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How Do I Determine How, When and Where to Give a Suggestion?
It is not uncommon for a tester to have challenges in writing suggestions and in determining when a suggestion
should be given. The following are tips to keep in mind:
1. Couch the recommendations in soft wording and positive phrasing. If the manager feels attacked or defensive,
they are less likely to absorb what is being said.
2. Look at the ratings in the questions on the page of the report you are working on. Any questions rated “No” or
“Average” or “Poor” are ideal questions to give recommendations on.
3. You don’t have to give a suggestion for
every
question rated “No” or “Average”. Areas that we definitely do try to
address in either positives or training suggestions include:
Uncovering Buy Factors
Using Benefit Statements
Closing the sale
Selling to Buy Factors
Uncovering the Competition
Selling Against the Competition
Being proactive in Presenting
Identifying Purpose of event or travel
Following up timely
Ways to Begin a Suggestion:
You want to
vary how you structure your suggestions
. The following are some examples of positive phrasing:
We
suggest
…
The manager
might want to
…
We
recommend
...
If the manager
(...the suggestion)
then
the manager will be able to
(the benefit of doing the suggested skill)
In order to further enhance how
the
(skill)
was handled...
In order to strengthen
th
e
(part of the selling process)
phase of the call, the manager might want to…
It is helpful to
…
In the future it would be beneficial
for the manager to…
The following pages list the different questions and provide sample ways to
give feedback if Rated No