Have a conversation not an interrogation
What do newly trained coaches and my daughter have in common? They keep butting in with a prepared question just after the other person is talking. I noticed this the other day when I was assessing some newly trained sales coaches. They were so wrapped up in getting the right questions asked to achieve their GROW model or FISH model or PESOS model, or whatever they’d been taught, they forgot to listen to exactly what the other person was saying. They seemed to be butting in all the time. My…