We’re all looking for results today – fast. But standing at the podium preaching to your team gets real old and tiring for both you and your salespeople. Moreover, it simply doesn’t work to effectively drive the change and the activity you need.
These result-driven questions get people out of their head, challenging their well crafted stories (excuses) and redirects their focus into action and the right activity. Shift the conversation to the actionable, measurable tasks they can engage in to achieve the specific and measurable results you seek, rather than you telling them what they should do. After all, if they come up with the solution, then they own it. And if they own it, they’re going to be more willing to act on it.
Remember, treat these questions like a buffet. So, take what you like and leave what you don’t. Depending upon your situation and the individual you’re coaching, every question may not work for everyone. Conversely, since we all looking for new and better results, take some of these questions out for a test drive, as you may not know how effective they are until you try them out.
1. What do you want to be able to do quickly that you are unable to do now?
2. What’s the right action for you to take in this situation?
3. What are the steps you are going to take in order to resolve this issue?
4. What are the three activities you can commit to doing this week that will move you closer to your goal?
5. What shift do you feel you need to make in your thinking to achieve this result? (What limiting thinking do you need to abandon that is getting in your way?)
6. What drastic changes can you make today that would support your goals?
7. What would you like to have completed by our next coaching session? (What are you willing to commit to?)
8. What’s the biggest change you are willing to make this week, starting today?
9. What are you going to begin doing immediately after our meeting today?
10. What are you willing to commit to doing this week that would give you a sense of accomplishment you can experience by our next coaching session?
11. What are you willing to do or change in order to achieve this?
12. What do you need to give up or abandon in order to achieve this? (In thinking and in action, old habits, etc.)