You are previewing Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges.
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Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges

Book Description

Sales coaching tools and strategies to help you sell more

Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions.

As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by:

  • Assessing team members' sales capacities

  • Determining what type of coaching is needed on an individual basis

  • Identifying sales mistakes being committed by salespeople

  • Coaching salespeople to avoid committing sales mistakes

  • Improving the quality of sales conversations

  • Increasing the quality of conversations within the team

  • Leveraging the use of CRM during sales coaching

The author's company, the Coaching and Sales Institute, has worked with large sales forces and provided training for the launch of the debit card, and one of the fastest-growing divisions of the Royal Bank of Canada.

Table of Contents

  1. Cover
  2. Contents
  3. Title
  4. Copyright
  5. Dedication
  6. Acknowledgments
  7. Introduction
  8. Chapter 1: Ensuring Your Sales Coaching Gets Results
    1. How This Relates to Sales Coaching
    2. What No Struggle Means
    3. The OSF Cycle
    4. Telling Them What to Do
    5. Effective Sales Coaching Looks Like This
    6. You Probably Do This More Poorly Than You Think
    7. Why Is Listening So Important?
    8. What’s the Lubricant?
    9. Then Comes . . . What Do You Say?
    10. How You Do That
  9. Chapter 2: Sales Mistake #1
    1. Here’s the Problem
    2. What to Watch and Listen for in Your Sales Coaching
    3. 1. Clarifying Who the Decision Maker Is
    4. 2. Determining Who Else is Involved in the Decision-Making Process
    5. 3. Isolating Clients’ Steps in the Decision-Making Process
    6. 4. Identifying Clients’ Buying Criteria
    7. What This Means to Your Sales Coaching
    8. Decision-Maker Preparation
  10. Chapter 3: Sales Mistake #2
    1. Here’s the Problem
    2. Another Issue
    3. What to Watch and Listen for in Your Sales Coaching
    4. Let’s Agree
    5. 1. Identifying Why Clients Buy
    6. 2. Determining What They Need to Buy Your Product
    7. 3. Linking Clients’ Reasons for Buying to Your Product
    8. PERI Sales Story Formula
    9. What This Means to Your Sales Coaching
    10. Why-People-Buy Preparation
  11. Chapter 4: Sales Mistake #3
    1. Here’s the Problem
    2. What to Watch and Listen for in Your Sales Coaching
    3. Don’t Fall for It
    4. 1. Asking Questions to Discover Clients’ Needs
    5. Pain Questions
    6. One More Type of Question to Consider
    7. 2. Customizing to Clients’ Needs
    8. In Addition
    9. Their Other Communications
    10. What This Means to Your Sales Coaching
    11. Client-Focused Preparation
  12. Chapter 5: Sales Mistake #4
    1. Here’s the Problem
    2. What to Watch and Listen for in Your Sales Coaching
    3. In Defense of Your Perpetrating Team Members
    4. 1. Creating a Trust-Based Sales Culture
    5. 2. Discovering Their Product Knowledge
    6. 3. Clearly Defining Sales with Team Members
    7. What This Means to Your Sales Coaching
    8. Product Knowledge Preparation
  13. Chapter 6: Sales Mistake #5
    1. Here’s the Problem
    2. What to Watch and Listen for in Your Sales Coaching
    3. Fine Line
    4. Your Coaching Will Be Different
    5. Your Sales Coaching Structure
    6. 1. Giving Their Opinion Appropriately
    7. 2. Answering Questions Well
    8. 3. Responding to Client Objections in a Helpful Way
    9. 4. Knowing What Information Clients Want
    10. What This Means to Your Sales Coaching
    11. Planning Preparation
  14. Chapter 7: Sales Mistake #6
    1. Here’s the Problem
    2. What to Watch and Listen for in Your Sales Coaching
    3. Another Important Component
    4. 1. Demonstrating They Hear Client Feedback
    5. 2. Adapting to the Time Clients Have
    6. 3. Providing Clients with Choice
    7. 4. Being Specific with Clients
    8. 5. Managing Clients’ Time Expectations
    9. Meeting Idea for You
    10. What This Means to Your Sales Coaching
    11. Time-Adaptive Preparation
  15. Chapter 8: Sales Mistake #7
    1. Here’s the Problem
    2. What to Watch and Listen for in Your Sales Coaching
    3. 1. Really Listening
    4. 2. Providing Belief or Understanding
    5. 3. Providing Relevant Information
    6. What This Means to Your Sales Coaching
    7. Relevancy Preparation
  16. Chapter 9: Sales Mistake #8
    1. Here’s the Problem
    2. What to Watch and Listen for in Your Sales Coaching
    3. 1. Noticing Buying Cues
    4. An Added Piece
    5. 2. Engaging Prospects in Conversations
    6. 3. Motivating for Next Time
    7. What This Means to Your Sales Coaching
    8. Buying Cue Preparation
  17. Chapter 10: Sales Mistake #9
    1. Here’s the Problem
    2. What to Watch and Listen for in Your Sales Coaching
    3. The Toughest Part of Preventing This Sales Mistake
    4. 1. Helping Clients with Their Buying Decisions
    5. 2. Having Profitable Conversations
    6. Try This on for Size
    7. What This Means to Your Sales Coaching
    8. Pitching and Closing Preparation
  18. Chapter 11: Sales Mistake #10
    1. What to Watch and Listen for in Your Sales Coaching
    2. A Lesson from James
    3. 1. Treat Clients Like Friends
    4. Two Ways to Discover If This Sales Mistake Exists
    5. 2. Customize All Follow-Up Communications
    6. What This Means to Your Sales Coaching
    7. Client-Friendly Preparation
  19. Chapter 12: Making Your Sales Coaching Sustainable
    1. Sales Coaching Question Guidelines
    2. A Dose of Reality
    3. Feedback is More Effective When. . .
    4. Sales Success is Contagious
  20. Bonus Chapter: Leveraging Your CRM during Sales Coaching
  21. About the Author
  22. Index