You've learned each piece of the GROW model. Now let's put it all together! Today you'll experience a complete coaching conversation and practice being the coach.
Think of this as your sales coaching rehearsal before using GROW with your real sales team members.
Engagement Message
Ready to see how all four stages flow together naturally in a sales context?
Meet Marcus, a sales rep who's been struggling with his conversion rates. He generates plenty of leads but seems to lose prospects during the closing process.
As his sales manager, you'll guide him through a GROW conversation to help him find his own solution.
Engagement Message
What would you want to understand first about Marcus's sales situation?
Starting with Goal: "Marcus, what would you like to achieve regarding your sales performance?" Notice how this opens exploration rather than assuming his goal.
Marcus responds: "I want to stop losing deals at the end and actually close more of the prospects I'm working with."
Engagement Message
How does asking about his desired sales outcome differ from asking about his problems?
Moving to Reality: "What's your current approach to closing deals?" and "What's working well in your sales process, and what isn't?"
Marcus shares: "I just present features and hope they buy. Sometimes I get nervous about asking for the sale. I am good at building rapport and finding prospects."
Engagement Message
What insights emerge when you explore both his sales strengths and challenges?
Exploring Options: "What are all the possible ways you could improve your closing approach?" Don't evaluate yet - just brainstorm with Marcus.
He suggests: asking discovery questions, addressing objections upfront, trial closes, and learning prospect's decision-making process.
Engagement Message
Why is generating multiple sales strategies better than jumping to the first idea?
