A similar questioning track can help you, the sales coach, diagnose sales skill deficiencies. For example, you could debrief a rep’s first meeting with a prospective customer by asking the salesperson: What problems does that customer have that we can solve? Why is the customer experiencing these problems? What will happen to the customer if … Read full article
Most sales managers coach too fast. When coaching, we don’t help sales people find their own answers. Managing a sales team is a much different set of skills than selling, but in at least one respect, the same skills which helped you become a great salesperson can, when applied, help you become a more effective … Read full article
Cure questions help you identify your prospects’ expectations of value. In other words, is the solution you offer, and its associated cost, worthwhile in the prospects’ mind? Have you demonstrated need and built sufficient discontent within the prospect to justify the cure? Examples of Cure Questions: Suppose you could (fill-in-the-blank). What would that enable you … Read full article
Here’s a common scenario being played out in hundreds of corporate offices every day. A salesperson suffers a bad month, so in swoops the sales manager. The necessary sales training and encouragement is given and voila! – the sales rep is sent back out to reverse their fortunes. But is this what the top 1% … Read full article
At TopLine Leadership, our coaching model actually is in the form, in the acronym, the word coach: C-O-A-C-H. At the center of the process is Commitment. It’s commitment both on the sales manager’s part and also on the sales person’s part as well. That’s the center focus. If we don’t have commitment on both ends, … Read full article
What are your Sales Coaching strengths? Areas to improve? There’s something I want you to do: define what your sales coaching strengths are, and what coaching areas should you improve? Next, I want you to tell one other person in your organization, two of your coaching strengths, two things that you do really well. One … Read full article
We are now offering a 3-Day Sales Training Seminar! This sales seminar will help you Sell More & Sell Faster. By attending our sales training seminar, salespeople will sell more profitable solutions and increase their win-ratio. Our sales training programs are designed to help your sales team to think and feel like a customer. Learn … Read full article
“The best way to predict the future is to create it.” Peter Drucker As the Student you studied the changes affecting your prospects. This was during the Need stage of the Buy-Learning Process. Then, as the Doctor, also during this Need stage of customer focused selling, you diagnosed “little problems” and uncovered BIG needs. When … Read full article
Selling is the process of uncovering urgency, and defining it, in the mind of your customer. The more momentum you generate early on in the process, the greater the probability that you’ll make a sale.
Concessions are an essential negotiating tool, but use them wisely. Consider the future impact of potential concessions. Today’s concession becomes tomorrow’s customer expectation. So don’t give away the store today or you’ll have nothing to give tomorrow. Make sure you get a concession for every one you give. Instead of saying, “Yes, I can reduce … Read full article