A similar questioning track can help you, the sales coach, diagnose sales skill deficiencies.
For example, you could debrief a rep’s first meeting with a prospective customer by asking the salesperson:
What problems does that customer have that we can solve?
Why is the customer experiencing these problems?
What will happen to the customer if they don’t do anything about them?
Now, listen to the quality of answers you hear. Did the salesperson perform diagnostic questioning as effectively as you could have done? If not, why not? If the sales rep doesn’t get better at this skill, how will it impact their sales results? The answer to these questions must be understood by not only you, but each salesperson on your team.
You will improve your effectiveness as a sales coach by slowing down, asking more questions and developing needs. Sound familiar?