Securing Next Steps
Suggested Strategy: Using a Define & Coach strategy, set the expectations with the individual you would like to coach regarding their position and their follow up actions in securing the next steps with a client.
Suggested Questions:
Î Define & Coach: When I say the phrase securing next steps , how would you define it as it relates to your position and the expectations set for you by the company? Î Rating Question: On a scale of one to six, with six representing a complete adherence to that definition, and one being that you practice the exact opposite, where would you rate yourself and why? Î Self-Actualized Question: What actions do you think we can take together to help you reach a six and put that definition into practice in your own interactions with securing next steps with clients?
Suggested Activities:
Î Role Play: Have the individual practice the conversations needed to secure the next steps with clients, based on the definition discussed previously. Have the individual play both roles (the employee and the client) and have them be prepared to give themselves feedback.
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