“I was afraid to ask that because I was worried they wouldn’t like me” (Needing to be Liked is a component of Sales DNA)
“I was uncomfortable asking that because it’s not polite to ask about money” (Conditioning that Talking about money is not polite is a component of Sales DNA)
“I was uncomfortable pushing back because I understood their objection” (Understanding means there is a self-limiting belief – a component of Sales DNA)
“I was uncomfortable challenging their outdated thinking because I was worried about how they might respond” (worry means they were emotional – a component of Sales DNA)
In order for you to coach up your salespeople, you’ll need to help them push through their discomfort and overcome weaknesses in their Sales DNA. You should encourage them, give them permission to fail, remind them every day that it’s OK if something bad happens, and when they do that which is uncomfortable, praise them and point out that they survived. Never reprimand for doing something they were uncomfortable with when it yields a negative result.
Look at that – you’re actually coaching!
As I mentioned at the outset of this article, this is an easy way to ease into coaching, but this is not a coaching best practice by any stretch. This is not how you coach up salespeople. This is not powerful, impactful coaching where your salespeople can’t wait for more. This is simply a starting place.
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