Suggested Learning Projects:
Î Tangible Successes: Ask the individual to come back to your next coaching session with three specific examples of situations where they felt they successfully acted assertively without becoming aggressive. What actions did they specifically take in each of those situations to successfully find that balance? What was the outcome of the conversation as a result of their assertiveness? Î Self-Directed Learning: Assign your coaching target to read one article per week on being assertive in sales. At your next coaching session, discuss the article that they read and four to five takeaways that they can implement or keep in mind when they practice being assertive.
Supplemental Coaching Strategies:
Î Observational Coaching: Have the individual observe their peers in the coming weeks while they have sales conversations with
customers. What indicators does the individual you are coaching pick up on that signify assertiveness?Are there any instances where the assertiveness becomes aggressive? What strategies do their peers have in place that help them find success in balancing assertiveness in their sales conversations?
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