Book description
Sales coaching tools and strategies to help you sell more
Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions.
As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by:
Assessing team members' sales capacities
Determining what type of coaching is needed on an individual basis
Identifying sales mistakes being committed by salespeople
Coaching salespeople to avoid committing sales mistakes
Improving the quality of sales conversations
Increasing the quality of conversations within the team
Leveraging the use of CRM during sales coaching
The author's company, the Coaching and Sales Institute, has worked with large sales forces and provided training for the launch of the debit card, and one of the fastest-growing divisions of the Royal Bank of Canada.
Table of contents
- Cover
- Contents
- Title
- Copyright
- Dedication
- Acknowledgments
- Introduction
- Chapter 1: Ensuring Your Sales Coaching Gets Results
-
Chapter 2: Sales Mistake #1
- Here’s the Problem
- What to Watch and Listen for in Your Sales Coaching
- 1. Clarifying Who the Decision Maker Is
- 2. Determining Who Else is Involved in the Decision-Making Process
- 3. Isolating Clients’ Steps in the Decision-Making Process
- 4. Identifying Clients’ Buying Criteria
- What This Means to Your Sales Coaching
- Decision-Maker Preparation
-
Chapter 3: Sales Mistake #2
- Here’s the Problem
- Another Issue
- What to Watch and Listen for in Your Sales Coaching
- Let’s Agree
- 1. Identifying Why Clients Buy
- 2. Determining What They Need to Buy Your Product
- 3. Linking Clients’ Reasons for Buying to Your Product
- PERI Sales Story Formula
- What This Means to Your Sales Coaching
- Why-People-Buy Preparation
-
Chapter 4: Sales Mistake #3
- Here’s the Problem
- What to Watch and Listen for in Your Sales Coaching
- Don’t Fall for It
- 1. Asking Questions to Discover Clients’ Needs
- Pain Questions
- One More Type of Question to Consider
- 2. Customizing to Clients’ Needs
- In Addition
- Their Other Communications
- What This Means to Your Sales Coaching
- Client-Focused Preparation
-
Chapter 5: Sales Mistake #4
- Here’s the Problem
- What to Watch and Listen for in Your Sales Coaching
- In Defense of Your Perpetrating Team Members
- 1. Creating a Trust-Based Sales Culture
- 2. Discovering Their Product Knowledge
- 3. Clearly Defining Sales with Team Members
- What This Means to Your Sales Coaching
- Product Knowledge Preparation
-
Chapter 6: Sales Mistake #5
- Here’s the Problem
- What to Watch and Listen for in Your Sales Coaching
- Fine Line
- Your Coaching Will Be Different
- Your Sales Coaching Structure
- 1. Giving Their Opinion Appropriately
- 2. Answering Questions Well
- 3. Responding to Client Objections in a Helpful Way
- 4. Knowing What Information Clients Want
- What This Means to Your Sales Coaching
- Planning Preparation
-
Chapter 7: Sales Mistake #6
- Here’s the Problem
- What to Watch and Listen for in Your Sales Coaching
- Another Important Component
- 1. Demonstrating They Hear Client Feedback
- 2. Adapting to the Time Clients Have
- 3. Providing Clients with Choice
- 4. Being Specific with Clients
- 5. Managing Clients’ Time Expectations
- Meeting Idea for You
- What This Means to Your Sales Coaching
- Time-Adaptive Preparation
- Chapter 8: Sales Mistake #7
- Chapter 9: Sales Mistake #8
- Chapter 10: Sales Mistake #9
- Chapter 11: Sales Mistake #10
- Chapter 12: Making Your Sales Coaching Sustainable
- Bonus Chapter: Leveraging Your CRM during Sales Coaching
- About the Author
- Index
Product information
- Title: Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges
- Author(s):
- Release date: October 2013
- Publisher(s): Wiley
- ISBN: 9781118785935
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