Tag Archives: sales coach

Sales Coaching

Direct Sales Training – This CSI Will Close You More Sales

Direct Sales Training:

Jared is an exceptionally good closing manager. He is the manager that closes the difficult deals. One day I asked Jared to tell me his negotiation skills success secret.

Jared said his secret is like the TV show CSI (Crime Scene Investigation). Only Jared’s CSI stands for “Customer Selling Investigation.”

Jared explained that when he was a new closer and didn’t close a sale he would do a CSI on the deal. He would interview the salesperson that worked the deal. In most cases he was able to quickly determine the missing ingredients in the deal. Maybe the salesperson did a poor job fact finding with the customer and didn’t know their hot buttons. Maybe they didn’t identify the customer’s main motivation for considering the purchase. Maybe there was a poor product selection in matching the customer’s needs.

Jared’s Realization

Jared said he soon started to realize that as a closer he was more like a report card on how well the salesperson set up the deal.

Jared concluded if he could do effective direct sales training with his salespeople his closing ratio would increase. Jared soon became a sales coach to his people. He helped them improve their fact finding skills, their listening skills and their product selection skills.

Jared’s Almost Magical Closing Improvement

As Jared started doing more sales training coaching his negotiation skills and closing ratio seemed to almost magically improve. And the more he did sales training with his sales team the more his closing ratio skyrocketed.

Your Direct Sales Training Action Item:

Proactively take charge of your own sales training. Take some time to sharpen your fact finding skills and product knowledge skills. Do your own CSI after each deal and analyze what happened and why. Soon you will be working a lot smarted and closing a lot more sales like Jared.

David Nassief negotiation skills [http://www.phoenix-best-sales-jobs.com/negotiation-skills.html] coach invites you to improve your sales with the free report “Selling Secrets of Top 5% Earning Salespeople” [http://www.phoenix-best-sales-jobs.com/top5-free-report.html] David’s site is [http://www.phoenix-best-sales-jobs.com]

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Sales Coaching

Do You Have A Sales Coach?

Over 35 years ago, I made what I feel is one of the significant decisions of my life. I decided that for the rest of my life I would invest 10% of my time in personal growth. In order to make this time of value I knew I needed a personal coach, a mentor and I needed to belong to a mastermind group. Of the three, the use of personal coaches has done more for my career and life success than any other career decision I have ever made.

During my speaking career I have known hundreds of people and spoken to thousands of salespeople who have said they want a better lifestyle, increased income and greater satisfaction from their career and life. Many of these same people have turned over the responsibility of their personal development to someone else. Unfortunately this is not the most effective way to ensure a life filled with success and personal freedom.

Over the years, one common denominator I have observed in successful salespeople is their willingness to invest in the continued improvement of their skills, attitudes and philosophy regardless of how they did it – books, seminars, audio products and so on. What I have also learned is that the most successful of these, had a personal coach helping them learn new skills as well as the value of discarding unnecessary habits and attitudes.

There are different coaching relationships and I am distinguishing here between a coach and a mentor. I have a lot of mentors who are no longer with us. I can think of people like; Mark Twain, Winston Churchill and Will Rogers as three very important ones. I can learn from them through the written words they left behind but learning from a coach is different. A coach is in your life to help you; self-discover, think, create, unload old baggage, re-invent yourself, learn new skills, improve your powers of imagination and much more.

Do you have a personal coach? Have you ever had one? Every professional athlete from Olympic champions to the tennis and golf greats of the past and present have or have had personal coaches. Why? Because a good coach doesn’t have to have the ability to be better than you on the court or course. Their role is to help you get more out of you.

I am a personal coach to a number of salespeople, speakers, authors and CEO’s. Each month we talk about their objectives, goals, challenges, decisions etc. My role is not to tell them how they should be or what they should do. I don’t have that right. One of my coaching clients runs a $300 million dollar company. I have never run even a $10 million dollar company. I do not have the right or the ability to tell him what he should do different or better. My only role is to help him become a better CEO by asking good questions, holding him accountable, listening between the lines and helping him get in touch with his real intent.

Life is an interesting relationship between paying the price and winning the prize. Between self-investment and rewards. Between investing time in personal development and your ultimate success.

It takes commitment, patience, persistence, and goals to invest wisely in yourself over the long haul. It takes nothing whatsoever to postpone investing in yourself until it is too late and the die is cast. We are talking about a philosophy of ‘life-long learning’ – not learning as an event. It is never too late to begin an aggressive on-going self development program.

Many of the salespeople I coach want praise that they don’t get from their supervisors, validation of their methods or attitudes and permission to do something new or different. That’s not the role of a coach – that’s the role of a mother.

Where can you find a coach? Do you have to pay for coaching? What will you get out of a coaching relationship? How long will it or should a coaching relationship last? These are all very good questions so let me give you a couple of things to consider.

A coach can be anyone you trust, respect, knows how to listen, is not judgmental or critical, does not give advice and believes in you and your potential.

You can find them anywhere but there are organizations and professionals in all walks of life who spend a certain amount of their time coaching others. This may take a little digging on your part but it will be worth it.

A personal coach can:

-Improve your performance

-Save you time and resources

-Help you identify personal weaknesses

-Accelerate your career

-Help you learn new skills faster

-Improve your lifestyle

-Sharpen you existing skills

-Increase your income and net worth

-Improve your effectiveness

-Help you make better decisions

For personal coaching to be effective you must be willing to:

– Be held accountable

– Accept new ideas and approaches

– Change behaviors

– Get in touch with your real intentions

– Spend 5-6 hours per month working on your goals, plans and actions

What can a personal coach cost you? Anywhere from: $500 to $75,000 a year.

A coaching arrangement if it is to be successful requires commitment, follow-through, persistence, time and a desire to improve. There are no guarantees. Life offers no guarantees, but after over 30 years coaching a variety of people I have learned that if you will bring these attributes to the coaching process you will get back – ten times or more – the investment you made. Remember you are investing in yourself and your future.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He is also the CEO of Sales Clubs Of America. He can be reached at tim@timconnor.com, 704-895-1230 or visit his websites at [http://www.timconnor.com] or [http://www.SalesClubsOfAmerica.com]

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Sales Coaching

How Sales Coaching Can Increase Your Profits

The art of selling is commonly taught as a process involving 6 stages:

1. Before the sale begins

2. Understanding needs

3. Proposition of solution

4. Dealing with resistance

5. Gaining commitment/closing the sale

6. Follow-up and follow-through.

This is useful from the point of view of understanding where you are in the sale process and what you need to do next, but following the process will not necessarily get you the sale.

The fact is that ‘people buy from people’ – the decision to buy is made not because of the existing relationship with the company or even because of the features and benefits of the product – it is made because of the relationship with the salesperson as an individual. Successful salespeople know this and concentrate on building relationships as well as selling the benefits of their product.

Sales coaching begins where sales training leaves off and focuses on building relationships through understanding other people’s behavioural styles and dealing with them in the way they prefer, not necessarily in the way you prefer!

Sales coaching helps the salesperson to understand where their strengths lie and how to play on them, both in the sales process and building relationships. It also helps them to identify where they are not so good and how to develop these areas. It helps them to change strategy when things are not working, giving them more flexibility of behaviour.

Sales coaching helps your sales force to build the relationships that lead to more sales and is becoming an important way to deliver increased revenues.

Andy Britnell’s training and coaching products maximise the potential of your staff and cut out the unnecessary costs incurred by low morale, high turnover and repeated recruitment.

Visit his training website at http://andybritnell.co.uk/ for information on his powerful products and to subscribe to his FREE newsletter.

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Sales Coaching

Sales Managers: Get Your Team Up For The Game!

If you’re a sports fan, or an athlete, as I am, you know when you or your team are “flat” and are just phoning-in their performances, and when they’re juiced, and ready to go.

It makes a crucial difference in sports, as well as in selling.

In both situations, we have to get up for the game, and if you’re a sales manager, it’s your duty to psych up your players before every engagement, whenever possible.

As a former sales manager, and as a sales coach and consultant, I advocate having frequent sales meetings for this purpose. Meet, greet, and motivate your people before every shift, if they sell from inside.

If they’re outside sellers, try to arrange frequent telephone conferences to achieve the same thing,

Remind them of their sales targets, and try to tell inspiring stories, or share recent customer testimonials with them.

Every meeting should give them another reason to feel proud of themselves and what they’re selling.

You can use these get-togethers to review closing techniques, or to introduce better techniques of any kind. And most important, team members can discuss what’s working for them, which their peers don’t get a chance to see and to hear for themselves.

But the key deliverable from a successful meeting is emotion. They should get a boost, feeling higher and more energized than before.

One of my salesmen said to me, after our umpteenth meeting, “Gary, I might be able to make more money somewhere else, but nothing is going to be this much fun!”

Mission accomplished!

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

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Sales Coaching

Sales Coaching… Fact or Fiction?

The old adage in selling has always been, “Find out what they want, then, give it to them.” The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be the litmus test that quickly separates the skilled from the rest.

In the past, the selling profession relied upon its own bullpens crowded with accomplished journeymen to assume the role of mentor or coach to guide the up-and-coming. But sadly, those days are gone.

Statistics show the average tenure in today’s typical sales force is only two to three years. For many reasons like downsizing, smaller margins, and fewer incentives, experienced salespeople now find it necessary [easy] to move on. Some get entrepreneurial and open small companies of their own. In their wake, younger and far less tenured people fill the ranks – quickly becoming the less experienced mainstay of frontline selling.

There is still another challenge. Due to the evolution and ever-changing complexities of products and solutions, heavy employment emphasis over the last decade in particular has and continues to be, placed on technical skills over selling skills. No one will argue the importance of knowing one’s products inside and out – especially when they are complex. Nevertheless, without experience, training and a natural aptitude for selling, any sales person is more a “Teller, not a Seller.”

That is to say, a salesrep today can be quite adept at providing correct technical answers for customers but can often lack the sales aptitude and education to do what they need to do – ‘Close Deals’. In practice, now armed with the right solution, customers are free to shop it to other “Tellers” for price. The result? Dwindling margins, unhappy salespeople and high turnover… Huge Costs for the Corporation!

So what’s the answer? In a word, “Coaching.”

At a time when companies outsource for strategic expertise like legal, accounting and payroll services, professional speakers / trainers / consultants – most of whom with decades of distinguished sales and marketing experience – are in demand to meet the need for coaching, mentoring and training

The sad reality is today’s overworked executives and small business owners often find themselves engaged in a delicate balancing act between the needs of their inexperienced sales force and the demands of fundamental day-to-day business survival. Something inevitably has to give and it usually does. For this reason, outsourcing for needed coaching [not available in-house] makes so much sense.

Professional Coaches with ‘proven’ experience work directly with companies and individuals to put ‘proven’ programs into place expressly focused on sales/motivation and success-strategies integral to personal and corporate long-term goals in today’s more Unique Value-Driven marketplace.

Successful companies know:

  • Coaching programs work.
  • Coaches drive greater sales and profitability.
  • Coaches are an Investment – Not a Cost. and,
  • Coaches are far less expensive than the status quo.

 

Fact: Government sources purported the cost of recruiting, hiring, benefits/salary and training the average sales rep is approximately $50,000.00. “No small investment for even a large corporation.”

Fact: “Without proper training and attention, sales aren’t made, reps move on and – the Investment Cost Doubles!”

……………………………………..

Paul Shearstone aka The ‘Pragmatic Persuasionist’ is one of North America’s foremost experts on Sales and Persuasion. An International Keynote Speaker, Author, Writer, Motivation, Corporate Ethics, / Time & Stress Management Specialist, Paul enlightens and challenges audiences as he informs, motivates and entertains. To comment on this article or to book the Pragmatic Persuasionist for your next successful event we invite to contact Paul Shearstone directly @ 416-728-5556 or 1-866-855-4590.

www.success150.com or paul@success150.com

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