Category Archives: Sales Coaching

Sales Coaching

Ten Keys to an Effective Coaching Experience for Sales Success

What is the best piece of advice you’ve ever received, Eric Schmidt, CEO of Google, was once asked, when reflecting upon his life, and sales success. “Everybody needs a coach,” he said. “The one thing that [people] are never good at, is seeing themselves as others see them-an [effective] coach really, really helps.” Great advice, right?

A coach IS a worthy investment, and for this reason demand for coaching has risen dramatically in the past decade.

So sure, we can safely conclude that the investment for Eric Schmidt was returned ten fold, but hiring a coach is just half of the work. Arming your sales goals with a business coach is a smart, and proven way to enhance your chances of sales success, but hiring a business coach alone does not guarantee that you will have an effective coaching experience. Sales success is dependent upon myriad factors, and if enlisting a sales coach happens to be one them, we must additionally learn what it takes to have effective coaching experience.

10 Keys to an Effective Coaching Experience for Sales Success

1. Commit to moving your business forward.

2. Articulate clear, concise and measurable goals.

3. Begin by being your best self. Hold yourself to a continual improvement standard. Never stop learning.

4. Honor the promises and commitments you make to yourself. They are some of the most important promises you will ever make. Be willing and ready to make commitments to yourself.

5. Schedule self-reflection time prior to each coaching session. Arrive with discussion topic and establish an agenda for each session. Think about what you need to move your business forward.

6. Reflect on the sales skills, competencies, behaviors and attitudes that you are working on. Determine what you need help with in order to thrive. Ask for help where you need it.

7. Complete agreed upon action steps and follow up prescriptions.

8. Enjoy the journey and have fun, laugh and be joyful. Self-growth is joyful and satisfying.

9. Be coachable! Be receptive to trying new methods, being bolder, and learn what works and what does not work for you.

10. Just like watching an exercise program on TV will not alone help you to lose weight, coaching alone will not change your business or sales success.

Changing behavior comes through regular, consistent activity, and that is the best formula that yields reliable results.

In sum, it is YOUR performance from one coaching session to the next that will be ultimately what determines an effective coaching experience. As we move into the season change with reformed commitments and challenges about what it takes to truly enjoy sales success, let us be reminded that worthy coaching investments can transform your journey, but with that… SO MUST YOU.

©2012 Original Work

About the author

Barb Girson, International Direct Selling Industry expert, trainer and coach, is a highly interactive, creative speaker and author offering professional skill development programs for workshops, leader retreats, annual conventions and teleconference training programs.

To learn more contact Barb: 6148550446 or to sign up for her next FREE teleconference sales training call/Timely Tactics Emails go to http://tinyurl.com/ck7z56

Permission to reprint entire articles as it is with no changes, inclusion of full resource box and source credit with active link. Article Source: EzineArticles.com

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Sales Coaching

How to Learn Short Sales

With rising foreclosures and falling market prices, whether you are a real estate agent or investor you need to know how to do the whole “short sale” thing. According to studies, these sales represent over half of the real estate transactions; you cannot ignore short sales anymore.

You might be thinking these are too hard, too consuming, frustrating, complicated but they are sure worth it!

How do I get started?

First, you want to get yourself educated. Taking courses is great but the best education that you can received is getting along side someone who has experience and know what they are doing such as a short sale coach. Seek out people who are negotiating and closing deals successfully.

While looking for your coach, don’t be fooled. Just because he or she has letters behind his/her name doesn’t make him/her an expert. Ask questions and get to know her/him. Many people have taken classes and been certified but have never made a transaction.

Here are some questions that you might ask when meeting with your coach. If he or she is great at what he or she does, he/she will be able to answer these questions.

• How long have you been doing short sales?
• What lenders/services do you work with? Those you like best and why?
• What was your worst deal?
• What was your best deal?
• How many successful sales you have negotiated?

If the coach cannot answer these questions, find someone else. Continue to educate yourself so you will be successful.

For more information about finding a Short Sale Coach [http://www.shortsalequeen.com]

Deb McMillan, The Short Sale Queen [http://www.shortsalequeen.com].

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Sales Coaching

The Top 5 Reasons To Hire A Sales Training Coach

When we hear the term “coach”, the first things that come to mind are sports and sporting activities. Most of us are aware of tennis coaches, golf coaches, swimming coaches, and of course, fitness coaches.

But did you know that there are sales training coaches as well. If you are interested in taking your business to the next level, you can hire a coach to train you in the art of selling. A sales coach can help you in a number of different areas too. Here are the top five reasons to hire a sales training coach.

1. Most of us acquire a lot of information through different kinds of training programs. But most of us do not get the full benefit of a program because we lack experience when it comes to implementation. This is where a coach can really make a difference. They would be able to guide us in implementing the knowledge that we had acquired during a training program. By providing hand-holding guidance, they can direct us through the implementation process and help us learn various techniques precisely, which we could have trouble learning otherwise.

2. Many times, we have all the knowledge and skill we need, but yet we would not use them due to lack of motivation. There could be times that failures and disappointments can demotivate us and keep us from moving forward. A sales training coach can effectively motivate us and encourage us to move forward despite our temporary setbacks.

3. At times, we could be skeptical about certain sales techniques and strategies before trying them out. Having an experienced coach at hand who has already tried and tested the techniques before and can vouch for their efficacy would be a tremendous advantage. They would be able to help us implement the strategies boldly and remove nagging doubts that could keep us from confidently trying out new strategies.

4. There are two ways to learn lessons in life. One is through the ‘school of hard knocks’ and the other is through learning the same lessons from people who have traveled the path before you. Learning from an experienced sales coach can keep you from making mistakes that can cost you time, money and effort.

5. A sales training coach can help you reach your business goals in a shorter amount of time than it would take you to reach it on your own. They can also help you set new and more ambitious goals and help you to reach your maximum potential.

For these and many other reasons, it really pays to hire a sales training coach. An experienced coach can truly make a huge difference to your profits and the future of your business.

Thomas E. Ellis is as Washington, DC Sales Training Coach [http://mrthomasellis.com/]. As a profit growth strategist, he helps implement real achievable strategies and systems to generate more business returns. He helps how you can prevent customers dismissing your Ad.

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Sales Coaching

I Hate Sales, I Can’t Do It!

Many people say to me that they don’t know how I do it; they couldn’t work in sales and could never sell anything. The strange thing is many of these people are in business and don’t see themselves as a sales person but ironically they need to sell their products and services to clients to make their business a success and in some cases to pay their mortgage.

The problem is whenever you mention salespeople most people who are not in sales think of some cheesy bloke, with a sharp suit and the gift of the gab who will sell you something you don’t want or need.

In a recent study it was found that 70% of people are engaged in some sort of sales situation every day. This is a situation that some business owners don’t want to get involved in and sometimes shy away from it. On a recent course someone said I couldn’t ask questions to qualify the opportunity I would much rather wait to see if they bought it!!!

My belief is that there are two sorts of people who make a successful business. Firstly those that sell and secondly those that support those that sell.

The thing is everything needs to be sold and if you are a business owner your knowledge of sales has a direct and important impact on your business profitability.

The first option is to employ a professional sales person. At a recent meeting I suggested this to someone and he said he couldn’t afford one and they were too expensive. My answer to this was how much would it cost you if you didn’t employ one.

The second option and a favourite option for the small business owner (I mean small in company size not a little person) is to employ a sales coach. Again the cost objection comes up the perception is that it will cost too much and what will they actually give me. The answer is to take time to understand what the coach will actually give you.

Let us look at the world of sport as an example. Golfers such as Rory McIlroy and Lee Westwood, Footballers such as David Beckham and Lionel Messi employ and work with coaches. Are the coaches better than them, no they employ coaches not because they are better than them but because they can stand back and look at things objectively.

A great coach can see what is missing from your skills and work on them to improve your performance. There may be times a good coach can seem ruthless and not nice but they will always be truthful with the main objective of improving your skills and performance to give you a greater chance of sales success.

The choice is yours, stay as you are and pick up sales experience as you go along or jump start your sales by employing a sales coach. There are many great sales coaches, go visit them and work with the one that most fits your values and beliefs.

Arrow Sales proven sales advice to motivate and help you win new sales

[http://www.arrowsales.co.uk]

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Sales Coaching

My First Sales Coach

Why would a person become a Sales Trainer? Let’s go back in time to my initial sales experience and to my first sales coach. In my early teens, my first job was selling newspaper subscriptions. It seemed easier that delivering papers so I gave it a try. The idea was to get people to agree to have the paper delivered and for every account, the commission was 1 $. After a week of knocking on doors and not getting one new account, I wanted to quit.

My father took the time to listen to what I was saying to people. Since he worked at the newspaper, Dad was uniquely qualified and he had a deep love for journalism. Dad said that I had all the benefits down, but my message needed a small change: “It’s not about home delivery – it’s about the coupons and how a newspaper can help educate families.” I said “whoa- that wasn’t in the manual!”

  • We pulled all the coupons out of the Sunday paper and put the best ones on cardboard paper.
  • Then, we cut out articles about current events and glued them to the other side of the paper.
  • Dad said to “stress how much money could be saved every week by just taking the coupons to the store.”
  • Then, explain: “how families could help their kids in school by reading and talking about stories in the newspaper!

 

The next day, I was little nervous. It was a Saturday and my Manager would soon be pulling up in the Van. Dad asked me “so you go to each house and knock – right?” I replied “Yes – he takes us to neighborhoods and drops us off.” My father said “that’s takes guts to go door to door.” I swallowed hard. My Dad said I had guts.

As I was leaving, he handed me the coupons and articles and said ‘take it one house at a time.’ I don’t mind telling you that I was not only reluctant, but just plain scared. But with every step, and each new knock, my internal confidence grew. That afternoon, I returned with eight subscriptions! “Dad – it worked!”

I showed Dad my book of business and he said “you seem surprised!” Well, I was surprised and amazed. I did as well or better than the rest of the team. Dad asked “what was different today?” My comments bubbled over about:

  • “how people liked saving money”
  • “the newspaper really is a way to help educate their children.”

 

So what happened here? You can see how fortunate I was to have a Father who cared. He helped me craft a very persuasive message. Dad re-focused me on one house at a time. My efforts were on helping people buy more with less money and to make their children smarter! If no leadership had been provided, I would not have had a good experience and I would have stopped selling. Instead, I fell in love with selling and have dedicated my life to learning every aspect of it. There is no mystery then why I enjoy being a sales coach.

This story is an excerpt from Charlie’s book “Target 10 to Win!”

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