The Questions you Should be Asking

The Progress Coaching Blog

The Questions you Should be Asking

March 19, 2013 Posted by : Tim Hagen

coaching, Sales Coaching, Employee Development

Often we ask employees "how did things go" or something like that. In essence it opens the door to a potential negative response such as "OK, but ... here comes the negative part". We teach in our Progress Coaching Training System a unique question called a "self-actualized" question where employees have the answers framed for them, but only in a positive tense. For example, here are two questions a sales manager could ask a sales person about their ability or need to handle a price objection with a specific client:

Normal question: "What are you going to do with that prospect's price objection"?

Self-Actualized Question: "What are you going to do to successfully address that prospect's price objection"?

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About Author

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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