Tag Archives: Sales coaching

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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Sales Coaching

When Top Sales Professionals Get Stuck – This Is What They Do

I’ll bet you think those sales professionals in the top 20% never get stuck. Well, they do just like you. The difference is in how they handle getting unstuck and how you handle it.

The sales environment is never static. When you make the mistake of thinking it is, that’s the exact moment you get hit by the proverbial truck. In most cases there are warning signals that things aren’t going the way you want them to. Top sales professionals don’t make the mistake of ignoring these signals pretending they will go away. Instead they have their radar on high alert detecting and monitoring any and all potential changes in the sales environment.

Most sales people are far more reactive than proactive. You wake up in the morning hurriedly dress and run out of the house. All day long you chase after prospects and clients allowing them to dictate what you’ll do and when you’ll do it. Unfortunately, when you’re so wrapped up in the moment you focus on symptoms mistaking those symptoms for the cause of the problem. Top sales professionals recognize that it’s far easier to react to symptoms than it is to proactively get to the source of the problem, and focus on resolving the real problem.

Whether things are really good or really bad it’s dangerous to take either situation and treat is as though it’s the real circumstance. Top sales professionals realize you have to step back and identify the facts in every situation. Pretending things are different than they really are, is a dangerous and slippery path.

Most sales professionals ask why things are happening to them. This sets you up for a victim mindset. You never want think of yourself as a victim because no one is going to come in and act as your savior. You have to be your own savior. Thus those at the top of their field ask how they can turn their current situation into the outcome they want.

When you want to increase your sales you either try to go it alone, or you turn to your peers for help. Top sales professionals turn to guides who can help them get where they want to get quicker. They don’t typically turn to their peers because their peers aren’t experts providing the help they need. Peers are often:

  • too sympathetic rather than empathetic
  • too afraid if they help you that you’ll surpass them to provide any real help
  • too narrowly focused on what everyone else does to have an innovative approach that will really make a difference for you

 

You tend to look at what your peers are doing and imitate them. Top sales professionals look at what others outside their industry are doing and ask how they can use those ideas in their business. They then adopt those ideas, adapt them to fit their business, and then act on those ideas.

You try things for a while and then abandon them when you don’t get the results you want. Top sales professionals try things they know work for others, adapt those ideas, and then consistently implement those ideas adapting them as needed until they produce the outcomes they want from those ideas. Plus they only adopt ideas that are in alignment with what they’re doing and what they’re trying to accomplish.

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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

Do You Have What it Takes to Increase Sales? Sales Coaching

Many people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales.

If you’re in a service industry and you’re the business owner or a commission only sales person you must do one thing before you get the opportunity to practice your sales prowess and increase sales. That one thing is you have to market yourself to attract qualified prospects who reach out to you, and want to do business with you. But please don’t confuse traditional marketing with the way you need to market yourself.

Traditional marketing is nothing more than a costly ego trip. You have to use an approach to marketing that gets real leads entering your sales funnel, and pays for itself. If the attempts at marketing yourself you’re using now don’t pay for themselves then you know you’re using the wrong approach to marketing.

Your approach to marketing needs to produce results on a small scale and produce those results fast. You’ll never send out a mass mailing, run a TV or radio ad on a mass appeal program, or put ads in a general readership publication. All those things cost you big bucks and don’t produce the sales to pay for them.

You may have a bad attitude about marketing yourself just like you may have had a bad attitude about sales before you really understood what sales is. Sales isn’t about coercing and manipulating people it’s about helping them to buy. Marketing isn’t about products and ridiculous claims, it’s about helping the people that need you to find you and want to talk to you.

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