Category Archives: Sales Coaching

Sales Coaching and Power Persuasion

There is little doubt that persuasion is one of the cornerstones of effective selling. How much time has your company spent teaching you powerful persuasion language and techniques ? Many think it’s an innate skill you are born with, “the gift of the gab”, well I know it can be learned. My belief is that…

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How to Know When Your Customer Will Say Yes

Knowing if your prospect is about to say yes would be a valuable skill, wouldn’t it. Chances are you already have a fair idea, if you let yourself know it. The following post is from Geoffrey James a prolific writer about sales and marketing. In the article he gives a checklist to go through which,…

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How to Leverage Your Sales Success

Have you ever heard the expression, “nothing succeeds like success”. I must have believed in it. I had a habit when I was selling on a daily basis. If I landed a big deal I would immediately start calling other customers who were at the latter stages of my pipeline. I guess I figured I…

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Cold Calls, necessary or outdated

There is quite a debate between variuos sales trainers these days as to whether cold calling is necessary or desirable. Some say it’s a waste of time others say its a necessary evil. Putting that debate aside I know I used to do some cold calling and I’m pretty confident that you will have to…

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Is YOUR Life in Sales Perfect

I guess it’s a pretty silly question to ask, isn’t it. Plainly, nobodies life is perfect.     But from a sales perspective it is even more ridiculous to expect that things will always run smoothly. For a start as a sales person you are a PPS = “Professional Problem Solver” (from Tom Hopkins if…

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The ABCs of Selling

A long time ago I read a sales trainer state that the ABCs of selling were Always Be Closing. I get the sentiment but I’m not sure that I agree. I prefer to think the ABCs of selling are Always Be Caring. I was always in sales for one reason, to help people. After all,…

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Why Would I Need A Sales Coach ?

It’s interesting, isn’t it, that 20 years ago sales coaches did not exist. Sales people back then seemed to make plenty of sales without them, didn’t they ? So, why would you need a sales coach ? Then again, years ago we didn’t have faxes or mobile phones or text messages or computers or CRM…

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Sales Coaching – Past Performance versus Current

One of the most valuable assets for any sales person is their self confidence. As a sales coach I often have to deal with a client who is down on confidence. That is one of the reasons why when I used to sell imported goods that as soon as I landed a good size contract…

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“He that is good with a hammer thinks everything is a nail”

  This is a reason you might want to consider sales coaching. “He that is good with a hammer thinks everything is a nail” What do I mean by this ? Well we humans are interesting creatures. We learn by trial and error. That’s how we learn to do many things like walking and driving.…

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Sales Coaching – Answering Objections

Dealing with objections is a part of sales coaching that comes up a lot. As long as you are not selling a perfect product there will be sales objections, so get used to them. The best way to handle objections is to follow a process AND to have trained your mind to reframe objections automatically…

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