Category Archives: Sales Coaching

What is Your Sales Process

As a sales coach I often ask a client, “how do you approach your prospects ?” I am amazed at how often I find people using old school approaches.   Do you know what I mean ? You walk in the door, chat up your client for a few minutes – struggling to find some…

Continue Reading →

Are You BS’ing Youself

In sales coaching I run across a lot of sales people that THINK they are doing a good job. Those same people do not: read widely good books that’ll help them improve their sales skills listen to training CDs or motivational CDs in their car practice their sales presentations know their most common objections study…

Continue Reading →

I Have Anxiety When I’m Selling

A reader of my website asked me a question yesterday about feeling anxiety when they are in a sales meeting. Anxiety is an interesting feeling, isn’t it. It’s about taking something that might happen in the future and finding a way to feel bad about it now. I replied to my reader with a couple…

Continue Reading →

Sales and Procrastination

Delays in ordering is something sales people have to deal with, both from the aspect of getting the prospect moving and from dealing with their own responses when the prospect will not order now. It’s something I have to work on when I’m doing sales coaching with people. You know some people just have a decision strategy that…

Continue Reading →

Keep the Pipeline Full

My first sales manager was full of interesting sayings. I was lucky to have worked with him. One of the sayings he had was, “Don’t wait till the well is empty before you starting drilling” What he meant was that you should always have new prospects coming into your pipeline. thankfully, I took his advice.…

Continue Reading →

How Quickly Can Sales Coaching Get Results

I happened to read this post today about a sales coach working with someone new to selling and getting significant results in a few days. I was interested because the sales coach shared a lot of ideas that I have about how to approach the sales process. Ideas like the importance of curiosity and the…

Continue Reading →

Powerful Sales Questions

Questions are the backbone of any sales meeting. You come into a sales meeting with your raft of solutions (be they products or services) and your intention is to discover if the prospect has any problems or desires that your offerings could assist them with. Is there a fit ? The ONLY way you can…

Continue Reading →

If You are Selling, Sut up and Listen

My first sales manager used to say, “you have two ears and one mouth” use them in that ratio. And if you ask questions when you speak you can keep that ratio BUT you still have to do something else …. I  have long been an advocate of a couple sayings when it comes to…

Continue Reading →

Getting them to Open Up

This may seem obvious and you may not see how it relates to sales coaching but bear with me. In order to win a lottery you need to have a ticket. In order to win the tropy you need to compete in the event, that is to say you need to be in the game.…

Continue Reading →

Can Sales People be Replaced by Computers

There are those that believe that sales people will eventually be replaced by computers. They would site the fact that these days buyers do a lot more research on-line before they ever meet with a sales person as the first step in that direction. Others would point to the increasing number of purchases being made…

Continue Reading →

Page 3 of 7