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    The Progress Coaching Blog

    Coaching with Self Actualized Questions

    February 16, 2013 Posted by : Tim Hagen
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    Sales Coaching

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                Questions. All sales people get them when they interact with a customer, but clients should not be the only ones doing the asking. Reps should use self-actualized questions to help them build up sales confidence. These types of questions have a success imperative built into them. They get to the core of a problem, and the answers should provide a means to success.

                For example, ask yourself, “What am I going to do to overcome a customer challenge?” The challenge can be specific or it can tie into the confidence to generally defend your product. Either way this type of question helps employees gain product knowledge, and it provides an answer ahead of time so you can smoothly answer the customer.

                Self-actualizing questions are a great start to becoming a high-performing sales person, and managers should help employees to make sure that they are asking themselves the right questions. With the right amount of confidence and knowledge, there is no reason your sales can’t progress.

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    About Author

    Tim Hagen
    Tim Hagen

    Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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