Coaching through feedback is the most effective way to develop a salesperson’s
skillset. When using the questions below, bear in mind that….
Feedback is a coaching process.
The questions below can be used individually or in clusters depending on where you want to direct the conversation.
Three questions may be enough for one feedback conversation.
You should use question number 60 frequently to extend answers.
De-briefing is as much about helping people understand what they did successfully as it is about highlighting what was less successful.
‘Why’ is best used as an adjunct to a discovery question.
Leading or loaded questions are okay but only to introduce an idea into the conversation and to get the coachee to reflect upon it.
60 Sales Coaching Questions
- What were you hoping to achieve from the call?
- How representative was this call of a typical call?
- How did you prepare for it?
- What was your fallback objective?
- What happened and when did it happen?
- What did the client say specifically?
- How would you describe the client’s reaction to the call in general?
- How would you describe the client’s personality/frame of mind?
- What did you find out about this client that you didn’t know at the start?
- Who spoke most on the call?
- Which questions worked well and why?
- Which questions were less successful?
- What did you do at X point?
- What value did this add to the call?
- What alternative strategies could you have used at X point?
- Which of these do you think would have been most successful?
- When have you tried this strategy before?
- What were the results then?
- What do you see as the parallels between these situations?
- Had you introduced X into the conversation, what difference might it have made?
- How would you know if that strategy had been successful?
- How would you describe your delivery style?
- In what way did your delivery style sync with the client?
- What was the evidence for this?
- How often, and in what way, do you vary your delivery style?
26. What strategies did you use to maintain client interest?
27. What made you choose these strategies?
28. Do you think this made any difference to the outcome and, if so, how?
29. Had the client said X, how would you have responded?
30. If you were to use X technique, how might it have altered the call?
31. In hindsight, what do you think would have been the best/most realistic achievable outcome from the call?
32. What were the highlights?
33. When did you feel most pressured and why?
34. When did you feel most confident and why?
35. What objections were raised and how did you deal with them?
36. Did you sense there were any hidden objections – if so, what were they and how could you have brought them into the open?
37. Had the client raised X how would you have reacted?
38. On a scale of 1-10, how would you rate your listening skills?
39. On a scale of 1-10, how would your client rate your listening skills?
40. Tell me about the delta between 38 and 39…
41. How did you close the call?
42. What decided you to close it in this way?
43. What 3 other ways could you have ended the call?
44. What do you think was the client’s frame of mind at the end of the call?
45. What’s your follow-up strategy?
46. Who else is in the DMU (decision-making unit)?
47. What are their roles?
48. To what degree have you spoken/contacted them?
49. What is the client’s DMP (decision-making process)?
50. If you could re-run the call and make a significant change, what would it be?
51. How do you see this making a difference?
52. How do you intend to open the next call to this client?
53. What are the learning points from this call?
54. How will you make sure that X does/doesn’t happen again?
55. How can I help you achieve this?
56. How are you going to approach the next call?
57. How are we going to keep the momentum going?
58. What might stand in the way of success next time?
59. How can we prevent this from happening?
60. Tell me more about this…
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