
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