Tag Archives: sales coach

Sales Coaching

How to Increase Sales and Get the Financial Security You Want

Frankly, I’m puzzled….many business owners and sales professionals behave as though increased sales are a flash in the pan thing. Increased sales don’t happen by accident. They happen as a result of well defined plans and systems.

But let’s suppose you aren’t like most people you’re a member of the elite group who realizes you need a plan to increase sales. Knowing you need a plan isn’t enough. You have to know how to formulate that plan, what to do, and in what order to do it. Am I right so far?

Trouble is even though you know you need to do something to increase sales you’re terrified because you don’t know how to do all these things. You also know your peers and mentors don’t know either because they’re struggling just as much as you are with the same issues you have. So what are you to do?

Here’s the deal: to develop a sustainable business that provides the financial security you want it will take some work on the upfront. However, once you do this work and develop your system(s) it works on auto-pilot for you. Ideally you’ll need to develop:

  • a strategic plan spelling out exactly what actions you’ll take by when to get where you want to go
  • the leadership skills to produce results through yourself, and others
  • the self-mastery skills to use time as the most valuable resource it is to produce the highest return from all your time investments professional and personal
  • a marketing system consistently producing highly qualified leads
  • a process to nurture and help buyers buy from you
  • systems producing repeat business and qualified referrals

Despite what you may be thinking this isn’t nearly as difficult or scary as it may appear to you now. You don’t have to know everything there is to know about any of those things. You only need to know how to make those things work for you.

You’ll be glad to know there are people who have sorted through all these things and hand-picked the critical elements and put them into systems. Now some experts have developed systems so specific they sell one thing, usually a product. That’s better than nothing especially if that’s what you have now. The trouble is in a service business you aren’t selling a product you’re selling an outcome.

But better yet is getting the help of a coach who can take you by the hand and help you to develop systems unique to you and your business. Rarely does it work to try and fit into someone else’s mold. Far better is to create your own unique mold and have a guide helping you along the path. Start your journey by getting the 7 secrets below.

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Increase Sales Coach Gets Results Sales Training Can’t BECAUSE it’s never just a sales issue

Article Source: https://EzineArticles.com/expert/Cheryl_Clausen/56791

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Sales Coaching

Do You Make These Mistakes Building Your Sales Based Business?

You are a business owner. You succeed when you help others buy your services. It sounds so simple until you actually try selling.

After some bruised ego even hurt feelings you discover it’s brutal out there. So you decide you’re going to have to learn how to sell. Now some of you were told you’d be trained to sell by the people who taught you the skills and knowledge you need to provide your services. However, when you tried to do it the way you were shown you found it didn’t quite work like you led to believe.

Are you a little like Hiram and his red shirt? There’s a children’s book about a man named Hiram whose favorite shirt was a red shirt. Hiram wore the shirt a lot and as it began to show its wear Hiram took it upon himself to patch and repair his shirt.

Hiram had a great attitude. Whenever a new hole or tear appeared Hiram cheerfully patched and sewed his shirt. It wasn’t long before Hiram’s shirt didn’t fit so well. As he took a little from here to make a little for there his shirt got too small, and it didn’t cover his body like it did when it was new.

Eventually through some encouragement by others Hiram decided it was time to buy a new shirt. He was very pleased by how the new shirt felt and looked. He realized he’d waited too long to get his new red shirt.

As you struggle through sales you focus on one problematic area at a time. Then you go and get training to resolve your problems in that area. It seems like you’re making improvements when all of a sudden you have another new problematic area.

And so you continue to get “training” on one new problematic area after another. Yet somehow like Hiram’s red shirt all this “training” doesn’t seem to fit together all that well. You seem to have parts of a shirt rather than a whole shirt.

Then you decide you’ll buy an entire “training” program confident that will fix all your sales ills. You find the “training” highly motivating, even entertaining. You’re excited about the investment you’ve made eager to put it to the test.

It’s when you’ve gone home, and put it to the test you realize all this “training” still isn’t working like you thought it would. Your “training” shirt still has some gaps and areas it isn’t covering, and now you don’t know what to do. You aren’t a whole lot better off than when you first decided you needed to get help.

How can this be? Aren’t you cut out to be a business owner? Perhaps you just can’t sell. But you have to sell because you have a business to run, and there isn’t anyone to sell your services but you.

There comes a time when you have to accept that even though you know your business and you know your service, you don’t know how to sell yourself. You have to figure out how to sell in order to survive. You didn’t learn the skill behind your service overnight, and you don’t learn through isolated events.

The best way to learn is with the help of a guide along the path. You need someone to help you understand the sales process in a way specific to service professionals. Then you need on-going help and support from that person helping you with your specific challenges and issues as they come up for you not when they’re talked about in a “program”. You my friend need a mentor coach.

I know you’re thinking coaching is too expensive. Like Hiram how much is it costing you every day in lost sales not to get the help you need so you can start turning missed opportunities into cash. You can continue to make the mistake of struggling on your own, or you can make an investment in yourself and get the help you need. The choice is yours. Will you continue to patch your business like Hiram and with his red shirt, or will you join Hiram making a decision to get the help you really need?

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Turn yourself into a Sales Genie [http://increasesalescoach.com/sales-genie.html]

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Article Source: https://EzineArticles.com/expert/Cheryl_Clausen/56791

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Sales Coaching

Why I Offer You This Secret Weapon – Sales Coaching

Everyone can have and use this secret weapon. It doesn’t require a financial investment nor do you need any special talents to use it. However, you will need to make a commitment to use this secret weapon every moment of every day to get the full value it holds.

This secret weapon is your opportunity radar. Sales is serious business, and you can’t afford to lose out because you’re radar isn’t working for you. To develop your opportunity radar you must first identify for yourself all the big problems or big wants that you can produce a desired outcome for. And you most only speak in terms of these outcomes never in terms of products, and never in terms of how great you are.

Develop a highly qualified prospect profile. Give your general profile person a name. Include every detail you can think of that would help you and others to find the people matching your profile. Include the standard things like age, sex, occupation, etc. also include non-standard things like special interests, beliefs, or hobbies.

Put yourself in your profiled highly qualified prospect’s shoes. Go where they go and experience what they experience. The more you can surround yourself with the people matching your profile the more opportunities your opportunity radar will detect.

Increase sales by enlisting the assistance of every person you encounter. Ask anyone who doesn’t match your profile who they know that does match your profile. Ask them to help you connect with that person. Make sure they appreciate the value of helping you to connect with this person, and make it easy and non-threatening for them to do so.

Recognize there are opportunities in nearly every experience you have. You just need to uncover them. Then you need to take action to reap the rewards of your opportunity radar. The more practice you have using your opportunity radar the more skilled you’ll become and the more your sales will increase.

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Article Source: https://EzineArticles.com/expert/Cheryl_Clausen/56791

 

Sales Coaching

Which of These 5 Sales Struggles Would You Like to End? – Sales Coach

Working with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five areas include:

 

  1. Prospecting
  2. Overcoming objections
  3. Closing the sale
  4. Time management
  5. Consistency and momentum

 

The first part of your struggle comes from knowing what to do. Yes, many salespeople think they know what they need to do because of the sales training they’ve had. However, that sales training isn’t as effective as it could be because it’s event based making it impossible for you to absorb and apply the information you need, your prospects haven’t had the same training consequently they don’t play by the rules, and it isn’t specific to you and your exact challenges. Another mistake is doing exactly what everyone else in your industry is doing. Bottom line, if what you’re doing isn’t producing the results you want it’s time to figure out what to do to get those results.

The next gap is knowing how to do what you know you need to do. If you’ve ever watched professional sports you may have noticed that the difference between how the super stars do things and how the others do things isn’t easily observable. The same is true for the sales professional.

The only way to increase sales is to take action. Although most salespeople are great at taking action they aren’t great at taking the right action. Right actions are the actions that consistently produce the results you want in the way you want.

There are more opportunities around you each day than you could ever fully take advantage of. The first step is opening your eyes to those opportunities. The next step is opening the door to taking advantage of those opportunities that are in alignment with your sales objectives.

Finally, if you want to overcome your sales struggles you must allow no excuses from this point forward. Everyone has things that are getting in their way, and if you let them they will keep you from getting what you want. In spite of that fact, you don’t have to allow them to keep you from getting what you want. You do have to develop plans for working around those obstacles, and then immediately implement your plans.

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Article Source: http://EzineArticles.com/1023114

Sales Coaching

Sales Coaching – Attitude Blocking Opportunities?

Do you wake up each morning expecting great opportunities to present themselves to you? When you expect great opportunities they will be there, you only need to be ready to see them. Your attitude determines whether or not you’ll see those opportunities.

Are you like Bob or Sam? The other day I ran into Bob. When I asked Bob how things were going he said, “terrible with the economy the way it is and living costs on the rise nobody has the money to buy insurance from me. It’s like beating my head against a brick wall trying to get anyone to talk to me.” A little later in the same day I ran into Sam. Sam was all smiles literally vibrating with excitement. Sam said, “Cheryl, I have to tell you things couldn’t be better and the future couldn’t be brighter with a down economy and rising living costs people need me more than ever”.

You don’t have to guess which agent is the successful agent and which agent is struggling to hang on. Bob and Sam live in the same community and for all general purposes they’re both selling the same thing, so how can Bob and Sam have such vastly different experiences? The difference is in their attitudes and expectancy for opportunities.

Deep down Bob is no better than the prospects he complains about. Bob views insurance as an expense too. In fact, he keeps delaying purchasing insurance for himself because there’s always another bill that needs to be paid. He turns down opportunity after opportunity all day long because his attitude doesn’t allow him to even see those opportunities for sales

Sam believes in the value he brings to his clients and he’s committed to improving their lives. Sam would be utterly shocked to learn that Bob or anyone could think of insurance as an expense when it’s the greatest investment you can make. Sam knows there are opportunities in absolutely every experience he has, and he keeps a sharp lookout for those opportunities. He knows that even he misses some, however, he doesn’t miss many. Sam also knows that opportunities are just that opportunities. It’s his job to turn those opportunities into something more.

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