Suggested Learning Projects:
Î Peer-to-Peer Coaching: Assign your coaching target to meet with a new peer each week to learn of their strategies for being persistent when selling. They should discuss what strategies their peers have in place where they have found the most success, as well as where they have encountered challenges. They should practice their newly-developed scripts and strategies with their peers to further strengthen their confidence. At your next coaching session, discuss what they learned from their peer and what takeaways they will put into practice on their own. Î Observational Coaching: Ask the person you are coaching to observe their peers in sales conversations — what actions do their peers take to implement persistence? What is the outcome of the conversation when their peer is persistent? What indicators tell the individual you are coaching that their peer is being persistent, not “pushy” or passive?
Supplemental Coaching Strategies:
Î 30-Second Coaching: Evidence of the individual’s confidence in being persistent should come through in their conversations — when you have the opportunity to observe the individual implementing persistence in their sales tactics, take 30 seconds to share your observations with them. Let them know specifically what actions they took to exude confidence in being persistent and share with them how their efforts are appreciated by you.
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