You've mastered asking powerful Goal and Reality questions in GROW coaching with your sales team. Now comes the exciting part: helping your reps discover solutions and commit to action.
The Options and Will stages transform sales insights into revenue results.
Engagement Message
What happens when great coaching conversations don't lead to concrete sales actions?
The Options stage is about brainstorming sales possibilities, not immediately judging them. Your role shifts from questioner to creative partner, helping generate multiple potential approaches to close deals or build relationships.
Resist the urge to evaluate sales strategies too quickly. Quantity leads to quality in brainstorming.
Engagement Message
Why might premature evaluation kill creative selling thinking?
Effective Options questions open up sales thinking: "What are all the possible ways you could approach this prospect?" or "If budget wasn't a constraint, what sales strategy would you try?"
Push beyond obvious approaches. "What else?" and "What other sales tactics might work?" keep ideas flowing.
Engagement Message
How does asking "What else?" change the depth of sales exploration?
Sometimes reps get stuck thinking of sales options. You can help by offering choices rather than solutions: "Would you prefer to focus on relationship building or technical demos?"
This guides their sales thinking without providing your answers. They still own the sales strategy.
Engagement Message
What's the difference between offering sales choices versus giving sales advice?
Once you've explored sales options together, help them evaluate which ones align best with their targets and client situation. "Which of these feels most realistic for this prospect?" guides practical selection.
Let them choose their sales path. Reps commit more strongly to strategies they select themselves.
