Beliefs

Mike Montague interviews Rebecca Heiss on How to Succeed at Fearing Less.

As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash). When Ben said there could be negative consequences from using the technique that Terri suggested, she could have asked Ben the following question, in a nurturing manner.

Try, Need to and Can’t. These are three words that any sales coach worth their salt will not allow to pass during a coaching conversation without probing. Why? Because these words are almost always code for a salesperson doing what salespeople do best, influencing their manager’s and coach’s to let them slide.

As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash).