Making Connections
Background
Erin
Erin manages a team of 12 support representatives. An opportunity to lead a new team has come up and she feels that Avery is the right person for the job. Avery is reluctant, however, feeling that he doesn't have the right skills.
Avery
Avery has been a support representative for ten years. He is happy in his current role and enjoys dealing with customers. He recently heard about an opportunity to lead a new team. He thinks the opportunity is interesting but doesn't feel confident that he would be a good choice.
Scenario
Some ideas:
- Build rapport to let Avery know you are on his side
- Use matching and mirroring techniques to move him into an associative state
- Use pacing and leading techniques to build his confidence and persuade him that he is the right person for the job
Up Next:
Session 3: Getting in Tune with Yourself