Are you unwittingly undermining the effectiveness of your real estate coaching efforts by failing to follow this one crucial rule? As Jason explains in his latest column for Big Builder, it is essential that managers completely assess a situation before doling out advice to their sales professionals. Read an excerpt below:
“Like the doctor, it’s a sales coach’s job to assess the situation first and then to offer solutions. Too often, though, managers provide a prescription before fully assessing the situation. In order to assess the situation, look for trigger words that tell you there’s more information to discover. For example, when sales professionals use absolutes like, ‘No one can qualify,’ the coach needs to step in and hold them accountable by asking questions to find out why.”
To learn more about how to thoroughly assess a situation and discover what is really going on with your salespeople, click here. By implementing this behavior into your coaching methods, you can help your team members more effectively use the sales tools they already possess and become the very best version of themselves. And that will surely lead to success for all.
Here’s to earning what you’re worth!
JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.
FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.