Your sales representative doubts coaching's effectiveness. How can you break through their resistance?
When a sales representative doubts the value of coaching, it's crucial to address their concerns head-on. Here's how to open their mind:
- Demonstrate past successes. Share concrete examples of how coaching has improved performance.
- Align coaching with their goals. Show how coaching can help them achieve their personal sales targets.
- Offer a trial period. Let them experience the benefits of coaching firsthand with a no-obligation trial.
Have you found effective ways to convince a skeptic of coaching's value?
Your sales representative doubts coaching's effectiveness. How can you break through their resistance?
When a sales representative doubts the value of coaching, it's crucial to address their concerns head-on. Here's how to open their mind:
- Demonstrate past successes. Share concrete examples of how coaching has improved performance.
- Align coaching with their goals. Show how coaching can help them achieve their personal sales targets.
- Offer a trial period. Let them experience the benefits of coaching firsthand with a no-obligation trial.
Have you found effective ways to convince a skeptic of coaching's value?
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When working with a resistant team member, I made sure to first understand their specific concerns before offering solutions. Listen actively to objections. Identify underlying fears. Build trust through empathy. And don't forget to Sell smart, close with confidence.
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I listen to their doubts (everyone loves to complain, no?). I show how coaching helps them hit their goals faster-less stress, more money. I give a quick tip they can use today. If it works, they’re hooked. Usually the same reps who said 'No' are the first to ask for more.
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Resistance often stems from a misalignment of values or unmet needs. Instead of convincing them, start by listening. Ask open-ended questions like, "What’s your biggest challenge in hitting your targets?" or "What’s one thing you wish worked better for you right now?" Then, link coaching to their personal goals—not as a fix, but as a custom tool to amplify their strengths and streamline their path. Frame it like this: "What if we could design something tailored to your style, something that makes your job easier and more impactful?" It’s not about "selling" coaching; it’s about co-creating possibilities. What’s often labeled as resistance is actually the seed of curiosity waiting for the right approach.
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