Most sales reps only think and plan one move ahead with their accounts. Your goal as their coach is to help them extend their thinking into multiple-stepped plans to help improve their effectiveness and account control.
Heard a great idea from my friend, Jeff Slutsky (Kansas City). When coaching a rep about their accounts, after they finish explaining their plans, ask “And then what?”
By asking this question, you can guide your reps into out-thinking and out-planning both their buyers and competitors. Thinking multiple moves ahead with an account allows your rep to offer a more complete selling process and solutions… increasing their competitive edge.
Think you, as their coach, could be asking more “And then what?” questions when coaching your team?
Join me as I share ideas that can help you coach your people into thinking, selling (and winning!) more moves ahead!