One of the most overlooked and important elements of the coaching
process is showing how something should be accomplished. In fact,
showing someone how to complete a task is far more effective than
telling them how to complete the task. Whether the task is closing a
sale, loading a truck or operating a piece of equipment - a
demonstration (or multiple demonstrations) should be a core element of
For example, here is a process you could use to teach a new greeting to
your sales staff. First, introduce the greeting. Tell them important
ideas about the greeting including why you prefer it, when it should be
used, the steps of the greeting, and so forth. After the introduction
you should demonstrate it to them via role play and by greeting a few
customers. Once you've done this they'll be ready to practice with each
other and then to use it with their actual customers.
Demonstrate every task you expect your employees to do. Don't let them
wonder how to perform their responsibilities. They'll have less
frustration and more success when you show them how.
About Mike Petersen: Dr. Mike Petersen is the
president and co-founder of The Furniture Training Company (FTC). Mike's
extensive educational background in learning and teaching is why FTC is
able to create instruction that actually changes behavior and improves
About The Furniture Training Company: Designed
to improve sales success, the Furniture Training Company's online sales
training program has been used in more than 1,000 retail locations by
over 30,000 salespeople. FTC is the creator of custom sales training for
such notable companies as Klaussner, Cozzia, Guardsman, and O.W. Lee.
Mike Petersen can be reached by calling 866-755-5996 or emailing mikep@furnituretraining
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