Fusion Performance Group :: Coaching Questions

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Coaching Questions

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Last Updated
8th of October, 2008

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The following are a sample of sales coaching questions that could be asked of your team.

In no particular order:

Are they concerned about the way their investments are performing?
Will they have enough money to retire when they want and be able to do the things they’ve always dreamed of doing?
What are those things?
Are they happy with the loan rates they have where ever they have them?
Are they satisfied with the service they receive at the another Financial Institution they might deal with?
Is it easy for them to get into the branch?
Do they like to have someone from the company contact them to stay in touch – if so how and when?

What did you find out that you did not already know?
What problem were you trying to solve by presenting that product?
Did the client say they had that problem?
What did you mean by …?
What did you do with that information you received from the client?
What got in your way of ….?
How did you do that?
What did that look like?
What questions did you ask?
How did you get there?
What did you learn from that?
What is the risk to us now that the client has left?
What would happen if …?
Is that something you would like to know?
Should you know that?
Is that something you would like to improve on?
When is your next contact with the client going to be?
Would you be open to a different way of approaching that client if I thought I had an easier way?
What did you do well in that last interview?
If you had to do it again, what would you do differently? Why is that?
What are the top 5 deals you are currently working on? What is your action to close them?