• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Are You Asking This Powerful Coaching Question?

Colleen Stanley - 11 July 2019

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

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative