Sales Coaching Tip – Sales Conversation Navigation

Sales Coaching Tip – Sales Conversation Navigation

If you were going to somewhere with a friend, you’d probably share where you are going, give some directions and maybe even provide a map.

Yet salespeople often engage prospects in a sales journey without providing any sales conversation navigation. It’s not uncommon for salespeople to not clarify the agenda of their conversations. This would be the equivalent not sharing with a friend where you are going and how to get there. This kind of oversight with prospects can lead to misunderstandings and reduced engagement, and result in fewer sales.

To avoid this, ensure your team members are sharing and verifying what they perceive to be the agenda for their current and future conversations (at the beginning and end of their conversations respectively).

When coaching your team members, inquire about what they are saying and asking to verify their understanding of what is on the agenda. During their sales preparation, help them develop a set of agenda questions to ask prospects to clarity what is on the current conversation agenda and what will be on the next conversation agenda.

Their questions might include:

“Here’s what I recall that that we had on our agenda. ____________. ___________. ____________. Is there anything you would like to add, change or delete from that?”

“Based on what you just shared, I think we’ll need to cover ____________ and ____________ next time. Is there anything else you would like us to cover?”

“Here’s what I’d suggest be on our agenda…. Is there anything else you think we should add?”

By helping your team members include these kinds of agenda questions to their sales interactions, prospects will be more engaged and more likely to buy.

Who on your team is not verifying agendas with prospects?

What are you going to do to add verifying agendas to your conversations?

What are you going to do to help those team members develop a set of agenda questions?

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