Suggested Learning Projects:
Î Self-Directed Learning: Ask the individual to come back to your next coaching session with three examples of situations where they were able to turn a “no” into a platform for discussion about the prospect’s needs.
Supplemental Coaching Strategies:
Î Observational Coaching: Have the person you are coaching observe their teammates as they encounter the word “no” from prospects and customers. How do they overcome it to continue the conversation? What challenges do their peers encounter that they have to work through, and how do they specifically do that? Î Non-Verbal Coaching: Guide the person to success by sharing their progress and letting them know when they have progressed. Leave them a handwritten card sharing your observations with them for encouragement to continue the behavior.
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