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Evaluate how receptive your customers are - coaching sales
Discovery sessions are fundamental to build a comprehensive profile of the client that encompasses their professional, personal and emotional aspects. Not all clients arrive with the same level of motivation or receptivity, therefore, even if we do a good job, the results will not be the same for everyone, as the information is processed differently between those who are truly receptive and those who are not in the best disposition during the session.
In this guide, we will analyze some key aspects related to the importance of assessing the receptivity of our clients, in order to adapt our strategies and actions to their emotional state.
The service of a coach is closely linked to interpersonal interaction and the client's ability to assimilate the information and apply the knowledge acquired to solve their problems and enhance their personal and spiritual development. When the client is receptive, communication flows more easily, allowing them to effectively assimilate each orientation and consciously commit to the work to be done.
Therefore, understanding the level of receptivity of our clients is crucial, as this information helps us build communication strategies that facilitate a sustainable relationship, even if the client is not at his or her emotional best.
Depending on the degree of receptivity of the client, it will be necessary to adjust the communication strategies we employ. If the client is not receptive during our coaching sessions, we must use resources that allow us to create an atmosphere of trust, where we can relax tensions and offer the right space for the client to develop effectively without affecting the content.
The coach's skill and insight are fundamental, as he/she must determine the best way to transmit the information, respecting each moment and offering the necessary time to improve the client's emotional state.
When you notice that your client is not receptive and this affects the development of the sessions, apply strategies to improve their mood. To evaluate the effectiveness of these strategies, keep a rigorous control of the client's emotional state over time. Make periodic notes, scoring from 1 to 5 how focused and receptive the client felt during each session. This will help you determine if you need to adjust the strategies you are using.
Involve the client in the challenges they will face, they must understand that this is a partnership and that they cannot expect their emotional state to improve without committing to actively working on it. You can share your assessment and observations about what you have perceived in each session, so that the client is aware of their progress and whether they need to continue working on their development.
Don't worry about having difficult periods, this is normal in all aspects of life. What is important is our ability to overcome and face challenges.
