Articles tagged with: Facilitative Questions
A prospect of one of my coaching clients – the sales manager of a small manufacturing company – joined our coaching call at the request of my client Joe. Joe wanted me to use my Buying Facilitation method on the manager to find out why he hadn’t purchased a sales training program after 6 months of conversation, given he had an ‘obvious […]
I recently got a call from a young man whose boss suggested he find a sales coach, adding that he’d have to pay for it himself so that it would have value for him.
I have a few thoughts here:
Why is the manager delegating his/her responsibility for employee/salesperson success to an outsider who s/he doesn’t know […]
When people or groups make a decision to purchase something, they go through the same decision cycle that an individual goes through to decide upon a personal change, or an employee goes through to change behaviors at a boss’s insistence.
Until now, our communication rules have assumed that when we kindly or persuasively offer others good […]