Using the Wanting for Statement

By Keith Rosen

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A Strategy to Effectively Open Communication Channels

The wanting for statement is a strategy you can use at any time during normal conversation.

For example, when you need to deliver a strong message to an underperforming salesperson about their need for a turnaround, you might say, "Kelly, what I want for you is to be able to turn your performance around to where it used to be so that you can start enjoying your job the same way you did when you first started here, along with the financial rewards that follow."

Once you start using the wanting for statement more consistently in your communication, you will notice how much more open people will be to hearing and digesting your message, especially the ones they may have a natural inclination to resist. A wanting for statement is a powerful communication tool for coaches. It reinforces the stand you have chosen to take for your salespeople in a quick and efficient way while simultaneously challenging them to bring out their best.

From: Coaching Salespeople Into Sales Champions
© 2007 Keith Rosen
ASB-014-008231

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