Suggested Learning Projects:
Î Peer-to-Peer Coaching: Assign your coaching target to meet with a new peer each week to discuss their strategies for utilizing suggestive selling. What has their peer found to be successful? What challenges have their peers faced when using suggestive selling, and how do they address those challenges? At your next coaching session, discuss with the individual the answers to these questions and any takeaways from their discussions that they will put into practice on their own as they have suggestive selling conversations. Î Tangible Successes: Have the individual come back to your next coaching session with three examples of what they believe to be successful suggestive selling conversations with customers. How did the conversation flow for them? What specific steps did they take to make the conversation successful?
Supplemental Coaching Strategies:
Î Observational Coaching: Ask the individual to observe their peers in their sales conversations as they utilize suggestive selling. This is a great way for them to gain ideas for their own strategy, learn what seems to work best for their peers, and hear the skill in real conversations. Î 30-Second Coaching: Take 30 seconds to acknowledge the individual’s progress in their suggestive selling technique. Let them know the specific actions they have taken that have led to their improved technique and how those efforts are appreciated.
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