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…

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Sales 2.0 Sales Coaching

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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…

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Sales Coaching – Follow Up or Else

As a sales coach I often give advice to sales people but I can spot good advice when I see it too. The following article I link to is from Paul McCord and it’s a beauty, do yourself a favour and click on the link to read it. Before you do let me relate a story.…

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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…

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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…

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Ziglar on Attitude

  The great Zig Ziglar was someone I looked up to. I First came across him in an Amway tape ! A lecture he gave to a bunch of Amway people. Never joined Amway but I joined the ranks of those who admired Zig. I was saddened to hear of his passing in 2014 but…

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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…

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Two of the worst words you can use when you are selling

There are plenty of words that don’t enhance your sales results. I consider these two when used to gather to be amongst the worst The words are ….” yes .. but ” For most of my life in sales I was told “Don’t use “yes..but”!” I just trusted the senior guys telling me this but…

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Positive Mental Attitude in Sales

Carrying on from some recents posts about attitude and its bearing on selling results I ran across a video from Jeffrey Gitomer sales trainer who has written about 12 books including “The Sales Bible” If you are not enjoying the process of selling get better or get out. Find a way to improve your skills…

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