Category Archives: Sales Coaching
Sales Coaching – Objection Handling
From a sales coaching perspective I do not agree with all that is said in this video but some of it certainly makes good sales objections handling sense. I certainly do not agree with delaying dealing with objections till the end of a meeting as it tends to show disrespect for the prospect.…
Sales Coaching – Rapport Tips
OK, here’s a bit of sales coaching that I’m guessing you wont pay much attention to and that’s a pity because it’s really critical in selling. You’ll make a lot more sales if you learn how to build rapport. Don’t believe me ? Well what about SDM quote ? “Sharon Drew Morgan in her book…
Sales Coaching – Where does your prospect make Decisions
Do you know where in their head your prospect formulates their decisions ? “It is well known that people perceive their world through a set of filters: these filters include their history, their sense of identity, their beliefs and values and their perceptions of the world around them.” As a sales coach I know there…
Sales Coaching – Customer Focus
Here’s a bit of sales coaching advice that many sales people could do with. When I was selling day to day in the B2B world I never wore a wrist watch. People used to ask me how I could function as a sales person without knowing the time. My comment was, “When I’m with a…
Sales Coaching – ByPass resistance
Some time ago I received a question on one of my other websites, I used it as an opportunity to give some sales coaching. I have reprinted that advice below. Question: Dear Greg, How can I bypass resistance without detection, Sharin? My Response: Hi Sharin, I’m not sure your comment is the right kind of…
Sales Coaching – Execution Based Coaching
Ever heard of Execution Based Sales Coaching ? Big term, interesting ideas. I ran across this post today and thought it worth passing on. The opening comment caught my eye, “An effective sales coaching process needs to be based on two pillars of sales success and continuous improvement process: activity and process. ” Then further on…
Sales Coaching and Metrics
I’m sure you have heard the quote, ” You can’t manage what you don’t measure”. I think oit came from Peter Drucker. This is a basic tennent of coaching. You have to know you are improving and you can’t do that unless you have a figure to compare current perfromane to past performance. And this…
To Be a Great Sales Person
If you are reading this blog you probably have an interest in becoming a better sales person. I have an article on my website entitled ” Professional Selling Skills -The Top Ten” which may also be of interest to you. You can link to it here The video below from Victor Antonio is about becoming…
Convincing a Prospect, Their Way
As a sales coach I often ask my clients, ever wondered how your prospects become convinced ? I read a while back that most successful salespeople in the USA get an order after the 5th “No!”. This is used to show that successful salespeople are most persistent. And it does give that message. …