Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges

CONTENTS

Acknowledgments

Introduction

Chapter 1: Ensuring Your Sales Coaching Gets Results

How This Relates to Sales Coaching

What No Struggle Means

The OSF Cycle

Telling Them What to Do

Effective Sales Coaching Looks Like This

You Probably Do This More Poorly Than You Think

Why Is Listening So Important?

What’s the Lubricant?

Then Comes . . . What Do You Say?

How You Do That

Chapter 2: Sales Mistake #1

Here’s the Problem

What to Watch and Listen for in Your Sales Coaching

1. Clarifying Who the Decision Maker Is

2. Determining Who Else is Involved in the Decision-Making Process

3. Isolating Clients’ Steps in the Decision-Making Process

4. Identifying Clients’ Buying Criteria

What This Means to Your Sales Coaching

Decision-Maker Preparation

Chapter 3: Sales Mistake #2

Here’s the Problem

Another Issue

What to Watch and Listen for in Your Sales Coaching

Let’s Agree

1. Identifying Why Clients Buy

2. Determining What They Need to Buy Your Product

3. Linking Clients’ Reasons for Buying to Your Product

PERI Sales Story Formula

What This Means to Your Sales Coaching

Why-People-Buy Preparation

Chapter 4: Sales Mistake #3

Here’s the Problem

What to Watch and Listen for in Your Sales Coaching

Don’t Fall for It

1. Asking Questions to Discover Clients’ Needs

Pain Questions

One More Type of Question to Consider

2. Customizing to Clients’ Needs

In Addition

Their Other Communications

What This Means to Your Sales Coaching

Client-Focused Preparation

Chapter 5: Sales Mistake #4

Here’s the Problem ...