Are You Asking the Right Questions?

A successful sales coach is lill a bit like a atherapist, right? As is, if you want to be effective as a coach, you're not providing the answers. You're asking the questions that help the person you're coaching arrive at the answer themselves. Yes, it's not unsimilar to being effective in sales, period. We have a series of five questions that we've built into our system - these are the same questions a manager could ask. The first one is, what happened? Just to describe the events and and why did it happen that way? And then, what were the consequences of its happening? And, um, what do you learn from that process