Tag Archives: Sales Training

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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Sales Coaching

Improve Your Sales With Sales Training Coaching

Sales training coaching can be likened to a sport or dance wherein when you get past the theory, finish with the class you enter into reality. It is also a performing art where one has to practice and perform. Sales is all about the results one achieves, thus the sales coach’s role is to help the client master theories, develop skills and produce results. If you are good in dance, sports and sales you have the potential to earn a whole lot of money.

Now just what is a sales training coach? This type of coach is one who recognizes the art of sales and one who can teach the techniques that comprise the outer game. The sales is a performance that should be mastered and practiced. This coach is also a strategy coach who works the inner game by eliminating one’s performance barriers. They devise strategies on how to work and improve his game/performance. Lastly, he is also an accountability coach, one who delivers the action required to stand out. A sales training coach is a sum of all these skills rolled into just one.

With sales training coaching one needs to know the mechanics of the outer game. This includes an understanding of psychology and persuasion skills. As a coach you should be able to help your client develop these skills in order to improve and later on master theses skills. The inner game deals with motivating your clients and removing any relations he has of past negative experiences. The final part of sales training coaching is the performance. This is where time and effort is placed to produce the determination one needs for his success.

All of us have the capability of performing better. All of us have the capacity to achieve the best and one way of ensuring this achievement is through a coach. A coach can help and guide you towards the right path you should take in order for your success. For those involved in sales, a sales training coach is required. The sales training coach has better knowledge on sales and helps you with specific skills that will be included in your work. To become a better coach and master the art of sales coaching training one should keep these tips in mind: One must start with mastering the science of sales and the art of influence. Second, one can become a master strategy coach. And lastly one must develop the fortitude of an accountability coach.

Jeffrey T. Sooey is the CEO of JTS Advisors and the founder of the Coaches Training Blog community, a free, self-led video training for coaches growing their businesses to $10,000 per month and beyond. Watch videos about life coaching jobs and coaching skills. Discover how to become a life coach. Go here: http://www.coachestrainingblog.com/becomeacoach.

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