C.L.E.A.R.

What would you like to focus on in particular from this session?
What was the outcome of our conversation?
How do I know if I had a good session?
What can I help you accomplish or do today?

After the engagement stage, it's important for sales coaches to actively listen to their coachees. At this point, the coach should look for clarity, detail, and context to understand what the individual is thinking and feeling about this topic

The next step is to make the facts and feelings of the coachee more clear. This gives the coach detailed and specific information that helps the employee understand their emotional connection to their current state and what they believe needs to change to achieve another desired state. You can ask questions.

How do you start the change process?
What do you think caused this to happen?
Is there someone you need support or resources from?
When will you start working towards this? ?
What do you think when you start?
What do you think I need to do next?

In the last stage of the session, coaches review the key points from the session, including a reflection on the contract objectives and their progression. At this point, the coach should ask the employee if there’s anything else they’d like to cover.