Are You Asking This Powerful Coaching Question?
leadershipteam
Thu, 07/11/2019 – 13:30
Authored by:
Colleen Stanley
One of my sales managers, Cindy, was straddling that fine line of giving her salesperson support while raising his level of sales expertise and self-awareness. The salesperson had just lost three consecutive deals, and was experiencing self-doubt and frustration.
So he was trying to make himself feel better by giving the usual excuses:
The company’s prices are too high.
I don’t have enough qualified leads.
I have the worst prospects in the company, in the world.
My very sharp sales manager recognized his emotional state and slippage into victim thinking, blaming everyone and everything for his lack of sales success. She empathized with the salesperson’s frustration and self-doubt. Then she asked the powerful coaching question:
“What part of these failed deals do you need to own?”
The salesperson was puzzled, wondering what
