- ASK BEFORE ADVOCATING: The manager asks the salesperson what happened in a particular situation and gives the opportunity for the second one to realize it for him/herself.
- ACTIVELY LISTEN: The manager must focus his attention on the other's talking, by asking questions and summarizing.
- ASSUME BEST INTENTIONS: The sales coach must think that the salesperson is motivated and engaged in what he/ she is doing.
GOOD TO KNOW
