There’s a simple coaching technique that you, as a sales leader, can use to help make sure your salespeople continue to stay more future-focused in their account discussions and account planning. This simple phrase is…”And then what?”
Next time you’re talking with a sales team member, ask them about their selling plans for an important account and what they’ve planned for their next sales call. After they tell you their plans for that call, ask “And then what?”
This is a great way, as a coach, to help your reps think and plan more moves ahead. And the best way to do that is when they tell you what they’re going to do, just ask… “So what’s your next step going to be after that? And then what?”
I learned this technique from my good friend (and fellow sales trainer) Jeff Slutsky from Kansas City.
Today’s video talks about this great technique to help you, as the sales coach, to help your reps think and plan more moves ahead. By you asking more “And then what?” questions. It’s a great tool to help you and your team to sell even more!