Download Excerpt #4 of Coaching Salespeople into Sales Champions.
Fatal Coaching Mistake Number Five: Share Ideas, Not Expectations
With the release of my latest book, Coaching Salespeople into Sales Champions, here is the fourth excerpt in a five part special series of exclusive book excerpts I will be sharing with you over the next week for you to download and enjoy immediately! It’s a PDF, so load it into your PDA and take it with you.
Here’s the PDF you can download now of Fatal Coaching Mistake Number Five: Share Ideas, Not Expectations – Download the chapter excerpt here.
Managers and executives have the power to shut down a conversation or open up a dialogue. Quite often, they don’t realize how much of an influence they have over their staff and how influential they can be without even trying. When a manager takes a strong stand or position and makes a statement like, “Here’s the solution” or “Here’s how it is,” it removes any opportunity for others to contribute a different and potentially better idea.
There’s a difference between sharing an opinion or idea and sharing an expectation. It’s one thing if the manager or boss shares an opinion that allows the dialogue and flow of the conversation to continue moving in a positive, collaborative direction. It’s entirely different when the manager shares an expectation with a strong agenda or ultimatum behind it. An opinion or idea from the boss opens up further conversation. An expectation shuts it down.
Download the full excerpt here.
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